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
10+ years of experience in solution architecture, pre-sales engineering, or technical consulting