Senior Principal Presales Sol Architect - Hybrid Cloud

What success looks like in this role:

We are seeking a Principal Presales Solution Architect to lead the design and sales strategy for enterprise hybrid cloud managed services. This role combines deep technical architecture with commercial acumen, cost modeling expertise, and hands-on proficiency with Gen AI tools. You will design end-to-end solutions integrating on-premises datacenters with public cloud platforms (Azure/AWS), author compelling technical proposals, build financial business cases, and influence enterprise deals worth $5–$20M+. You'll partner closely with sales, delivery, and executive leadership to win transformational opportunities and establish the foundation for successful delivery.

Solution Architecture & Design

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)

Cost Modeling & Financial Analysis

Develop detailed cost models and ROI analyses for hybrid cloud solutions, including infrastructure, migration, operational, licensing, and transformation costs

Build bottom-up cost estimates from workload assessments, capacity planning, and service delivery models

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

Technical Proposal Development

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

Delivery Partnership & Post-Sales Success

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

#LI-SS1

You will be successful in this role if you have:

8–12 years in IT architecture, systems integration, or presales solutions roles

Minimum 5 years 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

Technical Expertise

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

Demonstrated ability to use AI tools for solution design iterations, requirement synthesis, proposal acceleration, and analysis

Business & Soft Skills

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

Certifications & Nice-to-Haves

Cloud certifications: Azure Solutions Architect Expert, AWS Solutions Architect Professional, or equivalent

ITIL, COBIT, or service management frameworks

Experience in GTM strategy, services pricing models, or business development

Familiarity with capability maturity models (CMM, CMMI) or service delivery frameworks

Prior experience at MSP or system integrator

Experience with cost modeling tools (Excel, Planful, ServiceNow, or similar)

Published thought leadership or speaking on hybrid cloud strategy or Gen AI in architecture

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, blood type, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

Local employment practices and rights may vary by jurisdiction and are subject to applicable local laws. This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers.

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