Senior Presales Solutions Architect

Excerpt from the original posting

Job Purpose 
The Senior Presales Solutions Architect is responsible for leading the technical presales lifecycle for opportunities involving digital solutions, enterprise platforms, microservices, artificial intelligence, data, analytics, business intelligence and telecom solutions.
The role works closely with sales, delivery, product, architecture, finance, partners and customers to understand business needs, define suitable solution approaches, design robust technical architectures, prepare high-quality technical proposals, estimate implementation efforts and present proposed solutions to executive, business and technical stakeholders.
The position requires strong technical architecture capabilities, telecom industry knowledge, proposal development experience, commercial awareness, stakeholder management and customer presentation skills.

Key Responsibilities 
1. Opportunity Qualification and Presales Planning 
- Review customer opportunities, RFPs, RFIs, tenders, statements of work and business requirements.
- Assess opportunities from technical, delivery, resource, commercial and strategic perspectives.
- Participate in Go/No-Go evaluations and provide clear technical recommendations.
- Identify missing information, dependencies, risks, assumptions and clarification questions.
- Develop presales response plans, technical workstreams, responsibilities and submission timelines.
- Coordinate with sales, PMO, delivery, finance, legal, cybersecurity and external partners.
- Evaluate whether each opportunity is aligned with the organization’s capabilities, technologies, resources and strategic direction.
- Identify technical gaps and recommend suitable partners or subcontractors where required.
2. Requirements Analysis and Solution Definition 
- Conduct discovery sessions and workshops with customers and internal stakeholders.
- Translate business requirements into functional and non-functional technical requirements.
- Understand customer challenges, existing platforms, integration landscapes, data sources, operational processes and future objectives.
- Define suitable use cases across digital solutions, microservices, AI, data, BI and telecom domains.
- Prioritize use cases based on value, feasibility, cost, implementation complexity and expected outcomes.
- Identify opportunities for automation, process improvement, intelligent services, analytics and customer experience enhancement.
- Ensure requirements are clear, measurable, traceable and aligned with…

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