The Sales Solutions Architect is a quota-influencing, customer-facing, techno-functional role responsible for developing a deep understanding of customer context and challenges, designing AI-driven agentic workflows, and supporting the sales cycle with compelling solution narratives, demos, and value-engineering activities.
You will partner closely with Business Development Managers to qualify opportunities, design workflow solutions, and demonstrate KAYA''s capability-led impact — translating ambiguous business problems into clear, demonstrable, AI-powered outcomes.
This role is critical to driving deal velocity, solution quality, and customer confidence in KAYA''s platform, and offers a front-row seat to how leading enterprises are operationalizing agentic AI.
THE CANDIDATE WE ARE LOOKING FOR
This section describes the profile, not just the requirements. We are as focused on who this person is and how they operate as we are on what they have done.
Customer Discovery & Workflow Analysis
• Lead deep-dive discovery sessions to understand business processes, systems landscapes, and operational pain points.
• Analyse current-state workflows across the in-focus business area(s), including data flows, handoffs, decision points, and exception paths.
• Translate customer challenges into agentic workflow opportunities aligned with customer KPIs and measurable business outcomes.
Solution Architecture
• Design future-state agentic workflow solutions, including AI-driven tasks, agent orchestrations, integrations, and human-in-the-loop checkpoints.
• Create workflow maps, solution architecture diagrams, data-flow diagrams, and demo flows tailored to each customer''s environment.
• Partner with Product and Engineering on technical feasibility, integration design, and delivery-effort estimation.
• Assess and recommend appropriate AI/LLM models, agent frameworks, and orchestration patterns for each use case, balancing performance, cost, latency, and governance requirements.
Pre-Sales Partnership
• Work directly with Business Development Managers throughout the sales process, from qualification through close.
• Build tailored demos, interactive prototypes, and proofs of concept that bring agentic workflows to life for prospective customers.
• Articulate ROI, cost savings, cycle-time reductions, and broader value realization through structured value-engineering frameworks and business cases.
• Support RFPs/RFIs, security and compliance reviews, technical evaluations, and competitive positioning.
Customer Engagement & Thought Leadership
• Lead workshops, whiteboard sessions, and executive briefings that build conviction in agentic AI as a strategic capability.
• Serve as a credible, trusted advisor on applied AI, agentic workflows, responsible AI practices, and enterprise AI governance.
• Educate customers on scaling agentic solutions across their enterprise, from first use case to platform-wide adoption.
• Represent KAYA at industry events, webinars, and customer roundtables as a subject-matter expert.
Enablement & Collaboration
• Document standard workflows, reference architectures, and reusable assets (demo scripts, solution templates, ROI models).
• Provide structured feedback to Product on market requirements, competitive gaps, and emerging customer needs.
• Enable smooth and successful platform deployment through meaningful expectation management and contextual knowledge transfer to Forward-Facing Developers.
• Engage with designated GTM and/or Delivery Partners to enable pursuits and platform deployment.
• Support onboarding and training of new GTM team members on KAYA''s platform, positioning, and discovery methodology.
• Deliver high-quality solution designs that help convert pipeline into closed-won deals, while enabling sharp qualification and disqualification.
• Accelerate sales cycles through strong architecture, discovery, and demo execution.
• Maintain excellence in solution documentation, knowledge management, and asset reusability across the team.
• Support scalable delivery models for a growing customer base, in partnership with Delivery and Product teams.
• Contribute to overall pipeline health and revenue targets through measurable influence on deal velocity and win rates.
EXPERIENCE AND BACKGROUND
• 5–10+ years of enterprise pre-sales experience in the USA, with a consistent track record of new-logo acquisition in complex, multi-stakeholder deals.
• Experience solutioning enterprise technology platforms — AI/ML, data, automation, workflow, or enterprise SaaS — into large organizations.
• Industry familiarity in at least one of: Financial Services / BFS, Insurance, Healthcare and Life Sciences, Automotive, Energy & Utilities, Telecoms, or Media.
• Comfort selling platforms and capabilities, not just products — able to explain agentic AI concepts including autonomous workflows, human-in-the-loop orchestration, and governed execution in a way that resonates with both technical and business buyers.
• Strong discovery and qualification discipline — MEDDICC or MEDDPICC methodology preferred.
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