NA A&PS Presales Solution Architect

<h3>Accountabilities</h3><li>
<strong>Design customer-focused solutions:</strong>Architect comprehensive technology solutions aligned with customer business objectives, integrating products, software, services, cloud platforms, as-a-service offerings, and third-party technologies.</li><li>
<strong>Lead presales technical engagement:</strong>Partner with sales teams and customers to understand business challenges, define technical requirements, and develop solutions that address immediate needs while supporting long-term strategic goals.</li><li>
<strong>Develop compelling proposals:</strong>Create, evaluate, and refine technical proposals that meet customer requirements, communicate business value, and establish clear expectations for internal stakeholders and customers.</li><li>
<strong>Translate business outcomes into technical architectures:</strong>Convert customer objectives into functional solution designs and detailed technical architectures that can scale with business growth and evolving workloads.</li><li>
<strong>Demonstrate solution value:</strong>Lead technical presentations, product demonstrations, proof-of-concept initiatives, and interactive workshops to showcase capabilities and help customers understand the benefits of proposed solutions.</li><li>
<strong>Evaluate alternative approaches:</strong>Conduct comparative analyses of competing architectures and technologies, identifying strengths, weaknesses, costs, risks, and opportunities to optimize overall solution performance.</li><li>
<strong>Optimize solution economics:</strong>Configure and right-size workloads by balancing cost, scope, scalability, resource requirements, and expected benefits to maximize customer value and improve sales success.</li><li>
<strong>Support account planning and strategy:</strong>Contribute to account business planning by analyzing customer environments, industry developments, competitive intelligence, and emerging technology requirements.</li><li>
<strong>Drive pipeline development:</strong>Identify new opportunities within assigned accounts, including upselling, cross-selling, solution enhancements, and previously unmet customer needs.</li><li>
<strong>Support sales execution:</strong>Monitor active opportunities, participate in sales forecasting meetings, provide technical guidance throughout the sales cycle, and help prioritize resources toward the most promising deals.</li><li>
<strong>Strengthen executive relationships:</strong>Build trusted relationships with customer executives, business leaders, technical stakeholders, and industry partners to support transformation initiatives and long-term account growth.</li><li>
<strong>Collaborate with technology partners:</strong>Apply knowledge of partner products, services, and go-to-market strategies to develop integrated solutions, strengthen joint opportunities, and enable effective delivery by external partners.</li><li>
<strong>Track emerging technologies:</strong>Monitor developments across the IT industry and customer sectors, identifying opportunities to incorporate innovative technologies and address evolving business needs.</li><li>
<strong>Contribute to industry engagement:</strong>Support conferences, industry events, technical presentations, demonstrations, and other activities that strengthen technical credibility and market visibility.</li><li>
<strong>Share knowledge and best practices:</strong>Document sales-cycle activities, communicate effective solution approaches, support peers and partners, and mentor less experienced team members.</li><li>
<strong>Coordinate specialist resources:</strong>Engage technical experts and cross-functional teams at the appropriate stages to ensure solution quality, alignment, and timely execution.</li><h2>Requirements</h2><li>
<strong>Education:</strong>A bachelor's degree in a technical discipline or equivalent technical qualifications. An advanced degree in technology is preferred.</li><li>
<strong>Professional experience:</strong>Typically 8–12 years of IT experience, with a strong focus on technical consulting, solution architecture, presales, and consultative solution selling.</li><li>
<strong>Technical expertise:</strong>Advanced understanding of enterprise technology portfolios, including hardware, software, cloud solutions, infrastructure, services, and integrated technology ecosystems.</li><li>
<strong>Solution architecture:</strong>Proven ability to design scalable technical architectures that align with business requirements, integrate multiple technologies, and support measurable customer outcomes.</li><li>
