# Presales Solutions Architect

**Location:** Mumbai, Maharashtra, India; Delhi, India
**Job Type:** Full-time
**Experience:** 8+ years

## About the Role
This role leads presales support for cloud transformation opportunities, from early qualification through technical and commercial closure. It is focused on understanding enterprise customer needs, shaping cloud solutions, and developing proposals that align technical requirements with business objectives.

You will work closely with sales teams, solution architects, cloud partners, and technology vendors to move opportunities forward. The position also includes building customer relationships, supporting deal execution, and maintaining presales materials and pipeline information.

## Key Responsibilities
– Own the full presales process for cloud transformation opportunities, from qualification to proposal submission and closure.
– Run customer discovery workshops to assess business goals, current IT environments, challenges, and modernization needs.
– Present cloud architectures, strategy, and business value to CIOs, CTOs, and other senior stakeholders.
– Prepare responses to RFPs, RFIs, and RFQs with technical and commercial teams.
– Develop techno-commercial proposals covering scope, pricing, commercial structure, and implementation approach.
– Work with solution architects to translate requirements into scalable cloud solutions.
– Build and maintain enterprise customer relationships to support growth and new opportunities.
– Collaborate with cloud partners and technology vendors on joint solutions and deal execution.
– Support presentations, solution demonstrations, commercial discussions, and contract negotiations.
– Maintain CRM records, pipeline data, forecasts, and opportunity tracking.
– Represent the organization at customer events, webinars, conferences, and industry forums.
– Contribute to proposal templates, solution playbooks, competitive materials, and presales best practices.
– Stay current on cloud pricing models, migration programs, incentive offerings, and commercial frameworks.

## Required Skills
– Bachelor’s degree in Computer Science, Information Technology, Engineering, or a related field.
– Background in cloud presales, solution consulting, or technical sales.
– Strong understanding of public cloud platforms, especially AWS services and cloud transformation strategies.
– Experience leading customer discovery sessions and solution workshops.
– Experience preparing enterprise RFP, RFI, and RFQ responses.
– Ability to create techno-commercial proposals, solution documentation, and pricing models.
– Strong stakeholder management skills with senior business and technology leaders.
– Knowledge of cloud migration, modernization, hybrid cloud, managed services, and digital transformation initiatives.
– Excellent presentation, communication, negotiation, and relationship management skills.
– Experience with CRM platforms and presales pipeline management.

## Preferred Skills
– AWS Cloud Practitioner or equivalent cloud certification.
– AWS Business Professional or AWS Solutions Architect Associate certification.
– Familiarity with the AWS Well-Architected Framework and cloud migration best practices.
– Understanding of FinOps principles and cloud cost optimization.
– Knowledge of application modernization, microservices, containerization, and Kubernetes.
– Experience across BFSI, Healthcare, Retail, or digital-native organizations.
– Exposure to enterprise architecture frameworks such as TOGAF.
– Familiarity with cloud migration incentive programs and commercial funding models.

## Cloud Platforms & Technologies
**Cloud Providers**
– AWS
– Public cloud

**Cloud Concepts**
– Cloud transformation
– Cloud migration
– Cloud modernization
– Hybrid cloud
– Managed services
– Digital transformation

**Containers & Kubernetes**
– Microservices
– Containerization
– Kubernetes

**Collaboration Tools**
– CRM platforms

## FinOps Responsibilities
– Track cloud pricing models, migration programs, incentive offerings, and commercial frameworks to improve proposal value.
– Apply FinOps awareness and cloud cost optimization principles when shaping customer proposals.

## Why You Might Be Interested
This role offers ownership of the full presales cycle for enterprise cloud transformation work. It combines customer discovery, solution shaping, and commercial proposal development with direct engagement with senior stakeholders. The position also provides exposure to AWS, cloud migration, modernization, and partner-led deal execution. It may suit someone who wants to influence both technical direction and commercial outcomes.