Senior Solution Architect

Description

Role Overview

The Executive Solution Architect is a senior client-facing individual contributor responsible for shaping and selling managed and software-enabled services across enterprise accounts. This role partners with client executives, account teams, solution architects, delivery leaders, and portfolio teams to identify business problems, design outcome-based solutions, and drive opportunities into qualified pipeline and closed revenue.

The ideal candidate combines executive presence, consultative selling discipline, managed and software services domain knowledge, and practical delivery credibility. They can lead discovery with business and technology leaders, translate needs into solution vision, technical solution narratives, commercial structures, and create confidence that the proposed service can be implemented, adopted, and measured.

Primary Mission

• Create executive-level demand: engage senior stakeholders, uncover business drivers, and position managed and software services around measurable outcomes.
• Shape high-quality pursuits: lead discovery, solution strategy, value articulation, commercial framing, and pursuit readiness.
• Bridge sales and solutions, and delivery: ensure promises made in the sales cycle are practical, costed, scoped, and ready to transition into delivery.
• Elevate portfolio adoption: bring market feedback into offering strategy, sales assets, demos, pricing models, and repeatable go-to-market motions.

Key Responsibilities

Executive Client Engagement and Discovery

• Lead strategic discovery sessions with executives, business owners, IT leaders, and operational stakeholders.
• Diagnose client pain points, operational constraints, software maturity, data readiness, risk posture, and desired outcomes.
• Translate business objectives into solution themes, value hypotheses, and decision criteria.
• Build credibility with senior buyers by connecting technical capabilities to business value, adoption, risk reduction, productivity, and financial impact.

Solution Strategy and Pursuit Leadership

• Develop pursuit strategy in partnership with account executives, client executives, solution architects, product owners, and delivery SMEs.
• Define solution scope, solution narrative, business case, operating model, adoption plan, assumptions, dependencies, and success measures.
• Support RFP/RFI responses, proposals, statements of work, solution presentations, demos, and executive briefings.
• Ensure the solution is practical, differentiated, commercially viable, and aligned with delivery capabilities.

Commercial and Delivery Alignment

• Collaborate on pricing inputs, scope boundaries, assumptions, delivery model, resource requirements, and transition plans.
• Identify risks early, including integration complexity, data dependencies, product limitations, security considerations, change management, and adoption barriers.
• Support handoff from sales to delivery so delivery teams understand client goals, commitments, measures of success, and pursuit history.
• Maintain focus on profitable growth, solution quality, client impact, and long-term account expansion.

Required Experience and Qualifications

• 8+ years of experience in enterprise managed and software services industries, technology consulting, solution consulting, advisory services, presales, or similar client-facing roles.
• Proven record of supporting or leading complex B2B sales pursuits for software-enabled services, managed services, digital transformation, automation, AI, data, cloud, workplace, cybersecurity, or IT operations solutions.
• Strong consultative selling skills, including discovery, value articulation, stakeholder mapping, objection handling, and executive presentation.
• Ability to convert ambiguous client needs into clear solution constructs, commercial assumptions, and delivery-ready scopes.
• Working knowledge of enterprise IT environments, software integration concepts, APIs, cloud platforms, data flows, security, implementation lifecycles, and change management.
• Excellent written and verbal communication skills, including proposal writing, executive briefings, whiteboarding, and client-facing storytelling.
• Demonstrated ability to influence cross-functional teams without direct authority.
• Bachelor degree in business, computer science, engineering, information systems, or equivalent practical experience.

Preferred Experience

• Experience selling or supporting advisory, implementation, managed, professional, or software services in enterprise accounts.
• Experience with tools and service areas such as ServiceNow, Microsoft Azure, Microsoft 365, AI/ML platforms, endpoint management, automation, RPA, digital workplace, ITSM, observability, customer experience, or cybersecurity.
• Experience creating statements of work, solution architecture summaries, ROI or business case models, cost assumptions, technical responses, or pursuit artifacts.
• Certifications such as ITIL, cloud platform certifications, PMP, Scrum, Azure, AWS, ServiceNow, cybersecurity, or relevant solution area credentials.
• Background in delivery, consulting, implementation, or operations that enables credible conversations with client and internal delivery teams.

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Qualifications

Minimum Knowledge, Skills and Abilities required:

• Good communications skills and the ability to interface with management and customers at all levels
• Development of Interface Specifications;
• Technical Authoring Skills;
• Documentum skills;
• XML Skills
• Business Process Design