What success looks like in this role:

We are seeking a Principal Presales Solution Architect to lead the design and sales strategy for enterprise hybrid cloud managed services.

This role combines deep technical architecture with commercial acumen, cost modeling expertise, and hands-on proficiency with Gen AI tools.

You will design end-to-end solutions integrating on-premises datacenters with public cloud platforms (Azure/AWS), author compelling technical proposals, build financial business cases, and influence enterprise deals worth $5 - $20M+.

You'll partner closely with sales, delivery, and executive leadership to win transformational opportunities and establish the foundation for successful delivery.

Key Responsibilities:

Solution Architecture & Design:

- Lead enterprise discovery and requirements-gathering sessions to understand hybrid cloud infrastructure, operational challenges, and strategic objectives.

- Design comprehensive hybrid cloud managed services solutions spanning datacenter operations, infrastructure management, cloud migration, workload modernization, and operational transformation.

- Develop detailed solution architecture documents, technical roadmaps, and implementation playbooks that align with customer maturity levels, budgets, and timelines.

- Present solutions to CXO-level and technical audiences, translating technical capabilities into quantifiable business outcomes.

Cost Modeling & Financial Analysis:

- Develop detailed cost models and ROI analyses for hybrid cloud solutions, including infrastructure, migration, operational, licensing, and transformation costs.

- Build bottom-up cost estimates from workload assessments, capacity planning, and service delivery models.

- Create financial scenarios and sensitivity analyses demonstrating value across different investment horizons.

- Validate cost assumptions with delivery and finance teams to ensure proposals are realistic, defensible, and profitable.

Technical Proposal Development:

- Develop executive summaries, solution architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, and success metrics.

- Coordinate with internal stakeholders to validate assumptions and ensure delivery feasibility.

- Use Gen AI tools (e.g. Microsoft Copilot) daily to accelerate documentation, refine technical language, and improve proposal quality.

Delivery Partnership & Post-Sales Success:

- Partner with delivery leadership to ensure presales solutions are feasible, cost-effective, and aligned with our integrated delivery model.

- Author transition documents, delivery roadmaps, and transformation playbooks that guide delivery teams.

What you need to be successful:

Experience:

- 8 - 12 years in IT architecture, systems integration, or presales solutions roles.

- Minimum 5 years focused on hybrid cloud, infrastructure modernization, or managed services.

- Proven expertise developing cost models, financial analyses, and ROI scenarios.

- Track record authoring technical RFP responses and proposals that have directly influenced deal wins.

Technical Expertise:

- Deep knowledge of hybrid cloud platforms: Azure (preferred) and/or AWS.

- Strong understanding of datacenter operations, infrastructure as code (IaC), automation, and modern operational practices (AIOps, observability).

- Proficient use of Gen AI tools (Claude, ChatGPT, Microsoft Copilot, GitHub Copilot) in daily architecture and proposal work.

Business & Soft Skills:

- Exceptional communication and presentation skills; ability to translate complex technical concepts for C-level executives.

- Strong consultative and discovery capabilities; ability to identify and quantify hidden customer pain points.

- Collaborative; comfortable influencing outcomes across sales, delivery, marketing, finance, and executive teams.

Certifications & Nice-to-Haves:

- Cloud certifications: Azure Solutions Architect Expert, AWS Solutions Architect Professional, or equivalent.

- ITIL, COBIT, or service management frameworks.

- Prior experience at MSP or system integrator.

- Experience with cost modeling tools (Excel, Planful, ServiceNow, or similar).

- Published thought leadership or speaking on hybrid cloud strategy or Gen AI in architecture.