<strong>Presales experience:</strong>Demonstrated experience leading solution configurations, technical demonstrations, proof-of-concept projects, customer workshops, and solution walkthroughs.</li><li>
<strong>Cloud and as-a-service knowledge:</strong>Strong understanding of as-a-service business models, consumption models, integrated technology ecosystems, and how to align solution offerings with customer priorities and expected outcomes.</li><li>
<strong>Consultative selling:</strong>Advanced skills in value-based selling, technical discovery, whiteboarding, objection handling, negotiation support, and helping customers make informed purchasing decisions.</li><li>
<strong>Business and financial acumen:</strong>Ability to connect technology investments to business strategy, customer KPIs, total cost of ownership (TCO), return on investment (ROI), financial models, and revenue-generation objectives.</li><li>
<strong>Sales pipeline management:</strong>Experience supporting account planning, opportunity qualification, sales forecasting, CRM documentation, pipeline development, and deal progression.</li><li>
<strong>Executive communication:</strong>Excellent written and verbal communication skills, active listening, persuasive storytelling, and the ability to explain complex technical concepts to both technical and nontechnical audiences.</li><li>
<strong>Stakeholder management:</strong>Strong relationship-building and influencing skills, including the ability to engage C-suite executives, line-of-business leaders, technical teams, and external partners.</li><li>
<strong>Analytical and problem-solving skills:</strong>Advanced ability to evaluate competing solutions, assess technical and commercial trade-offs, identify risks, and recommend effective approaches.</li><li>
<strong>Project and resource management:</strong>Strong planning, organizational, and time management skills, including the ability to coordinate specialists and manage multiple customer opportunities simultaneously.</li><li>
<strong>Partner ecosystem knowledge:</strong>Understanding of partner offerings, technology alliances, and go-to-market strategies, including how to leverage partner capabilities to strengthen customer solutions.</li><li>
<strong>Industry awareness:</strong>Ability to monitor technology trends, competitive developments, and customer industry requirements to identify opportunities for innovation and differentiation.</li><li>
<strong>Certifications:</strong>Relevant industry certifications are strongly preferred, particularly a combination of knowledge-based certifications and practical, experience-based credentials.</li><li>
<strong>Additional qualifications:</strong>Familiarity with enterprise architecture frameworks and project management methodologies is beneficial but not required.</li><li>
<strong>Adaptability and collaboration:</strong>A proactive, customer-focused mindset, with the ability to challenge assumptions constructively, collaborate across functions, and operate effectively in a dynamic technology environment.</li><li>
<strong>Location:</strong>The position is remote and available in the United States, including California, Virginia, Texas, Illinois, and the District of Columbia.</li><h2>Benefits</h2><li>
<strong>Competitive compensation:</strong>Annual on-target earnings range from<strong>$172,000 to $355,000 in California</strong>and<strong>$151,500 to $355,000 in Virginia, Texas, Illinois, and the District of Columbia</strong>.</li><li>
<strong>Performance-based compensation:</strong>Target compensation consists of approximately<strong>80% base salary and 20% target-level sales compensation</strong>, assuming achievement of 100% of the sales plan.</li><li>
<strong>Comprehensive health coverage:</strong>Access to benefits supporting physical, financial, and emotional well-being for employees and their families.</li><li>
<strong>Professional development:</strong>Career development programs, learning opportunities, and resources to deepen technical expertise or pursue new career paths within the organization.</li><li>
<strong>Remote work flexibility:</strong>Primarily home-based work, with flexibility to manage professional responsibilities and personal needs.</li><li>
<strong>Inclusive workplace:</strong>A culture that values diverse backgrounds, individual perspectives, collaboration, and equal employment opportunities.</li><li>
<strong>Career growth opportunities:</strong>The opportunity to work with enterprise customers, emerging technologies, strategic partners, and multidisciplinary teams.</li><li>
<strong>Meaningful customer impact:</strong>Help organizations modernize their IT environments, accelerate digital transformation, and turn technology investments into measurable business value.</li>