Solutions Architect, US

The Solutions Architect is a key member of the sales organization, responsible for driving revenue growth by building trusted, long-term, consultative relationships with mid-sized enterprise customers. This role partners closely with Sales, Product, and Engineering to design and articulate end-to-end solutions that align customer business objectives with CES’s Cybersecurity, Cloud Services, Managed Networks and Communications, IoT, and AI portfolios.

As a technical advisor, the Solutions Architect confidently presents CES’s value proposition, technologies, and solution roadmaps to audiences ranging from technical teams to executive leadership, and plays a critical role in executing the company’s go-to-market strategy.

Scope of Responsibility (Operational Focus)

The Solutions Architect spends the majority of time engaging customers on-site or via virtual meetings, leading technical discussions, supporting sales presentations and demonstrations, and guiding solution design through implementation. This role leads discovery conversations to identify business and technical requirements, formulates responses to complex customer inquiries, and designs solutions using both established and emerging technologies. The Solutions Architect is expected to possess deep knowledge of CES products and services and to mentor and support less-experienced team members.

Client Engagement & Sales Partnership

• Collaborate with Sales, Product, and Marketing teams to engage mid-sized enterprise clients and understand their business challenges.
• Work closely with Account Executives to ensure proposed services align with overall account strategy and customer objectives.
• Build and maintain strong customer relationships throughout the sales and delivery lifecycle.
• Travel to customer premises as needed to support sales engagements and solution discussions.
• Research customer businesses and industries to identify new sales opportunities.
• Meet or exceed assigned revenue targets.

Pre‑Sales Support & Deal Execution

• Provide technical expertise during pre-sales activities, including client meetings, presentations, proposals, and bids.
• Prepare proposals, presentations, RFP responses, and pricing for new and existing services.
• Participate in RFP processes, non-standard requirements, contract renewals, and drafting of contract terms and conditions.
• Participate in sales forecasting and account planning activities for designated customers.

Solution Architecture & Design

• Lead the design and architecture of end-to-end solutions across Cybersecurity, Cloud, Managed Networks and Communications, and IoT with AI portfolios.
• Conduct in-depth analysis of customer requirements and translate business needs into technical specifications and solution designs.
• Develop “as-is” and “to-be” roadmaps that clearly articulate solution evolution and business value.
• Research and design customer solutions with CES external partners, including design and engineering contributions.

Technical Leadership & Delivery Collaboration

• Serve as the technical bridge between CES and prospects/customers, facilitating collaboration across Sales, Product, Engineering, and Implementation teams.
• Collaborate with engineering and implementation teams to ensure solutions are translated into actionable plans and executed with precision.
• Lead Proof-of-Concepts (POCs), solution demonstrations, and evaluation of results.
• Create compelling demos and proof-of-concept materials that clearly communicate solution value.

Strategic Advisory & Stakeholder Engagement

• Partner with customer and internal business leaders to provide expert technical guidance and influence strategic decision-making.
• Facilitate technology strategy, requirements, and architecture discussions among diverse stakeholder groups.
• Develop strategic customer and solution plans to support long-term account growth.

Documentation, Quality & Continuous Improvement

• Develop and maintain technical documentation, including solution architectures, implementation plans, and best practices.
• Participate in performance reviews to identify delivery or solution gaps and propose alternative approaches.
• Stay current on industry trends, emerging technologies, best practices, and relevant certifications to maintain a competitive edge.

Evangelism & Market Presence

• Deliver compelling presentations showcasing products and services at customer meetings, executive briefings, and large industry events.

Education

• Bachelor’s degree in Electronic Engineering, Computer Science, Information Technology, Telecommunications, or a related field (required)
• Master’s degree (preferred)

Professional Experience

• 5+ years of experience in complex solution sales (required)
• 1–3 years of proven experience selling complex solutions across Cybersecurity, Cloud, Managed Networks and Communications, and IoT with AI portfolios (required)

Core Skills & Competencies

• Strong analytical, self-driven, and creative problem-solving abilities
• Customer-focused mindset with the ability to manage customer expectations and communications effectively
• Excellent oral, written, and presentation skills
• Demonstrated success in complex solution sales environments
• Strong collaboration and teamwork skills
• High energy level with the ability to manage multiple priorities
• Willingness and ability to travel as required

Language Skills

• Bilingual in English and Spanish (required/preferred at a high level)

Required Certifications

• CompTIA Network+ (upon hire)
• Microsoft Certified: Azure Fundamentals (upon hire)
• ISC2 Certified in Cybersecurity (upon hire)
• CompTIA Cloud+ (within 120 days of hire)
• CompTIA Security+ (within 120 days of hire)

Preferred Certifications

• Cisco Certified Network Associate (CCNA) (upon hire)
• AWS Certified Cloud Practitioner (upon hire)
• AWS Solutions Architect – Associate (within 120 days of hire)
• Microsoft Certified: Azure Administrator Associate (within 120 days of hire)
• Microsoft 365 Administrator (within 120 days of hire)
• ITIL v3 or v4 (within 1 year of hire)

Additional Certifications

• Additional relevant technical or industry certifications are a plus