Principal Presales Solution Architect
Unisys
full-time
Posted on:
Location Type: Remote
Location: Brazil
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Job Level
About the role
- Lead enterprise discovery and requirements-gathering sessions to understand hybrid cloud infrastructure, operational challenges, and strategic objectives
- Design comprehensive hybrid cloud managed services solutions spanning datacenter operations, infrastructure management (compute, storage, network, security), cloud migration, workload modernization, and operational transformation
- Develop detailed solution architecture documents, technical roadmaps, and implementation playbooks that align with customer maturity levels, budgets, and timelines
- Present solutions to CXO-level and technical audiences, translating technical capabilities into quantifiable business outcomes (cost savings, operational efficiency, risk reduction, time-to-value)
- Develop detailed cost models and ROI analyses for hybrid cloud solutions, including infrastructure, migration, operational, licensing, and transformation costs
- Create financial scenarios and sensitivity analyses demonstrating value across different investment horizons and business contexts
- Use cost modeling as a consultative tool to influence solution scope, platform selection, and service delivery approach
- Validate cost assumptions with delivery and finance teams to ensure proposals are realistic, defensible, and profitable post-signature
- Develop executive summaries, solution architecture diagrams, implementation timelines, resource plans, risk mitigation strategies, and success metrics
- Articulate how our integrated delivery model, service maturity, and methodologies address customer technical and operational requirements
- Coordinate with internal stakeholders (delivery, engineering, security, finance) to validate assumptions and ensure delivery feasibility
- Use Gen AI tools (e.g., Microsoft Copilot) daily to accelerate documentation, refine technical language, synthesize complex requirements, and improve proposal quality and turnaround time
- Leverage AI-assisted analysis to generate comparative assessments, identify solution gaps, and build persuasive narratives
- Partner with delivery leadership to ensure presales solutions are feasible, cost-effective, and aligned with our integrated delivery model and service playbook
- Author transition documents, delivery roadmaps, and transformation playbooks that guide delivery teams and set customer expectations
- Participate in solution kickoffs and steering meetings to ensure alignment between promised outcomes and execution
- Gather post-engagement feedback to refine solution approaches, cost models, and service maturity.
Requirements
- Experience in IT architecture, systems integration, or presales solutions roles
- Experience focused on hybrid cloud, infrastructure modernization, or managed services
- Demonstrated track record of winning enterprise deals or leading complex solution designs that influenced outcomes
- Proven expertise developing cost models, financial analyses, and ROI scenarios for infrastructure and cloud solutions
- Track record authoring technical RFP responses and proposals that have directly influenced deal wins or negotiations
- Experience designing or delivering integrated IT service models spanning infrastructure, cloud, applications, and operations
- Deep knowledge of hybrid cloud platforms: Azure (preferred) and/or AWS, including IaaS, PaaS, governance, and cost management
- Strong understanding of datacenter operations, infrastructure as code (IaC), automation, and modern operational practices (AIOps, observability)
- Hands-on familiarity with infrastructure: virtualization, storage, networking, security, disaster recovery in on-premises and cloud environments
- Experience with migration methodologies (6R framework), workload assessment, and modernization strategies
- Proficient use of Gen AI tools (Claude, ChatGPT, Microsoft Copilot, GitHub Copilot) in daily architecture and proposal work as integrated productivity tools, not novelties
- Exceptional communication and presentation skills; ability to translate complex technical concepts for C-level executives and diverse stakeholders
- Strong consultative and discovery capabilities; ability to identify and quantify hidden customer pain points
- Results-oriented; ability to manage multiple concurrent opportunities and prioritize for maximum impact
- Collaborative; comfortable influencing outcomes across sales, delivery, marketing, finance, and executive teams
- Strategic thinking; ability to align solutions to organizational transformation goals and business context
- Financial acumen and comfort with cost modeling, margin analysis, and understanding solution design's impact on profitability.
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
IT architecturesystems integrationhybrid cloudinfrastructure modernizationmanaged servicescost modelsfinancial analysesROI scenariosinfrastructure as code (IaC)migration methodologies
Soft skills
communication skillspresentation skillsconsultative capabilitiesresults-orientedcollaborativestrategic thinkingdiscovery capabilitiesability to influence outcomesability to manage multiple opportunitiesability to translate technical concepts