Presales Cloud Solution Architect

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.

Must Have

• Lead enterprise discovery and requirements-gathering sessions
• Design comprehensive hybrid cloud managed services solutions
• Develop detailed solution architecture documents, technical roadmaps, and implementation playbooks
• Present solutions to CXO-level and technical audiences
• Develop detailed cost models and ROI analyses for hybrid cloud solutions
• Build bottom-up cost estimates from workload assessments
• Create financial scenarios and sensitivity analyses
• Develop executive summaries, solution architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, and success metrics
• Coordinate with internal stakeholders to validate assumptions
• Use Gen AI tools (e.g. Microsoft Copilot) daily to accelerate documentation and improve proposal quality
• Partner with delivery leadership to ensure presales solutions are feasible
• Author transition documents, delivery roadmaps, and transformation playbooks
• Participate in solution kickoffs and steering meetings
• Gather post-engagement feedback
• 8–12 years in IT architecture, systems integration, or presales solutions roles
• Minimum 5 years focused on hybrid cloud, infrastructure modernization, or managed services
• Demonstrated track record of winning enterprise deals or leading complex solution designs
• Proven expertise developing cost models, financial analyses, and ROI scenarios
• Track record authoring technical RFP responses and proposals
• Experience designing or delivering integrated IT service models
• 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
• Hands-on familiarity with infrastructure: virtualization, storage, networking, security, disaster recovery
• Experience with migration methodologies (6R framework), workload assessment, and modernization strategies
• Proficient use of Gen AI tools in daily architecture and proposal work
• Exceptional communication and presentation skills
• Strong consultative and discovery capabilities
• Results-oriented; ability to manage multiple concurrent opportunities
• Collaborative; comfortable influencing outcomes across sales, delivery, marketing, finance, and executive teams
• Strategic thinking; ability to align solutions to organizational transformation goals and business context
• Financial acumen and comfort with cost modeling, margin analysis, and understanding solution design's impact on profitability

Good to Have

• Cloud certifications: Azure Solutions Architect Expert, AWS Solutions Architect Professional, or equivalent
• ITIL, COBIT, or service management frameworks
• Experience in GTM strategy, services pricing models, or business development
• Familiarity with capability maturity models (CMM, CMMI) or service delivery 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

What success looks like in this role:

EXECUTIVE SUMMARY:

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 (compute, storage, network, security), 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 savings, operational efficiency, risk reduction, time-to-value)

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 and business contexts
• Use cost modeling as a consultative tool to influence solution scope, platform selection, and service delivery approach
• Validate cost assumptions with delivery and finance teams to ensure proposals are realistic, defensible, and profitable post-signature

Technical Proposal Development

• Develop executive summaries, solution architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, and success metrics
• Articulate how our integrated delivery model, service maturity, and methodologies address customer technical and operational requirements
• Coordinate with internal stakeholders (delivery, engineering, security, finance) to validate assumptions and ensure delivery feasibility
• Use Gen AI tools (e.g. Microsoft Copilot) daily to accelerate documentation, refine technical language, synthesize complex requirements, and improve proposal quality and turnaround time
• Leverage AI-assisted analysis to generate comparative assessments, identify solution gaps, and build persuasive narratives

Delivery Partnership & Post-Sales Success

• Partner with delivery leadership to ensure presales solutions are feasible, cost-effective, and aligned with our integrated delivery model and service playbook
• Author transition documents, delivery roadmaps, and transformation playbooks that guide delivery teams and set customer expectations
• Participate in solution kickoffs and steering meetings to ensure alignment between promised outcomes and execution
• Gather post-engagement feedback to refine solution approaches, cost models, and service maturity

#LI-SP2

You will be successful in this role if you have:

REQUIRED QUALIFICATIONS:

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
• Demonstrated track record of winning enterprise deals or leading complex solution designs that influenced outcomes
• Proven expertise developing cost models, financial analyses, and ROI scenarios for infrastructure and cloud solutions
• Track record authoring technical RFP responses and proposals that have directly influenced deal wins or negotiations
• Experience designing or delivering integrated IT service models spanning infrastructure, cloud, applications, and operations

Technical Expertise

• Deep knowledge of hybrid cloud platforms: Azure (preferred) and/or AWS, including IaaS, PaaS, governance, and cost management
• Strong understanding of datacenter operations, infrastructure as code (IaC), automation, and modern operational practices (AIOps, observability)
• Hands-on familiarity with infrastructure: virtualization, storage, networking, security, disaster recovery in on-premises and cloud environments
• Experience with migration methodologies (6R framework), workload assessment, and modernization strategies
• Proficient use of Gen AI tools (Claude, ChatGPT, Microsoft Copilot, GitHub Copilot) in daily architecture and proposal work as integrated productivity tools, not novelties
• Demonstrated ability to use AI tools for solution design iterations, requirement synthesis, proposal acceleration, and analysis

Business & Soft Skills

• Exceptional communication and presentation skills; ability to translate complex technical concepts for C-level executives and diverse stakeholders
• Strong consultative and discovery capabilities; ability to identify and quantify hidden customer pain points
• Results-oriented; ability to manage multiple concurrent opportunities and prioritize for maximum impact
• Collaborative; comfortable influencing outcomes across sales, delivery, marketing, finance, and executive teams
• Strategic thinking; ability to align solutions to organizational transformation goals and business context
• Financial acumen and comfort with cost modeling, margin analysis, and understanding solution design's impact on profitability

Certifications & Nice-to-Haves

• Cloud certifications: Azure Solutions Architect Expert, AWS Solutions Architect Professional, or equivalent
• ITIL, COBIT, or service management frameworks
• Experience in GTM strategy, services pricing models, or business development
• Familiarity with capability maturity models (CMM, CMMI) or service delivery 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