Senior Principal Presales Sol Architect - Hybrid Cloud
Unisys · Bangalore, India · 8d ago
What success looks like in this role:
We are seeking a Principal Presales Solution Architect to lead the design and sales strategy for enterprise hybrid cloud managed services. This role combines deep technical architecture with commercial acumen, cost modeling expertise, and hands-on proficiency with Gen AI tools. You will design end-to-end solutions integrating on-premises datacenters with public cloud platforms (Azure/AWS), author compelling technical proposals, build financial business cases, and influence enterprise deals worth $5–$20M+. You'll partner closely with sales, delivery, and executive leadership to win transformational opportunities and establish the foundation for successful delivery.
KEY RESPONSIBILITIES:
Solution Architecture & Design
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
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
#LI-SS1
You will be successful in this role if you have:
8–12 years in IT architecture, systems integration, or presales solutions roles
Minimum 5 years 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 technical concepts for C-level executives and diverse stakeholders
Strong consultative and discovery capabilities; ability to identify and quantify hidden customer pain points
Results-oriented; ability to manage multiple concurrent opportunities and prioritize for maximum impact
Collaborative; comfortable influencing outcomes across sales, delivery, marketing, finance, and executive teams
Strategic thinking; ability to align solutions to organizational transformation goals and business context
Financial acumen and comfort with cost modeling, margin analysis, and understanding solution design's impact on profitability
Certifications & Nice-to-Haves
Cloud certifications: Azure Solutions Architect Expert, AWS Solutions Architect Professional, or equivalent
ITIL, COBIT, or service management frameworks
Experience in GTM strategy, services pricing models, or business development
Familiarity with capability maturity models (CMM, CMMI) or service delivery frameworks
Prior experience at MSP or system integrator
Experience with cost modeling tools (Excel, Planful, ServiceNow, or similar)
Published thought leadership or speaking on hybrid cloud strategy or Gen AI in architecture
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