NA A&PS Presales Solution Architect

NA A&PS Presales Solution ArchitectThe NA A&PS Presales Solution Architect will play a strategic role in designing innovative technology solutions that address complex customer challenges and deliver measurable business outcomes. Working closely with sales teams, enterprise customers, and technology partners, you will translate business objectives into scalable architectures spanning hardware, software, cloud services, and as-a-service offerings. You will lead technical discovery, develop compelling solution proposals, and demonstrate how integrated technologies can improve performance, efficiency, and return on investment. By combining deep technical expertise with consultative selling and commercial insight, you will help customers navigate digital transformation and make informed technology decisions. You will also contribute to account strategy, identify new business opportunities, and strengthen relationships with senior executives and key stakeholders. This fully remote position offers the opportunity to influence enterprise technology strategies, collaborate across multidisciplinary teams, and support business growth in a rapidly evolving IT landscape.AccountabilitiesDesign customer-focused solutions: Architect comprehensive technology solutions aligned with customer business objectives, integrating products, software, services, cloud platforms, as-a-service offerings, and third-party technologies.Lead presales technical engagement: Partner with sales teams and customers to understand business challenges, define technical requirements, and develop solutions that address immediate needs while supporting long-term strategic goals.Develop compelling proposals: Create, evaluate, and refine technical proposals that meet customer requirements, communicate business value, and establish clear expectations for internal stakeholders and customers.Translate business outcomes into technical architectures: Convert customer objectives into functional solution designs and detailed technical architectures that can scale with business growth and evolving workloads.Demonstrate solution value: Lead technical presentations, product demonstrations, proof-of-concept initiatives, and interactive workshops to showcase capabilities and help customers understand the benefits of proposed solutions.Evaluate alternative approaches: Conduct comparative analyses of competing architectures and technologies, identifying strengths, weaknesses, costs, risks, and opportunities to optimize overall solution performance.Optimize solution economics: Configure and right-size workloads by balancing cost, scope, scalability, resource requirements, and expected benefits to maximize customer value and improve sales success.Support account planning and strategy: Contribute to account business planning by analyzing customer environments, industry developments, competitive intelligence, and emerging technology requirements.Drive pipeline development: Identify new opportunities within assigned accounts, including upselling, cross-selling, solution enhancements, and previously unmet customer needs.Support sales execution: Monitor active opportunities, participate in sales forecasting meetings, provide technical guidance throughout the sales cycle, and help prioritize resources toward the most promising deals.Strengthen executive relationships: Build trusted relationships with customer executives, business leaders, technical stakeholders, and industry partners to support transformation initiatives and long-term account growth.Collaborate with technology partners: Apply knowledge of partner products, services, and go-to-market strategies to develop integrated solutions, strengthen joint opportunities, and enable effective delivery by external partners.Track emerging technologies: Monitor developments across the IT industry and customer sectors, identifying opportunities to incorporate innovative technologies and address evolving business needs.Contribute to industry engagement: Support conferences, industry events, technical presentations, demonstrations, and other activities that strengthen technical credibility and market visibility.Share knowledge and best practices: Document sales-cycle activities, communicate effective solution approaches, support peers and partners, and mentor less experienced team members.Coordinate specialist resources: Engage technical experts and cross-functional teams at the appropriate stages to ensure solution quality, alignment, and timely execution.RequirementsEducation: A bachelor's degree in a technical discipline or equivalent technical qualifications. An advanced degree in technology is preferred.Professional experience: Typically 8–12 years of IT experience, with a strong focus on technical consulting, solution architecture, presales, and consultative solution selling.Technical expertise: Advanced understanding of enterprise technology portfolios, including hardware, software, cloud solutions, infrastructure, services, and integrated technology ecosystems.Solution architecture: Proven ability to design scalable technical architectures that align with business requirements, integrate multiple technologies, and support measurable customer outcomes.Presales experience: Demonstrated experience leading solution configurations, technical demonstrations, proof-of-concept projects, customer workshops, and solution walkthroughs.Cloud and as-a-service knowledge: Strong understanding of as-a-service business models, consumption models, integrated technology ecosystems, and how to align solution offerings with customer priorities and expected outcomes.Consultative selling: Advanced skills in value-based selling, technical discovery, whiteboarding, objection handling, negotiation support, and helping customers make informed purchasing decisions.Business and financial acumen: Ability to connect technology investments to business strategy, customer KPIs, total cost of ownership (TCO), return on investment (ROI), financial models, and revenue-generation objectives.Sales pipeline management: Experience supporting account planning, opportunity qualification, sales forecasting, CRM documentation, pipeline development, and deal progression.Executive communication: Excellent written and verbal communication skills, active listening, persuasive storytelling, and the ability to explain complex technical concepts to both technical and nontechnical audiences.Stakeholder management: Strong relationship-building and influencing skills, including the ability to engage C-suite executives, line-of-business leaders, technical teams, and external partners.Analytical and problem-solving skills: Advanced ability to evaluate competing solutions, assess technical and commercial trade-offs, identify risks, and recommend effective approaches.Project and resource management: Strong planning, organizational, and time management skills, including the ability to coordinate specialists and manage multiple customer opportunities simultaneously.Partner ecosystem knowledge: Understanding of partner offerings, technology alliances, and go-to-market strategies, including how to leverage partner capabilities to strengthen customer solutions.Industry awareness: Ability to monitor technology trends, competitive developments, and customer industry requirements to identify opportunities for innovation and differentiation.Certifications: Relevant industry certifications are strongly preferred, particularly a combination of knowledge-based certifications and practical, experience-based credentials.Additional qualifications: Familiarity with enterprise architecture frameworks and project management methodologies is beneficial but not required.Adaptability and collaboration: A proactive, customer-focused mindset, with the ability to challenge assumptions constructively, collaborate across functions, and operate effectively in a dynamic technology environment.Location: The position is remote and available in the United States, including California, Virginia, Texas, Illinois, and the District of Columbia.BenefitsCompetitive compensation: Annual on-target earnings range from $172,000 to $355,000 in California and $151,500 to $355,000 in Virginia, Texas, Illinois, and the District of Columbia.Performance-based compensation: Target compensation consists of approximately 80% base salary and 20% target-level sales compensation, assuming achievement of 100% of the sales plan.Comprehensive health coverage: Access to benefits supporting physical, financial, and emotional well-being for employees and their families.Professional development: Career development programs, learning opportunities, and resources to deepen technical expertise or pursue new career paths within the organization.Remote work flexibility: Primarily home-based work, with flexibility to manage professional responsibilities and personal needs.Inclusive workplace: A culture that values diverse backgrounds, individual perspectives, collaboration, and equal employment opportunities.Career growth opportunities: The opportunity to work with enterprise customers, emerging technologies, strategic partners, and multidisciplinary teams.Meaningful customer impact: Help organizations modernize their IT environments, accelerate digital transformation, and turn technology investments into measurable business value.