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Principal Solution Architect

• Posted 12 hours ago • Updated 1 hour ago

Full Time

Fitment

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Job Details

Skills

Customer Facing
Accountability
Go-To-Market Strategy
GP
Customer Engagement
Partnership
Forecasting
Customer Relationship Management (CRM)
Requirements Elicitation
Google Tag Manager (GTM)
Leadership
Financial Modeling
Customer Experience
Sales Enablement
Collaboration
Onboarding
Evaluation
Solution Architecture
Product Management
Cloud Computing
SAN
Cyber Security
Articulate
Product Strategy
Roadmaps
Pricing
Communication
Negotiations
Presentations
Management
Sales
Analytical Skill
Finance
KPI
Organizational Skills
Attention To Detail
Supervision
Analytics
Managed Services
ITIL
Service Design

Summary

Position Title: Principal Solution Architect

Job Summary:

The Principal Solution Architect is a hybrid role that combines advanced Solution Architect responsibilities with Product Management ownership for Managed Services. This role is primarily customer-facing and is accountable for identifying, designing, and closing managed services deals while also owning product strategy, roadmap execution, pricing, and service definition in partnership with Go-To-Market (GTM) leadership. This position supports sales cycles end-to-end, develops Statements of Work, and ensures offerings remain competitive, scalable, and aligned to customer needs and market trends.

The role carries a quota tied to Monthly Recurring Revenue (MRR) and gross profit (GP) targets and serves as the connective tissue between sales, delivery, engineering, and leadership to ensure predictable, high-quality managed services outcomes.

Essential Functions:

Customer Engagement & Pre-Sales Architecture
- Engage directly with customers to understand business objectives, technical requirements, and operational challenges and translate them into managed services solutions.
- Lead discovery workshops, assessments, and solution definition sessions focused on cloud, analytics, data center, digital workplace, and cybersecurity technologies.
- Build, position, and present managed services value propositions, diferrentiators, pricing models, and delivery approach to executive IT leaders.
- Own the architecture and financial structuring of managed services engagements, ensuring solutions are technically sound, deliverable, and profitable.
- Develop and deliver compelling presentations, proposals, SOWs, and responses to RFPs.
Sales Partnership & Quota Ownership
- Hold a quarterly and annual MRR target aligned to managed services revenue goals.
- Partner with Account Executives to create account strategies, identify whitespace, and proactively build pipeline.
- Forecast managed services revenue accurately and maintain CRM hygiene.
- Serve as the subject-matter expert for managed services in customer meetings, QBRs, and executive briefings.
- Guide deal strategy, objection handling, and competitive positioning to accelerate close rates.
Product Strategy & Lifecycle Ownership
- Own the product lifecycle for managed services offerings, including requirements gathering, roadmap execution, pricing models, packaging, feature definition, and service improvements.
- Collaborate with GTM leadership to validate market demand, competitive positioning, and financial modeling for new and existing services.
- Define KPIs and metrics that measure service performance, customer adoption, and profitability of managed services offerings.
- Identify automation, tooling, analytics, and delivery improvements that strengthen operational maturity and customer experience.
- Act as the voice of the customer to ensure offerings evolve with market and technology trends.
Internal Enablement & Cross-Functional Collaboration
- Train Account Executives, Solution Architects, and practice teams on managed services offerings, differentiation, processes, and qualification criteria.
- Build and continuously update internal sales enablement content, discovery guides, product sheets, and playbooks.
- Collaborate with delivery, engineering, operations, security, and finance to ensure alignment across the service lifecycle.
- Serve as a technical advisor during new customers onboarding or escalations when product knowledge is required.
- Support intake and evaluation of new managed services capabilities, including third-party integrations and tooling enhancements.

Required Skills/Abilities/Competencies

7-10+ years in Solution Architecture, Product Management, Managed Services, or related hybrid technical/business roles.
Strong understanding of enterprise IT technologies across cloud, server, storage, network, cybersecurity, and digital workplace.
Proven success in pre-sales architecture with revenue or quota responsibility.
Ability to design, price, and articulate managed services solutions that drive measurable business outcomes.
Experience creating or influencing product strategy, roadmaps, pricing models, and service definitions.
Strong communication, negotiation, storytelling, and executive presentation skills.
Ability to manage multiple deals, work cross-functionally, and operate effectively in fast-paced sales cycles.
Strong analytical skills with the ability to evaluate requirements, financial models, KPIs, and market trends.
Excellent organizational skills, attention to detail, and the ability to prioritize work with minimal supervision.

Education and Experience:

Experience with automation frameworks, analytics platforms, or managed services tooling.
Familiarity with ITIL, service design principles, and operational governance models.
Ability to simplify complex technical offerings into clear business value propositions.

Physical Requirements:

Prolonged periods of sitting at a desk and working on a computer.
Must be able to lift up to 15 pounds at times.

Employers have access to artificial intelligence language tools (“AI”) that help generate and enhance job descriptions and AI may have been used to create this description. The position description has been reviewed for accuracy and Dice believes it to correctly reflect the job opportunity.

Dice Id: 10351101
Position Id: 2817
Posted 12 hours ago

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