Solutions Architect

About this role

About This Team: include 2-3 lines about your team and what they do within the organization and company.
Job Description/Responsibilities:

• Own the technical strategy and technical win for strategic and complex Net New opportunities across the Americas and International markets.

• Partner with Account Executives and Sales leadership to develop technical opportunity strategies aligned to customer requirements and commercial objectives.

• Lead comprehensive technical discovery across customer business objectives, regulatory requirements, data landscape, architecture, security, integrations, existing technologies, and desired outcomes.

• Translate complex customer requirements into compelling end-to-end Arctera solution architectures spanning relevant products, capabilities, data sources, and integrations.

• Position Arctera’s broader platform capabilities and demonstrate how multiple solutions can work together to address customer business, compliance, governance, and data challenges.

• Lead architecture workshops, solution-design sessions, technical deep dives, and executive-level technical discussions with prospective customers.

• Establish the technical win criteria for opportunities and define the strategy required to achieve them.

• Own the overall strategy for POCs, trials, demonstrations, and technical evaluations, working with Solutions Specialists on detailed execution.

• Direct and orchestrate Solutions Specialists based on the product, domain, industry, and use-case expertise required for each opportunity.

• Serve as a senior technical resource for complex competitive opportunities and develop strategies to differentiate Arctera technically.

• Identify technical, architectural, security, integration, migration, and implementation risks early in the sales process and develop appropriate mitigation strategies.

• Lead technical responses for strategic RFP/RFIs and complex customer evaluations.

• Engage effectively with senior customer stakeholders across Technology, Architecture, Security, Compliance, Legal, Risk, Data, and business functions.

• Support partner-led Net New opportunities by helping partners architect and position Arctera solutions appropriately.

• Work with Product Management and Engineering to address strategic product questions and identify capability gaps affecting significant Net New opportunities.

• Capture and communicate field intelligence regarding customer requirements, competitive technologies, emerging architectures, AI, regulatory trends, and market developments.

• Develop global reference architectures, solution patterns, technical playbooks, POC frameworks, and best practices that can be reused across the pre-sales organization.

• Provide technical leadership, mentoring, and enablement to Solutions Specialists and other customer-facing technical resources.

• Ensure a structured technical handoff to ATS and the appropriate post-sales teams following contract execution.

• Contribute directly to Net New ARR growth by improving technical win rates, accelerating opportunity progression, and enabling Arctera to pursue larger and more complex global opportunities.

Required Experience/Skills:

•
12+ years of enterprise technology experience, with significant experience in Solutions Architecture, Enterprise Architecture, Sales Engineering, Pre-Sales Consulting, or a comparable senior customer-facing technical role.

• Proven experience supporting and technically leading complex global enterprise B2B SaaS sales cycles and Net New customer acquisition.

• Demonstrated ability to architect complex, multi-product enterprise solutions rather than focusing exclusively on individual product capabilities.

• Strong understanding of modern SaaS, cloud and hybrid architectures, including enterprise integrations, APIs, identity and access management, security, data architectures, and enterprise application ecosystems.

• Experience with Microsoft Azure, Microsoft 365, and enterprise data environments is highly desirable.

• Strong understanding of enterprise data challenges, including information governance, archiving, eDiscovery, communications compliance/surveillance, data protection, investigations, and data management.

• Working knowledge of Compliance, FinTech, RegTech, and regulated-industry requirements, with the ability to effectively engage Compliance, Legal, Risk, and Technology stakeholders.

• Demonstrated ability to conduct executive and technical discovery and translate business requirements into scalable solution architectures.

• Extensive experience designing and leading complex POCs, trials, technical evaluations, architecture workshops, and competitive engagements.

• Strong competitive selling capabilities, including the ability to understand alternative technologies, identify technical differentiation, and develop technical win strategies.

• Ability to communicate complex architectures and technologies in terms of business outcomes and customer value, rather than relying solely on technical features.

• Strong executive presence and ability to engage credibly with CIOs, CTOs, CISOs, Chief Compliance Officers, enterprise architects, and other senior stakeholders.

• Experience working across multiple countries, regions, cultures, and geographically distributed sales organizations.

• Strong understanding of emerging technologies, including AI and its application to enterprise data, compliance, investigations, governance, and risk management.

• Ability to lead and influence Solutions Specialists and other cross-functional resources without requiring direct reporting authority.

• Strong presentation, communication, technical storytelling, analytical, and problem-solving skills.

• Ability to manage multiple strategic opportunities simultaneously in a fast-paced, growth-oriented environment.

• Willingness and ability to travel internationally as required to support strategic customer opportunities.

Compensation may vary…