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Presales Solutions Architect

Position Summary: The Presales Solutions Architect works closely with Account Management to support sales productivity and the sales process flow by securing the “technical close” in complex solutions. The Presales Solutions Architect collaborates with sales, engineering, and executive resources to ensure proposed deals include technical solutions that effectively address all the client needs and conform to supported, best-practice technical solutions. The Presales Solutions Architect will be responsible for ensuring alignment between internal stakeholders and client decision makers. The Presales Solutions Architect is a technical sales counterpart to the account manager, sales executives and managed IT services managers in serving customers.


  • Provide value through technical credibility, client engagement and mutual qualification on opportunities.
  • Proactively scope the client’s technical needs, addresses client requirements in terms of business process improvement, and recommends solutions that maximize value for the client
  • Meeting with customers to understand their needs.
  • Creating technology & product presentations/demonstrations.
  • Develop proposals & strategic architectures for customers (BoMs, Statements of Work, Target State Architectures).
  • Educating and mentoring the sales team.
  • Lead demand generation events (webinars, in person training events, community events).
  • Secures input from all necessary solution stakeholders both through the client and internally to ensure appropriate support.
  • Secures commitments from client technical staff needed to ensure a deal’s “technical close”.
  • Provides coaching and professional development to sales associates to enhance their product knowledge, technical acumen, and technical sales skills.
  • Proactively pursues additional business development opportunities within client firms.
  • Achieves assigned productivity metrics.
  • Completes required training and development objectives within the assigned time frame.
  • Other duties as assigned to help support the internal team and clients.

A) Knowledge/Skill/Ability:
An individual must be able to perform each essential job duty satisfactorily.  The requirements below are representative of the knowledge, skill and/or ability required:

  • Ability to analyze complex business processes and solve complex technical challenges through the application of sustainable and supportable technical solutions and managed technology services.
  • Skilled at interfacing with sales executives, clients and our technical team to produce solutions that benefit the client.
  • Strong and diverse technical architecture background in order to be able to: design and align technology solutions to client business requirements; design elements will include premise, cloud, hybrid, managed services, procurement, licensing, capacity planning, budgeting, and outsourcing.
  • Must possess strong presentation skills and be able to communicate professionally in written responses to RFP’s, Statements of Work, emails and when submitting reports.
  • A thorough understanding of managed services offerings including the competitive landscape, benefit to customers, objection handling
  • Adept at balancing cost/quality/time trade-offs.
  • Self-motivated with proven track record in technology product, project and managed services sales.
  • Comfortable in the ever-changing culture of a technical organization with a rapidly expanding client base.
  • Fast-paced, task oriented and highly organized.

B) Education and Experience:

  • Four-year college degree from an accredited institution or comparable experience in related field.
  • Minimum two years of sales or sales engineering experience in a client facing role, preferably in business-to-business, strategic client segment; or minimum of two years relevant engineering experience, managed or professional services preferred.
  • Product certification, engineering credentials, or equivalent technical credentials.
  • Possess a high level of business acumen and experience working with all levels of decision makers including C-Suite, helping to provide technical solutions to solve business challenges
  • Proficiency with office automation tools including Microsoft Word, PowerPoint and Excel.

C) Physical Requirements:
The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job:

  • General office environment, performing work on a computer.
  • Regularly travel to partner and client offices, up to several times per week.

D) Technology Areas: Data Center & Virtualization, Cloud (Azure), Networking, Cybersecurity, Collaboration


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