Solution Architect

Job Title

Act as the primary bridge between sales teams and solution teams to identify, shape, and close HCM opportunities. Position HCM solutions and services across platforms including Workday, Cornerstone OnDemand, UKG, and Dayforce. Develop and execute go-to-market strategies for HCM offerings, AMS services, transformation programs, modernization initiatives, and managed services. Build and strengthen partnerships with OEMs, hyperscalers, implementation partners, and boutique firms. Own and drive HCM team's P&L, including revenue growth, pipeline creation, margins, utilization, and business expansion. Lead consultative selling efforts and work with sales teams on strategic pursuits, account planning, and opportunity qualification. Drive new logo acquisition, account mining, farming, and regional expansion opportunities. Support deal cycles through solutioning, estimation, commercial structuring, demand planning, and resource planning. Lead customer presentations, executive briefings, demos, workshops, bid defense sessions, and negotiations. Contribute to RFP responses, proposals, statements of work, pricing models, and commercial discussions. Partner with delivery leaders to ensure appropriate staffing, skill alignment, and solution feasibility. Work closely with product owners and internal SMEs to shape differentiated offerings and value propositions. Track market trends, competitive positioning, and customer demand across HCM and workforce transformation areas. Collaborate with alliances and partner ecosystems to create joint propositions and co-sell opportunities. Support leadership with pipeline reviews, forecasting, growth planning, and business reviews.

Skill Requirements

20+ years of experience in enterprise sales, GTM leadership, solutioning, or presales within HCM, ERP, or HR technology services. Strong experience with HCM platforms such as Workday, Cornerstone OnDemand, UKG, and Dayforce. Proven experience in consultative selling, partner channel selling, and solution sales. Strong understanding of HCM transformation, AMS, modernization, talent management, payroll, workforce management, and HR operations. Demonstrated ability to build and manage executive-level customer relationships. Experience leading proposal development, commercial discussions, contract negotiations, and deal closure activities. Strong financial acumen with experience managing revenue targets, P&L, and business growth. Ability to work across multiple teams including sales, delivery, alliances, finance, and product management. Strong presentation, communication, storytelling, and executive engagement skills. Experience supporting regional expansion initiatives across North America, Europe, APAC, Australia, and New Zealand preferred. Ability to manage multiple pursuits, prioritize opportunities, and operate in a fast-paced environment.

Preferred Qualifications

Prior experience in HCM consulting, managed services, or AMS organizations. Experience with global customers across industries such as healthcare, manufacturing, life sciences, retail, and technology. Strong network across HCM partner ecosystems and boutique consulting firms. MBA or equivalent business qualification preferred.

Other Requirements

Key Competencies: Consultative Selling, Strategic Solutioning, Presales and Proposal Management, Account Mining and Farming, Business Development, Executive Stakeholder Management, Resource Planning, Commercial Structuring, Negotiation and Deal Closure, Alliance and Partnership Management, Market Positioning, Cross-functional Leadership.