Solutions Architect

cloud software group • Washington, DC

15d • $149,920 - $256,363

About The Position

The Solutions Architect owns technical strategy and technical wins for strategic, complex net-new opportunities across the Americas and international markets. The role partners with Account Executives and sales leadership to align opportunity strategies with customer requirements and commercial objectives, then leads discovery and translates customer needs into end-to-end Arctera solution architectures.

The position leads architecture workshops, technical evaluations, competitive engagements, and strategic RFP/RFI responses. It coordinates Solutions Specialists and cross-functional resources, identifies and mitigates technical risks, supports partner-led opportunities, and works with Product Management and Engineering on strategic product questions and capability gaps. The role also develops reusable reference architectures, playbooks, POC frameworks, and best practices; mentors customer-facing technical teams; and ensures structured handoffs to post-sales teams. Its stated contribution is to improve technical win rates, accelerate opportunity progression, and support net-new ARR growth.

Requirements

• 12+ years of enterprise technology experience, with significant experience in Solutions Architecture, Enterprise Architecture, Sales Engineering, Pre-Sales Consulting, or a comparable senior customer-facing technical role.
• Proven experience supporting and technically leading complex global enterprise B2B SaaS sales cycles and net-new customer acquisition.
• Demonstrated ability to architect complex, multi-product enterprise solutions.
• Strong understanding of modern SaaS, cloud, and hybrid architectures, including enterprise integrations, APIs, identity and access management, security, data architectures, and enterprise application ecosystems.
• Strong understanding of enterprise data challenges, including information governance, archiving, eDiscovery, communications compliance/surveillance, data protection, investigations, and data management.
• Working knowledge of Compliance, FinTech, RegTech, and regulated-industry requirements, and ability to engage Compliance, Legal, Risk, and Technology stakeholders.
• Ability to conduct executive and technical discovery and translate business requirements into scalable solution architectures.
• Extensive experience designing and leading complex POCs, trials, technical evaluations, architecture workshops, and competitive engagements.
• Strong competitive selling capabilities, including understanding alternative technologies, identifying technical differentiation, and developing technical win strategies.
• Ability to communicate complex architectures and technologies in terms of business outcomes and customer value.
• Strong executive presence and ability to engage credibly with CIOs, CTOs, CISOs, Chief Compliance Officers, enterprise architects, and other senior stakeholders.
• Experience working across multiple countries, regions, cultures, and geographically distributed sales organizations.
• Strong understanding of emerging technologies, including AI and its application to enterprise data, compliance, investigations, governance, and risk management.
• Ability to lead and influence Solutions Specialists and other cross-functional resources without direct reporting authority.
• Strong presentation, communication, technical storytelling, analytical, and problem-solving skills.
• Ability to manage multiple strategic opportunities simultaneously in a fast-paced, growth-oriented environment.
• Willingness and ability to travel internationally as required to support strategic customer opportunities.

Nice To Haves

• Experience with Microsoft Azure, Microsoft 365, and enterprise data environments is highly desirable.

Responsibilities

• Own the technical strategy and technical win for strategic and complex net-new opportunities across the Americas and international markets.
• Partner with Account Executives and sales leadership to develop technical opportunity strategies aligned to customer requirements and commercial objectives.
• Lead technical discovery across customer business objectives, regulatory requirements, data landscape, architecture, security, integrations, existing technologies, and desired outcomes.
• Translate customer requirements into end-to-end Arctera solution architectures spanning relevant products, capabilities, data sources, and integrations.
• Position Arctera's platform capabilities and show how multiple solutions address customer business, compliance, governance, and data challenges.
• Lead architecture workshops, solution-design sessions, technical deep dives, and executive-level technical discussions.
• Establish technical win criteria and define strategies to achieve them.
• Own strategies for POCs, trials, demonstrations, and technical evaluations, working with Solutions Specialists on detailed execution.
• Direct and coordinate Solutions Specialists according to the product, domain, industry, and use-case expertise needed for each opportunity.
• Provide senior technical leadership for complex competitive opportunities and develop technical differentiation strategies.
• Identify technical, architectural, security, integration, migration, and implementation risks early and develop mitigation strategies.
• Lead technical responses for strategic RFPs/RFIs and complex customer evaluations.
• Engage senior customer stakeholders across Technology, Architecture, Security, Compliance, Legal, Risk, Data, and business functions.
• Support partner-led net-new opportunities by helping partners architect and position Arctera solutions.
• Work with Product Management and Engineering on strategic product questions and capability gaps affecting significant net-new opportunities.
• Capture and communicate field intelligence about customer requirements, competitive technologies, emerging architectures, AI, regulatory trends, and market developments.
• Develop reusable global reference architectures, solution patterns, technical playbooks, POC frameworks, and best practices.
• Provide technical leadership, mentoring, and enablement to Solutions Specialists and other customer-facing technical resources.
• Ensure a structured technical handoff to ATS and appropriate post-sales teams after contract execution.
• Contribute to net-new ARR growth by improving technical win rates, accelerating opportunity progression, and enabling larger and more complex global opportunities.

Benefits

• U.S.-based employees are typically offered access to healthcare, life insurance and disability benefits, and a 401(k) plan with company match.
• Certain roles may be eligible for an annual bonus and sales incentives, subject to the applicable plan, role, and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed