Solutions Architect (Presale & Cloud Partner)

Location: Gurugram, India

Department: Sales

Skills: AWS APN, Presales Ownership, SRE practices, Proposals and solution decks, draw.io, RFPs / RFIs, Solution Architecture & Design, SOWs, Cloud Partner, Client Discovery

• Cloud migrations and modernization
• DevOps & SRE enablement
• Cloud cost optimization and cloud economics
• Security, reliability, and platform scalability

1. Cloud Partner & Program Enablement

• Support AWS Partner Network (APN) requirements (GCP & Azure are big plus as well), including architecture alignment and assessment inputs
• Participate in cloud migration and modernization programs by owning technical eligibility and assessments
• Collaborate with the Head of Growth on deal registration, co-sell motions, and funding opportunities

1. Client Discovery & Presales Ownership

• Lead technical discovery calls and workshops with CTOs, engineering leaders, and platform teams
• Understand customer pain points across scale, reliability, security, and cost
• Translate business context into clear technical and service-level solutions

1. Solution Architecture & Design

• Design cloud and DevOps architectures primarily on AWS (Azure/GCP exposure is a plus)
• Define modernization approaches, including containers, serverless, CI/CD, observability, and SRE practices
• Create target-state architectures, diagrams in draw.io, migration strategies, and phased execution roadmaps

1. Proposals, RFPs & SOWs

• Own technical solutioning for:
  • Proposals and solution decks
  • RFPs / RFIs
  • Statements of Work (SOWs)
• Perform high-level effort estimation, scope definition, and risk identification
• Ensure solutions are delivery-feasible, margin-positive, and outcome-driven

1. Cloud Economics & Assessments

• Conduct cloud cost assessments, optimization reviews, and TCO / ROI analysis
• Support cloud migration and modernization assessments (e.g., AWS MAP)
• Help customers understand cost vs performance vs reliability trade-offs

1. Presales → Delivery Handover

• Ensure smooth handover from presales to delivery teams
• Clearly document assumptions, scope boundaries, risks, and success criteria
• Support early delivery phases to ensure alignment and avoid scope drift

1. Internal Enablement

• Create reusable presales assets (architecture templates, pitch decks, estimation frameworks)
• Mentor engineers on solution thinking and customer communication
• Work with leadership to continuously improve win rates and deal quality

Technical

• Strong hands-on experience with AWS (mandatory)
• Good understanding of:
  • Cloud networking, IAM, and security fundamentals
  • Containers (Docker, Kubernetes, ECS/EKS/AKS)
  • CI/CD pipelines and DevOps tooling
  • Observability, reliability, and performance concepts
• Experience designing and reviewing production-grade cloud architectures

Presales & Business

• Proven experience in technical presales or solution architecture roles
• Comfortable leading customer-facing discussions and workshops
• Experience creating SOWs, proposals, and technical sections of RFPs
• Ability to explain complex technical ideas in simple, business-friendly language

Soft Skills

• Strong communication and stakeholder management skills
• High ownership mindset — comfortable pushing back on poorly scoped deals
• Structured thinking with strong attention to detail
• Collaborative approach with sales, delivery, and leadership teams

• AWS / Azure / GCP certifications
• Experience with managed services or consulting organizations
• Exposure to security, compliance, or audit-led engagements
• Experience working with mid-market or enterprise customers

• Higher win rates with better-qualified opportunities
• Clean, well-scoped SOWs with minimal delivery escalations
• Strong trust from customers and internal delivery teams
• Reduced founder dependency on technical presales over time
• Improved margins and deal predictability

• High-ownership, high-impact role
• Direct collaboration with founders and leadership
• Opportunity to shape presales standards and solution frameworks
• Exposure to complex, real-world cloud and DevOps challenges
• Clear growth path as the company scales