Pre-Sales Solution Architect
About The Position
As a Pre-Sales Solution Architect, you will serve as the technical authority and strategic advisor supporting sales pursuits. You will partner closely with Account Executive and Solution Leads to architect solutions, build accurate configurations, develop compliant quotes, and guide opportunities from discovery through deal registration and close. This role requires a strong background in both product and services-led selling, including experience positioning and integrating professional and managed services into customer solutions. The ideal candidate brings 7+ years of solution, outcome, and value-based selling experience, with the ability to align technology decisions to business outcomes and long-term customer value.
Requirements
- 7+ years of pre-sales, solutions engineering, or technical sales experience with a strong emphasis on solution, outcome, and value-based selling.
- Demonstrated experience selling and positioning Professional Services and Managed Services alongside product solutions.
- Proven ability to integrate services (advisory, implementation, and managed services) into end-to-end customer solutions.
- Experience working within or alongside services delivery organizations (Professional Services, Managed Services, or MSP environments).
- Strong understanding of lifecycle selling motions, including land, adopt, expand, and renew.
Nice To Haves
- 5–10+ years in pre-sales, solutions architecture, or technical sales engineering.
- Demonstrated expertise in one or more of the following - Storage, Compute, Security, and Cloud.
- Experience in a services-led or MSP environment, with the ability to position ongoing managed services and attach professional services to product deals.
- Strong experience working within OEM partner organizations.
- Proven experience managing multiple concurrent projects and fast-moving sales cycles.
- Experience collaborating with Inside Sales teams on structured, customer-facing quotes.
- Experience architecting, configuring and selling the top vendors in the stated categories (storage, compute, security and cloud) - HPE, Dell, Cisco, Pure, NetApp, AWS, Azure, Palo Alto, Checkpoint, Fortinet, etc.
- Financial Modeling: BOM accuracy, subscription transitions, margin optimization
- Productivity Tools: Advanced Excel proficiency (pricing models, margin analysis, quote comparison)
- OEM pre-sales and technical certifications
- Industry framework and process certifications
- Strong communication skills — able to articulate technical value to both technical and business stakeholders.
- Highly organized with strong attention to detail in configurations and quoting accuracy.
- Ability to manage multiple projects simultaneously without sacrificing quality.
- Commercially aware — understands how promotions and deal registration impact margin and competitiveness.
- Collaborative mindset — works effectively with Account Managers, Inside Sales, and Partner Teams.
Responsibilities
- Partner with Account Executives to qualify opportunities and lead technical discovery conversations with customers.
- Architect customer solutions across storage, compute, security, and cloud portfolios.
- Build accurate configurations and pricing models.
- Execute and manage Deal Registrations and Deal Submissions in alignment with partnership requirements.
- Leverage promotional programs to maximize competitiveness and profitability.
- Collaborate with Inside Sales to ensure customer-facing quotes are accurate, compliant, and aligned to scope.
- Support RFP/RFI responses with detailed technical write-ups and bill of materials (BOM).
- Manage multiple opportunities simultaneously while maintaining configuration accuracy and timeline discipline.
- Track promotions, subscription renewals, and lifecycle motions to drive incremental value for customers.
- Position and attach Professional and Managed Services to product opportunities, ensuring solutions are supportable, scalable, and aligned to customer outcomes.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
