Pre-Sales Solutions Architect

At Innovative Solutions, our Solution Architecture team is the front line for helping our customers build out their cloud strategy, helping find the right solution, and aligning Innovative's resources to those solutions as a trusted advisor. The successful Solutions Architect will have a broad base of knowledge in Amazon Web Services and a love of working directly with customers. Solutions Architects at Innovative work in close partnership with our Service Delivery team to ensure a successful cloud journey for our customers.

Responsible for:

• Act as the technical lead in the sales process, working closely with our sales team to identify and qualify opportunities.
• Engage with potential customers to understand their current state and applications and design data and analytics solutions that will meet their requirements.
• Create and deliver detailed proposals, including timelines, level of effort, cost estimates, and detailed technical guidance for the customer.
• Stay up to date with new AWS services and features and be able to articulate their value to customers.
• Act as an organizational consultant to customers, guiding them on how cloud-based data and analytics will transform their business.
• Provide technical guidance to other members of the Innovative Solutions team on data and analytics-related topics.
• Work with the Innovative Product team to refine and create new products for the market.
• As a key member of the Account and Go-To-Market teams, ensure success in designing, building, optimizing, transforming or otherwise migrating applications, software, and services on the AWS platform.
• Participate in deep architectural discussions and design exercises to create world-class solutions built on AWS while ensuring solutions are designed for successful deployment in the cloud.

How you will be successful:

• Innate ability to understand customer need and pain points
• Strong aptitude for modern data architecture
• Having a backbone and strong will to get things done
• Natural customer obsession and ability to empathize with customer's business needs
• Ability to participate in and lead crucial conversations with customers, partners, and internal stakeholders
• Ability to gain instant technical credibility with AWS Solution Architects building maintaining relationships as a channel
• Ability to thrive in a dynamic environment where you'll work in parallel across customers to understand their business objectives and work backwards to educate, design, scope, estimate, and communicate a cloud-based solution to the customer.

How you will be measured:

• Bookings and revenue goal attainment
• Presentation and customer interaction experience, measured by sales team satisfaction scoring.

What experience you need:

• 5-10+ years of experience in a delivery or presales role at a cloud consulting or cloud managed services provider.
• Experience using the Amazon Web Services platform.
• BS level technical degree required; Computer Science or Math background preferred; MS degree desired
• 10+ years of experience in infrastructure architecture, database architecture, applications, and networking.
• Experience in technology/software sales, pre-sales, or technical consulting in customer-facing roles.
• Experience with software development life cycle (SDLC) and agile/iterative methodologies required.
• Experience architecting/operating solutions built on cloud platforms.
• Experience selling and delivering technical solutions and consulting services to SMB and mid-Enterprise customers.
• Estimated travel for this role is 70% in the United States (twice quarterly visits to our HQ in Rochester, NY, AWS offices, customer meetings, and events).

Salary Range

Salary range for this role is $150,000-$175,000. This position is also eligible for a commission plan, based on closed AWS project revenue. The expected annual OTE for this position is estimated to be between $180,000-$200,000.

Compensation Disclosure:

The salary range provided is a general guideline. When extending an offer, Innovative considers factors including the responsibilities of the specific role, market conditions, geographic location, as well as the candidate's professional experience, key skills, and education/training.