Job Title

Presales Technology Solutions Architect — AI | Microservices | Cloud | Digital

Location & Travel

Noida or Gurgaon(primary base); willingness to travel for client discovery workshops, orals presentations, and deal pursuit activities as required.

Role Summary

Own end-to-end presales solutioning and proposal development for complex, large-scale digital transformation and managed services deals — from discovery and solution architecture through proposal writing, deal structuring, and delivery handover. The ideal candidate brings strong hands-on delivery experience (architecture + implementation) before transitioning into presales, and is equally comfortable defending architecture decisions with a CTO as they are structuring a multi-year BOT or Total Outsourcing commercial model with a procurement team. This role demands someone who has built and delivered before they sold .

Key Responsibilities in Presales1)         RFP/RFI Response & Proposals

·      Lead end-to-end responses for RFPs, RFIs, RFQs, and proactive proposals: solution narrative, scope, assumptions, exclusions, delivery approach, risks, and dependencies.

·      Build compelling business cases and value propositions covering ROI/TCO, risk reduction, and competitive differentiation aligned to client priorities.

·      Drive estimation and pricing inputs: effort sizing, team staffing plan, delivery phasing, licensing/cloud cost models, and transition costs.

·      Ensure proposal quality and compliance: requirements traceability matrix, assumption register, consistent architecture-to-cost alignment, and executive-ready writing and storyboarding.

·      Produce executive summaries, win themes, cover letters, and solution narratives tailored to evaluator personas (technical, commercial, business).

2) Understand deal economics : pricing levers, margin protection, volume discounts, gain-sharing, SLA penalty structures, and ramp-up/ramp-down flexibility.

·      Address transition and transformation (T&T) in proposals: incumbent exit, asset discovery, parallel run, knowledge acquisition, and go-live milestones.

·      Draft or support Statements of Work (SOW) , Service Level Agreements (SLAs), OLAs, RACI matrices, and governance frameworks as part of proposal deliverables.

3)         Large Deal Experience

·      Experience pursuing and winning large deals ($10M–$100M+ TCV) with full lifecycle involvement: qualification, solution design, commercial structuring, orals/defense, and contract close.

·      Manage multi-workstream proposal efforts involving cross-functional teams (Sales, Delivery, Finance, Legal, Subcontractors).

·      Lead and participate in Orals / Solution Defense presentations to senior client stakeholders, steering committees, and evaluation panels.

·      Navigate complex multi-vendor, multi-geography deal structures and consortium/subcontracting arrangements.

·      Apply deal qualification frameworks (e.g., MEDDIC, Shipley) for win strategy, competitive intelligence, and pursuit governance.

4)         Solution Architecture & Design

·      Create and own high-level solution architectures that are scalable, secure, resilient, and cost-effective across cloud and hybrid environments.

·      Define target architecture and transition approach: microservices, APIs, event-driven integration, data platforms, observability, security, and DevSecOps.

·      Present and defend architectural decisions (trade-offs, NFRs, cost/performance) to customer architects, security teams, and leadership.

·      Produce architecture artifacts: HLDs, reference architectures, integration diagrams, deployment views, and NFR matrices.

·      Translate complex technical designs into business-friendly visuals and narratives that resonate with non-technical evaluators.

5)         Technical Consulting

·      Run technical discovery workshops: current-state assessment, pain points, NFRs, constraints, and success criteria.

·      Recommend modernization paths: monolith-to-microservices, containerization, cloud migration, platform engineering, and AI enablement.

·      Provide insights on emerging technology and best practices: GenAI patterns, RAG, MLOps/LLMOps, security, privacy, and AI governance.

·      Act as a credible, long-term trusted advisor to client architects, IT leadership, and business stakeholders throughout the pursuit.

6)         Proof of Concepts (POCs) & Demos

·      Design and execute POCs/POVs to validate feasibility, performance, security, and integration of proposed solutions.

·      Build or orchestrate demos showcasing key outcomes: AI copilots, intelligent document processing, workflow automation, API-led integration, or cloud migration scenarios.

·      Document POC outcomes, success criteria, limitations, and productionization roadmap.

·      Develop reusable Points of View (POVs) on key technology themes (GenAI adoption, cloud modernization, managed services transformation) for use across multiple pursuits.

7)         Cross-functional Collaboration & Delivery Handover

·      Partner with Sales for pursuit strategy, win themes, and client communication cadence throughout the bid lifecycle.

