Director of Solutions Architecture

Job Description

Omniva is hiring a Director of Solutions Architecture to build and lead the technical field team that turns AI infrastructure customers into long-term, production-scale accounts. You will own pre-sales architecture, post-sales technical success, and support escalation as one connected customer experience.

The role

This is a player-coach leadership role reporting to the VP/Head of GTM. You will manage a growing team of Solutions Architects, Technical Account Managers, and Support Engineers, and you will stay hands-on in the largest and most complex customer engagements. You will shape how Omniva wins deals, onboards workloads, and keeps customers growing as capacity scales.

What you'll do

Lead and grow the team

• Hire, coach, and retain a high-performing team of Solutions Architects, TAMs, and Support Engineers; set clear expectations, career paths, and performance standards.
• Define the operating model between pre-sales, post-sales, and support so customers experience one technical team from first call through steady-state production.
• Design coverage models and SA-to-rep alignment as the team grows across segments, regions, or verticals.

Win in pre-sales

• Own pre-sales technical strategy: how the team scopes, designs, demos, and proves solutions, including POCs, benchmarks, and RFP responses.
• Partner with Sales leadership on pipeline and deal strategy for AI labs, model builders, AI-native startups, and enterprises moving workloads off hyperscalers.
• Lead technical discovery and architecture design for large GPU clusters across training, fine-tuning, and inference.
• Act as a senior technical advisor to customer CTOs, CIOs, and architects on strategy, architecture, and value.

Set architecture standards

• Establish reference architectures, solution patterns, and best practices for GPU clusters, networking (InfiniBand, RoCE), storage, and orchestration (Kubernetes, Slurm) that make delivery repeatable.
• Build playbooks, enablement, and tooling so new hires ramp quickly and POCs follow a consistent framework.

Drive post-sales success

• Own onboarding and time-to-production for new customers, including cluster bring-up and workload migration.
• Direct TAM engagement on account health, capacity planning, expansions, and renewals.
• Run technical escalations to resolution with Engineering, Data Center Operations, and Network Engineering.

Own support outcomes

• Set support SLAs, escalation paths, and quality metrics; reduce repeat incidents through root-cause analysis and postmortems.
• Partner with Support and SRE on runbooks, tooling, and customer communications during incidents.

Enable partners and represent Omniva

• Enable channel and technology partners, such as GPU vendors, OEMs, and system integrators, to position and deliver Omniva solutions.
• Represent Omniva at customer events, partner programs, and industry conferences.

Be the voice of the customer

• Translate field feedback into product and capacity roadmap priorities with Product and Engineering.
• Provide technical inputs to forecasting and capacity planning with Sales and Finance.
• Report on team impact to senior leadership (see Success metrics).

What you'll bring

Required

• 10+ years in solutions architecture, sales engineering, or technical consulting, including 4+ years managing technical teams.
• A record of leading SA teams that contribute to measurable revenue growth in a cloud, infrastructure, or enterprise technology environment.
• Direct experience with cloud or AI infrastructure: GPU compute, high-performance networking (InfiniBand, RoCE), and high-throughput storage.
• Working knowledge of distributed training and inference stacks (PyTorch, NCCL, vLLM, Triton, or similar) and orchestration with Kubernetes and Slurm.
• Experience building scalable processes: coverage models, POC frameworks, enablement, and tooling.
• Strong executive presence, with experience presenting to and advising C-level stakeholders, and the ability to explain complex technology in business terms.
• Bachelor's degree in computer science, engineering, or equivalent practical experience.

Preferred

• Prior experience at a neocloud, hyperscaler, GPU or AI hardware vendor, or high-growth AI infrastructure company.
• Experience scaling an SA organization through growth, including hiring across regions or verticals.
• Background in channel, partner, or marketplace-led sales motions, including OEM and technology alliances.
• Familiarity with capacity planning, reserved-capacity contracts, and consumption-based commercial models.
• Experience with value-based selling and business-case development for large infrastructure commitments.
• Hands-on background with MLOps platforms, observability, and infrastructure-as-code (Terraform, Ansible).
• Relevant certifications (cloud, Kubernetes, NVIDIA, or architecture credentials such as TOGAF) are a plus, not a requirement.