Senior Principal Presales Solution Architect/Deal Architect
Unisys · Canberra, Australia · 1mo ago
What success looks like in this role:
Unisys is a global technology solutions company that powers breakthroughs for the world’s leading organizations. We specialize in delivering secure, cutting-edge digital platforms, cloud and infrastructure services, enterprise computing, and business process solutions.
With a legacy of innovation and a forward-thinking mindset, Unisys helps clients across industries—from government to financial services—transform their operations and achieve mission-critical outcomes. Join us and be part of a team that’s redefining what’s possible through technology.
Role Summary
Play a pivotal role in the solutioning and complex pursuit engagements across the Unisys portfolio. Partner with Sales Executives and Client Executives to develop compelling, client-focused solutions, shape large outsourcing opportunities, and drive successful deal closure.
Key Responsibilities
Partner with Sales Executives and Client Executives from opportunity inception to define the commercial strategy, engagement approach, win themes, and solution roadmap for complex pursuits, including oversight of solution architecture, terms & conditions, legal, finance & pricing, marketing, and bid management. Own solution strategy and architecture for large, complex pursuits across workplace, cloud, infrastructure, and enterprise services.
Partner with sales teams to qualify, shape, and win multi-million-dollar opportunities.
Develop and present executive-level business and technology roadmaps aligned to customer objectives in support of opportunities.
Act as a trusted advisor to C-suite stakeholders, articulating business value, transformation outcomes, ROI, and TCO as well as supporting the sales team to engage with C-suite stakeholders.
Collaborate in client presentations, workshops, orals, and proposal solutioning activities.
Collaborate across Unisys business units to deliver integrated, commercially compelling solutions.
Drive innovation, solution reuse, and continuous improvement within the solutioning community.
Build strong client relationships and provide leadership to pursuit teams throughout the sales lifecycle.
You will be successful in this role if you have:
12+ years of experience in solution architecture, presales, consulting, or outsourcing services.
Proven track record leading and winning complex outsourcing and managed services pursuits valued at $10m+ TCV.
Strong expertise across enterprise IT, including cloud, infrastructure, digital workplace, and enterprise architecture.
Commercially focused with excellent sales, presentation, negotiation, and stakeholder management skills.
Experience engaging senior executives and C-suite decision makers.
Strong understanding of outsourcing financial models, business cases, ROI, and TCO.
Experience working within global, matrixed organizations.
Relevant cloud, Microsoft, Cisco, or security certifications desirable.
Personal Attributes
Strategic thinker with strong business and technology acumen.
Collaborative, influential, and highly customer-focused.
Results-driven with a passion for winning.
Adaptable, resilient, and comfortable operating in a fast-paced environment.
High emotional intelligence, executive presence, and leadership capability.
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