Pre-Sales Solution Architect

The Solutions Architect is the technical engine of our sales motion. You partner with Account Executives to translate complex customer environments across Microsoft 365 Azure security and CMMC into clear buildable solutions that win. You own the technical credibility that closes deals and the scope accuracy that sets delivery up to succeed.

This is not a walk-and-think-about-it seat. We move fast and we expect you to do the same. You will tell a prospect to their face when we are not the right partner for them because saying no to bad-fit deals protects our team our delivery quality and our margin.

What Youll Own

• Discovery and Scoping. Lead discovery calls with AEs across GCC High migrations CMMC enclaves managed compliance and Microsoft stack engagements. Surface real requirements (tenant structure data boundaries identity posture compliance obligations) and translate them into a defensible approach. Walk away from deals that dont fit and tell us why.
• SOW Co-Authoring and GP Protection. Partner with AEs to build and refine SOWs across our service lines (Jumpstart Accelerator Enclave Managed Compliance Gap Assessment Mock Assessment migrations). Scope accurately price with discipline and protect gross profit at or above 50 percent on professional services. GP performance is a primary measure of success.
• Microsoft Solution Design. Architect solutions that blend M365 (including GCC High) Azure Microsoft Security (Defender Purview Sentinel Entra) and CMMC control implementation. Know how the pieces fit and when to pull in a specialist.
• WBS Ownership. Maintain the Work Breakdown Structure as our service lines evolve. Tasks hours dependencies and assumptions stay current so AEs quote accurately and delivery executes against a clean plan.
• SalesBuildr Maintenance. Own SalesBuildr as the source of truth for sellable offerings. Add new services retire old ones and update Microsoft licensing pricing and SKUs monthly.
• Autotask Hygiene. Live in Autotask. Keep opportunities quotes and contract structures clean and current. If it is not in Autotask it didnt happen.
• Delivery Handoff. Brief the delivery team on scope assumptions customer context and risk areas so engineers walk into projects with full situational awareness not a scavenger hunt.
• Sales Enablement. Contribute to battlecards one-pagers and technical content. When AEs hit a technical objection they cant unblock you are the escalation path.

Qualifications :

Required

• 4 to 7 years in a pre-sales solutions architect or senior consulting role inside a Microsoft partner AOS-G or similar environment
• Hands-on working knowledge of Autotask (opportunities quotes contracts service mapping). Non-negotiable.
• Working knowledge of Microsoft 365 Azure fundamentals and the Microsoft security portfolio
• Familiarity with CMMC NIST SP 800-171 DFARS 7012 or adjacent federal compliance frameworks or the ability to ramp quickly
• Experience co-authoring SOWs with a track record of scope accuracy and gross profit discipline
• Experience maintaining quoting or service catalog tools (SalesBuildr ConnectWise Sell QuoteWerks or similar) and a working understanding of WBS construction
• A small-business-owner mentality: scrappy resourceful accountable and willing to do the unglamorous work that keeps deals moving
• The judgment and backbone to disqualify bad-fit opportunities without burning the relationship
• Strong written communication. Your work goes in front of CISOs and CFOs.
• A pace that matches ours. You run you dont walk.

Certification Milestones

Within the first 6 months:

• CompTIA Security
• Pass the CCP (Certified CMMC Professional) exam within 2 months of course completion

Within the first 12 months:

• AZ-104 (Microsoft Certified: Azure Administrator Associate)
• AZ-700 (Microsoft Certified: Azure Network Engineer Associate)
• AZ-305 (Microsoft Certified: Azure Solutions Architect Expert)

Nice to Have

• Prior experience with GCC High GCC or other Microsoft sovereign cloud environments
• Microsoft security certifications (SC-200 SC-300 SC-400 MS-102 or equivalent)
• CCP CCA or other CMMC-related certifications already in hand
• Hands-on SalesBuildr experience
• Experience supporting Defense Industrial Base customers or other regulated industries (aerospace defense manufacturing federal contractors)

Additional Information :

• Department: Sales
• Reports to: Chief Revenue Officer
• Location: Remote (U.S. with occasional travel)
• Type: Full-time Exempt
• Compensation: Commission eligible. Base salary plus variable tied to deal performance and service line mix. Full plan details shared during the interview process.

All your information will be kept confidential according to EEO guidelines.

Remote Work :

Yes

Employment Type :

Full-time