Sales Solution Architect, RMIS

Overview

The RMIS Sales Solution Architect is a deep domain expert in risk management information systems who applies that expertise across the RMIS opportunity portfolio to shape what Origami sells and how we win. The role owns solution definition, architecture, delivery feasibility, and technical qualification, and contributes to competitive strategy, deal economics, and commercial decision-making. Engagement depth scales with deal complexity, with the most rigorous process discipline applied on strategic and enterprise deals.

The SSA operates within a defined deal governance process, applies a structured deal health score that captures competitive, commercial, and delivery risk, and produces the artifacts required to align sales, solutions, and services leadership on how we win.

• Solution Definition
  . Define the solution Origami should propose for each opportunity, including capabilities, configuration approach, and business outcomes most relevant to the prospect. Lead scoping sessions with prospect stakeholders ranging from operational users to executive sponsors, translating business requirements and strategic objectives into a proposed solution and implementation approach. Provide Solution Engineers with the substantive inputs for demo design (prospect context, solution scope, business outcomes to emphasize) and coach on the narrative.

• Solution Architecture
  . Own the technical architecture, including data model, integrations, configuration scope, and phasing. Engage specialist technical resources at defined points in the sales cycle for deep technical validation. Contribute reusable reference implementations to the team asset library.

• Technical Qualification and Feasibility
  . Own the technical qualification of each opportunity, synthesizing inputs from sellers, specialist technical resources, and services to determine whether the prospect’s environment, integration requirements, and organizational readiness support a successful engagement. Identify product gaps, timeline risks, and services capacity constraints that could jeopardize successful implementation. Flag and elevate issues before commercial commitments are made.

• Sales Support and Deal Health
  . Provide technical and commercial support throughout the sales cycle, including participation in contract redline discussions, procurement engagements, and late-stage deal defense. Contribute to competitive strategy by providing the technical and business inputs sellers need to position Origami effectively. Maintain a deal health score and facilitate cross-functional pursuit reviews.

• Deal Economics Modeling
  . Produce professional services estimates and deal profitability analyses that enable sales leadership to make informed pricing decisions. Model ARR, services effort, and margin implications of proposed commercial structures. Ensure proposed deals meet company pricing and profitability standards before they reach approval.
• Executive Engagement
  . For strategic opportunities, build and facilitate ROI working sessions with prospect finance and operations stakeholders. Prepare materials for executive deal reviews when escalation is warranted.

• Handoff
  . Own the transition to the Professional Services organization at contract signature, ensuring scope, assumptions, and risks captured in the sales cycle transfer cleanly to delivery.

Required Qualifications

• Minimum 5 years of presales or solution architecture experience in enterprise SaaS, with at least 3 years in RMIS, claims administration, or adjacent risk and insurance technology markets.
• Working knowledge of the corporate risk function, including Total Cost of Risk (TCOR) frameworks, risk financing structures (self‑insured retention, large deductible, captive, guaranteed cost), claims program structure across major lines (workers’ compensation, general liability, auto, property), TPA and broker dynamics, regulatory reporting obligations, and the role of RMIS in supporting a mid‑to‑large corporate risk program.
• Demonstrated ability to run executive‑level discovery and translate technical capability into business outcomes for CFO, Risk Manager, General Counsel, and CHRO…