Position Title: Solution Architect PresalesPosition Location: Remote - USA
Job Summary: The Solution Architect, Presales is responsible for supporting the sales process by helping customers understand how Pellera's solutions and services can address their business and technical needs. This role partners with sales, delivery, practice, and partner teams to lead discovery, shape solution approaches, develop estimates and proposals, and present recommendations to customers. The Solution Architect serves as a trusted advisor throughout the sales cycle, translating customer requirements into clear, practical solutions while helping ensure alignment between customer expectations, proposed scope, and delivery readiness. The ideal candidate is consultative, technically credible, highly organized, and effective at working across internal teams and customer stakeholders.
Essential Functions: - Partner with sales, delivery, practice, and partner teams to support opportunity qualification, discovery, solution development, and pursuit planning.
- Lead customer discovery sessions to understand business objectives, current-state challenges, technical requirements, constraints, and desired outcomes.
- Translate customer needs into clear solution approaches, including scope, assumptions, timelines, risks, dependencies, and estimated level of effort.
- Develop and present customer-facing recommendations that clearly communicate Pellera's proposed approach, value, and expected outcomes.
- Create and support presales materials such as presentations, proposals, estimates, demonstrations, statements of work, solution summaries, and handoff documentation.
- Serve as a trusted advisor to customers by explaining solution options, trade-offs, risks, and recommendations in a clear and practical manner.
- Collaborate with delivery and practice teams to validate solution feasibility, delivery approach, staffing needs, and implementation readiness.
- Support the transition from sales to delivery by ensuring scope, assumptions, customer expectations, and solution details are clearly documented and communicated.
- Maintain working knowledge of Pellera's services, offerings, methodologies, partners, and market positioning.
- Contribute to reusable sales assets, discovery templates, proposal content, enablement materials, and other tools that improve presales effectiveness.
- Support partner and vendor engagement as needed to assist with solution design, pricing, demonstrations, and customer positioning.
- Perform other related duties as assigned in support of sales, solution architecture, and practice growth.
Required Skills/Abilities/Competencies - Strong verbal and written communication skills with the ability to engage customers and internal stakeholders clearly and professionally.
- Strong consultative skills with the ability to understand customer needs, ask effective questions, and recommend practical next steps.
- Ability to translate business and technical requirements into clear solution approaches, assumptions, scope, and expected outcomes.
- Strong presentation skills with the ability to explain complex concepts in a clear, concise, and customer-focused manner.
- Strong analytical and problem-solving skills with the ability to evaluate options, identify risks, and recommend appropriate solutions.
- Excellent interpersonal and relationship-building skills with a customer-focused, trusted-advisor mindset.
- Ability to collaborate effectively with sales, delivery, practice, partner, and leadership teams.
- Strong organizational skills and attention to detail, especially when managing estimates, proposals, documentation, and customer commitments.
- Ability to manage multiple opportunities, priorities, deadlines, and stakeholder expectations in a fast-paced environment.
- Self-motivated and proactive, with the ability to work independently while keeping others informed and aligned.
- Comfortable working with ambiguity and helping shape direction when customer requirements or solution details are still evolving.
- Professional judgment, business acumen, and the ability to communicate trade-offs, risks, and recommendations appropriately.
- Proficient with Microsoft Office Suite, collaboration tools, CRM systems, and related business productivity platforms.
Education and Experience: - Bachelor's degree in Business, Computer Science, Information Technology, Engineering, or a related field, or equivalent combination of education and professional experience.
- 5+ years of experience in solution architecture, presales, consulting, delivery, technical sales, or a related customer-facing technology role.
- Experience supporting sales cycles, customer discovery, solution development, proposal creation, estimating, and/or statement of work development.
- Experience working with cross-functional teams, including sales, delivery, practice leadership, project management, and partner/vendor resources.
- Demonstrated experience communicating with both business and technical stakeholders in a professional services, consulting, or technology environment.
- Experience developing customer-facing presentations, solution recommendations, estimates, and supporting documentation.
- Prior experience in a professional services or consulting organization preferred.
- Relevant industry, technical, cloud, platform, or partner certifications preferred.
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.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Employees hired under this position must be able to perform the essential functions of the position satisfactorily and, if requested, reasonable accommodation will be made to enable employees with disabilities to perform the essential functions, absent undue hardship. The Employer retains the right to change or assign other duties to this position at any time with or without notice.
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