·      Work closely with Engineering/Delivery to validate feasibility, resourcing, implementation approach, and delivery risks.

·      Lead formal presales-to-delivery handover : architecture pack, scope baseline, estimates, RAID log, staffing plan, and implementation blueprint — ensuring zero rework surprises.

·      Collaborate with subject matter experts (SMEs), practice leads, and subcontractors to build best-in-class solutions.

8)         Domain Expertise (One or more preferred)

·       Healthcare: HIPAA/HITRUST, patient data privacy, interoperability (HL7/FHIR).

·       Travel : Airline, Airports, Travel Sellers

·       Telecom: OSS/BSS modernization, high-scale integration, network-layer abstraction.

·       IoT: Device-to-cloud ingestion, edge patterns, digital twins, predictive maintenance.

·       BFSI: Regulatory compliance, core system integration.

·       Automotive/Manufacturing: OT/IT integration, telemetry, connected systems.

·       Cloud Platforms: AWS, Azure, GCP — services, landing zones, FinOps, governance.

Key Requirements & SkillsExperience

·       7–18 years total experience with a mandatory hands-on delivery background (architecture + implementation) before transitioning to presales — candidates without delivery experience will not be considered.

·       5 years in presales / solutions consulting with direct ownership of large deal proposals and customer-facing solutioning.

·      Demonstrated experience in managed services proposals, incumbent vendor transitions, and structuring BOT / VCC / Total Outsourcing engagements end-to-end.

·      Proven track record contributing to and winning large deals ($10M+ TCV) with full proposal and solution ownership.

·      Prior roles such as Solution Architect, Technical Architect, Integration Architect, or Principal Consultant are strongly preferred as the delivery background.

Core Technical Skills

Domain

Skills

AI / GenAI

RAG, vector search, model selection, prompt engineering, MLOps / LLMOps, responsible AI

Cloud & Platform

AWS / Azure / GCP; cloud-native design; landing zones; IAM; networking; FinOps; security

Containers & Microservices

Docker, Kubernetes, API gateways, event-driven architecture, service mesh

Integration

REST / GraphQL, Kafka / RabbitMQ, enterprise integration patterns, APIM / MuleSoft / Kong

DevSecOps

CI/CD pipelines, IaC (Terraform / Bicep / CloudFormation), observability, SRE

Full-Stack Familiarity

Python / Java / .NET; React / modern front-end; SQL / NoSQL; data platforms

Presales & Commercial Skills

·      Excellent proposal writing : structured thinking, compelling storytelling, precise scoping, and assumption articulation.

·      Strong estimation skills : effort models, staffing plans, TCO/ROI analysis, and solution-to-cost alignment.

·      Ability to construct and articulate managed services deal models (BOT, VCC, Total Outsourcing) with commercial and contractual awareness.

·      SLA/KPI definition, governance design, and transition planning in outsourcing contexts.

·      Executive communication and presentation skills for orals, steering committees, and solution defense .

·      Ability to work under tight bid timelines managing multiple concurrent pursuits with minimal supervision.

·      Stakeholder management across Sales, Legal, Finance, Delivery, and external client teams.

Education & Certifications (Preferred)

·      Bachelor’s / Master’s in Engineering, Computer Science, or equivalent experience.

·       Cloud: AWS Solutions Architect Professional / Azure Solutions Architect Expert / GCP Professional Cloud Architect.

·       DevOps/Containers: CKA / CKAD, Terraform Associate.

·       Architecture: TOGAF Foundation/Practitioner.

·       Managed Services/ITSM: ITIL v4 Foundation or above.

·       Bid/Proposal: APMP Foundation/Practitioner; familiarity with Shipley Proposal Method strongly preferred.

·      Security certifications (CISSP / CompTIA Security+) are a plus.

Success Measures

Metric

Indicator

Win Rate

Proposal-to-win conversion rate on pursued deals

Deal Size

Average TCV of deals contributed to ($10M+ preferred)

Proposal Quality

Compliance score, differentiation rating, reviewer feedback

POC/Demo Success

POC-to-win conversion and quality of technical validation

Delivery Handover

Minimal scope gaps, RAID accuracy, and delivery team satisfaction

Asset Creation

Reusable templates, reference architectures, and accelerators built

Time-to-Proposal

Responsiveness and quality within bid deadlines

Thought Leadership

POVs, white papers, or solution accelerators contributed