Principal Presales Solution Architect – Hybrid Cloud Managed Services

What success looks like in this role:

• Lead enterprise discovery and requirements-gathering sessions to understand hybrid cloud infrastructure, operational challenges, and strategic objectives
• Design comprehensive hybrid cloud managed services solutions spanning datacenter operations, infrastructure management (compute, storage, network, security), cloud migration, workload modernization, and operational transformation
• Develop detailed solution architecture documents, technical roadmaps, and implementation playbooks that align with customer maturity levels, budgets, and timelines
• Present solutions to CXO-level and technical audiences, translating technical capabilities into quantifiable business outcomes (cost savings, operational efficiency, risk reduction, time-to-value).

Cost Modeling & Financial Analysis

• Develop detailed cost models and ROI analyses for hybrid cloud solutions, including infrastructure, migration, operational, licensing, and transformation costs
• Build bottom-up cost estimates from workload assessments, capacity planning, and service delivery models
• Create financial scenarios and sensitivity analyses demonstrating value across different investment horizons and business contexts
• Use cost modeling as a consultative tool to influence solution scope, platform selection, and service delivery approach
• Validate cost assumptions with delivery and finance teams to ensure proposals are realistic, defensible, and profitable post-signature.

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Technical Proposal Development

• Develop executive summaries, solution architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, and success metrics
• Articulate how our integrated delivery model, service maturity, and methodologies address customer technical and operational requirements
• Coordinate with internal stakeholders (delivery, engineering, security, finance) to validate assumptions and ensure delivery feasibility
• Use Gen AI tools (e.g. Microsoft Copilot) daily to accelerate documentation, refine technical language, synthesize complex requirements, and improve proposal quality and turnaround time
• Leverage AI-assisted analysis to generate comparative assessments, identify solution gaps, and build persuasive narratives.

Delivery Partnership & Post-Sales Success

• Partner with delivery leadership to ensure presales solutions are feasible, cost-effective, and aligned with our integrated delivery model and service playbook
• Author transition documents, delivery roadmaps, and transformation playbooks that guide delivery teams and set customer expectations
• Participate in solution kickoffs and steering meetings to ensure alignment between promised outcomes and execution
• Gather post-engagement feedback to refine solution approaches, cost models, and service maturity

You will be successful in this role if you have:

• Experience in IT architecture, systems integration, or presales solutions roles
• Experience in focused on hybrid cloud, infrastructure modernization, or managed services
• Demonstrated track record of winning enterprise deals or leading complex solution designs that influenced outcomes
• Proven expertise developing cost models, financial analyses, and ROI scenarios for infrastructure and cloud solutions
• Track record authoring technical RFP responses and proposals that have directly influenced deal wins or negotiations
• Experience designing or delivering integrated IT service models spanning infrastructure, cloud, applications, and operations.

Technical Expertise

• Deep knowledge of hybrid cloud platforms: Azure (preferred) and/or AWS, including IaaS, PaaS, governance, and cost management
• Strong understanding of datacenter operations, infrastructure as code (IaC), automation, and modern operational practices (AIOps, observability)
• Hands-on familiarity with infrastructure: virtualization, storage, networking, security, disaster recovery in on-premises and cloud environments
• Experience with migration methodologies (6R framework), workload assessment, and modernization strategies
• Proficient use of Gen AI tools (Claude, ChatGPT, Microsoft Copilot, GitHub Copilot) in daily architecture and proposal work as integrated productivity tools, not novelties
• Demonstrated ability to use AI tools for solution design iterations, requirement synthesis, proposal acceleration, and analysis.

Business & Soft Skills

• Exceptional communication and presentation skills; ability to translate complex tech