Solution Architect

Job Summary

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Key Responsibilities

Act as the primary bridge between sales teams and solution teams to identify, shape, and close HCM opportunities

• Position HCM solutions and services across platforms including Workday, Cornerstone OnDemand, UKG, and Dayforce
• Develop and execute go-to-market strategies for HCM offerings, AMS services, transformation programs, modernization initiatives, and managed services
• Build and strengthen partnerships with OEMs, hyperscalers, implementation partners, and boutique firms
• Own and drive HCM team's -related P&L, including revenue growth, pipeline creation, margins, utilization, and business expansion
• Lead consultative selling efforts and work with sales teams on strategic pursuits, account planning, and opportunity qualification
• Drive new logo acquisition, account mining, farming, and regional expansion opportunities
• Support deal cycles through solutioning, estimation, commercial structuring, demand planning, and resource planning
• Lead customer presentations, executive briefings, demos, workshops, bid defense sessions, and negotiations
• Contribute to RFP responses, proposals, statements of work, pricing models, and commercial discussions
• Partner with delivery leaders to ensure appropriate staffing, skill alignment, and solution feasibility
• Work closely with product owners and internal SMEs to shape differentiated offerings and value propositions
• Track market trends, competitive positioning, and customer demand across HCM and workforce transformation areas
• Collaborate with alliances and partner ecosystems to create joint propositions and co-sell opportunities
• Support leadership with pipeline reviews, forecasting, growth planning, and business reviews

Skill Requirements

20+ years of experience in enterprise sales, GTM leadership, solutioning, or presales within HCM, ERP, or HR technology services

• Strong experience with HCM platforms such as Workday, Cornerstone OnDemand, UKG, and Dayforce
• Proven experience in consultative selling, partner channel selling, and solution sales
• Strong understanding of HCM transformation, AMS, modernization, talent management, payroll, workforce management, and HR operations
• Demonstrated ability to build and manage executive-level customer relationships
• Experience leading proposal development, commercial discussions, contract negotiations, and deal closure activities
• Strong financial acumen with experience managing revenue targets, P&L, and business growth
• Ability to work across multiple teams including sales, delivery, alliances, finance, and product management
• Strong presentation, communication, storytelling, and executive engagement skills
• Experience supporting regional expansion initiatives across North America, Europe, APAC, Australia, and New Zealand preferred
• Ability to manage multiple pursuits, prioritize opportunities, and operate in a fast-paced environment

Preferred Qualifications

• Prior experience in HCM consulting, managed services, or AMS organizations
• Experience with global customers across industries such as healthcare, manufacturing, life sciences, retail, and technology
• Strong network across HCM partner ecosystems and boutique consulting firms
• MBA or equivalent business qualification preferred

Other Requirements

Key Competencies

• Consultative Selling
• Strategic Solutioning
• Presales and Proposal Management
• Account Mining and Farming
• Business Development
• Executive Stakeholder Management
• Resource Planning
• Commercial Structuring
• Negotiation and Deal Closure
• Alliance and Partnership Management
• Market Positioning
• Cross-functional Leadership