Senior Solutions Architect, EMEA Partner Solutions Architecture

The largest enterprise transformation deals are won or lost through Global System Integrators (GSIs). The top-tier GSIs own the transformational relationship but they need AWS technical leadership to shape de-risk and close multi-workload deals. These deals run for 1836 months and a single deal can be worth more than an entire portfolio of smaller opportunities.

AWS is hiring a Senior Partner Solutions Architect to lead technical strategy on these pursuits. This isnt an advisory role. Youll own the technical architecture and deal strategy. Youll work alongside the GSIs deal teams from the moment an opportunity is identified until its ready for delivery. Your success is measured in the annual run rate (ARR) of the deals won.

Location: UK/NL/DE/ES

What youll do in this role:

Lead large complex pursuits. Youll own the technical strategy for multi-workload multi-account often multi-region deals worth $10M ARR and youll make the final call on architecture.

Engage early and shape the deal. Youll run deal clinics with GSI partners to build and qualify pipeline shaping the technical approach and the commercial framing that follows from it.

Bring architectural rigour. Youll enforce Well-Architected design size workloads de-risk the technical path and build the business case (TCO ROI) that gives customers the confidence to commit.

Orchestrate the ecosystem. Youll align GSI deal teams AWS account teams specialists and service teams around one executable plan.

Support the deal mechanics. As the architecture takes shape youll help translate it into the practical terms a deal needs. This includes teaming milestones funding and consumption while working alongside the partner so the technical plan and the agreement stay aligned.

Hand off cleanly then move on. Youll align the consumption model to the partners Statement of Work milestones. Youll also hand delivery context over to the alliance and account teams then move on to the next high-value pursuit.

Build mechanisms that scale. Youll turn what you learn into playbooks and deal clinic frameworks including reusable patterns for structuring these engagements so alliance teams can run these deals on their own.

Youll work closely with Partner Development Managers alliance PSAs account managers Account SAs and Customer Success Managers. Youll also influence senior stakeholders at the GSI the customer and AWS.

The role requires roughly 25% travel to meet partners and customers.


Key job responsibilities
Lead technical engagement and own the architecture on GSI-led opportunities of $10M ARR from identification through to delivery readiness.

Turn customer transformation roadmaps into clear costed AWS solutions and explain technical choices in terms of business outcomes.

Work through the GSI partner and respect its ownership of the customer relationship.

Design enterprise-scale architectures landing zones multi-account structures and migration strategies and run Well-Architected reviews.

Build proofs of concept reference architectures and implementation guides and review and approve architectures that the GSI develops.

Develop business cases TCO analyses risk assessments and mitigation plans that move deals to commitment.

Ensure the technical solution translates into the partners commercial model.

Work with alliance PSAs to build GSI capability through certifications reusable architecture patterns and independent solution delivery.

Support deals through to revenue realisation with architecture reviews specialist support and get-to-green plans when delivery goes off track.

Share customer and partner feedback with AWS product and engineering teams to influence the roadmap.

Adapt solutions to industry-specific regulatory and compliance requirements across multiple industries.

- Experience communicating across technical and non-technical audiences including executive level stakeholders or clients
- Experience in design implementation or consulting in applications and infrastructures
- Experience architecting or deploying Cloud/Virtualization solutions in enterprise customers
- Experience in IT development or implementation/consulting in the software or Internet industries
- Experience within specific technology domain areas (e.g. software development cloud computing systems engineering infrastructure security networking data & analytics).

- Experience in infrastructure architecture database architecture and networking
- Experience working with end user or developer communities

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