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Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Act as the technical authority for overlay-led opportunities from qualification through close.
- Lead customer discussion to understand challenges and problems, solution discovery, architecture definition, and technical validation for complex deals.
- Ensure proposed solutions align with product roadmap, reference architectures, and scalability principles.
- Gather and translate customer business requirements into clear, executable solution designs.
- Partner tightly with Sales Overlay Leads to support solution-led selling and value articulation.
- Participate in customer workshops, technical deep dives, and executive briefings.
- Help frame technical capabilities into business outcomes, ROI, and differentiation narratives.
- Support pricing, packaging, and scope definition by ensuring solution feasibility and margin discipline.
- Define and maintain reference architectures, solution patterns, and deployment blueprints for priority use cases and verticals.
- Identify opportunities to productize or templatize custom solutions to drive repeatable revenue.
- Reduce bespoke implementations by promoting modular, platform-based designs.
- Identify technical, operational, and integration risks early in the sales cycle.
- Partner with Product, Engineering, and Customer Success to validate feasibility, dependencies, and delivery timelines.
- Ensure handoff readiness from sales to delivery, including documentation, assumptions, and success criteria.
- Act as the technical bridge between Sales, Product, Engineering, Security, Legal, and Operations.
- Provide structured feedback from the field into product roadmap, feature gaps, and integration priorities.
- Support internal enablement through training, playbooks, and solution walkthroughs.
Requirements
What you’ll need- 10+ years of experience in solution architecture, pre-sales engineering, or technical consulting
- Proven experience supporting complex, enterprise-grade sales motions
- Strong background in platform, API/CPaaS, Telco, cloud, network, or SaaS architectures
- Ability to translate technical concepts into executive-level business language
- Experience operating in matrixed, global organizations
- Experience in overlay or specialist sales support roles (Preferred)
- Exposure to launching or scaling new products or strategic solutions (Preferred)
- Familiarity with vertical-specific architectures and regulated environments (Preferred)
Benefits
Comp & perks- Company Bonus or Commission Structure (depending on the role)
- Medical, Dental, and Vision Coverage Options
- 401(k) Savings Plan
- Company-Paid Basic Life and AD&D Insurance
- Short-Term Disability (STD)
- Long-Term Disability (LTD)
- Maternity/Parental Leave
- Flexible Spending Accounts (FSA)
- Health Savings Account (HSA)
- Employee Support Program (EAP)
- Voluntary Supplemental Insurance
- Lifestyle Benefits
- Volunteer Time Off (VTO)
- Tuition Reimbursement - available for select positions; full details will be shared during the interview process
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
solution architecturepre-sales engineeringtechnical consultingAPICPaaScloud architecturenetwork architectureSaaS architecturesolution designrisk identification
Soft Skills
customer discussionsolution discoverytechnical validationbusiness outcome framingvalue articulationcommunicationcollaborationtrainingfeedback provisiondocumentation