Senior GTM Solution Architect

Job Description

Perficient is seeking a senior, commercially minded Senior GTM Architect to shape and productize Perficient's most complex, high-value technical solutions at the Director level, within our Solution Shaping career family. This individual will own the full pre-sales technical cycle for strategic pursuits, discovery, solution design, architecture reviews, and proof-of-concept, while carrying a personal sales goal and remaining lightly billable on the deals they personally shape. The ideal candidate is a senior practitioner who has personally led and delivered the types of solutions they now shape: someone with the hands-on history to design with authority, the business acumen to model total cost of ownership, and the market presence to build Perficient's position with partners and clients at a strategic level.

Perficient's Solution Shaping practice. A career family within Service Delivery — alongside Business Consulting, Technical Consulting, and Delivery Leadership — built to bridge pre-sales technical and business strategy with go-to-market execution across Perficient's partner ecosystem, including Google Cloud, Microsoft (Azure), AWS, Databricks and/or Salesforce.

Responsibilities

Solution Design & Productization:

• Lead the full pre-sales technical cycle for complex, high-value pursuits: discovery sessions, solution design workshops, architecture reviews, executive presentations, and proof-of-concept engagements
• Translate client business problems into scoped, deliverable solutions, with staffing plans, solution estimates, and project assumptions that delivery can execute against without rework
• Lead TCO and business case modeling at a Director level, able to frame the total cost and risk picture of a solution for a CFO or board-level audience, not just a technical one
• Productize what works: identify offerings that can be packaged, priced, and scaled across multiple clients and verticals; develop the accelerators, reference architectures, and pricing models that make repeatability possible

Pre-Sales Leadership & Revenue Accountability:

• Own a personal sales target, co-selling alongside field sellers and remaining accountable for the deals you shape closing, not just for the quality of the proposal
• Carry and manage your sales pipeline with the same discipline a senior seller would: accurate forecasting, stage hygiene, and clear visibility into where deals stand and what they need to close
• Produce RFP responses, SOW scoping, and solution documentation to a standard that both wins the deal and protects Perficient in delivery, with explicit assumptions, bounded scope, and named risks
• Remain lightly billable (4–12 hours per week) on deals you personally shaped, ensuring delivery fidelity to the solution as sold and preserving win-to-delivery credibility, a bounded commitment, not general bench capacity

AI-First Innovation & Solution Growth:

• Leverage AI tools across the pre-sales workflow to accelerate discovery synthesis, proposal generation, architecture documentation, and estimation without compromising the technical credibility that makes this role valuable

Partner Relationships & Thought Leadership:

• Build and maintain strategic relationships with partner sales, engineering, and product teams, serving as Perficient's face in partner conversations that influence deal routing, co-sell priority, and joint GTM planning
• Act as a thought leader internally and externally, evangelizing capability areas at industry events, in client sessions, and in partner forums
• Stay current on the partner ecosystem, market pricing, and competitive positioning in your capability areas, briefing leadership rather than being briefed by them
• Partner with Service Line and GTM leadership on which offerings to invest in, which to sunset, and where Perficient has a credible right to win

Practice Development & Mentorship:

• Mentor L1 and L2 architects on solution design craft, partner ecosystem navigation, and the commercial discipline required to carry a revenue goal
• Build practice IP that outlasts individual engagements: solution playbooks, discovery frameworks, estimation models, and PoC templates the broader team can use and iterate on
• Hold L1 and L2 architects to the same commercial and documentation standards; quality of pre-sales output across the team reflects on this role's leadership

Delivery Fidelity & Governance:

• Ensure fluid transition from pre-sales to delivery; provide architectural guidance through the engagement lifecycle and remain accountable if the solution as delivered diverges from the solution as sold
• Operate within Perficient's billability model with precision; the 4–1