Solutions Architect

Company Overview The Solutions Architect is a key member of the sales organization, responsible for driving revenue growth by building trusted, long‑term, consultative relationships with mid‑sized enterprise customers. This role partners closely with Sales, Product, and Engineering to design and articulate end‑to‑end solutions that align customer business objectives with CES’s Cybersecurity, Cloud Services, Managed Networks and Communications, IoT, and AI portfolios.

The Solutions Architect spends the majority of time engaging customers on‑site or via virtual meetings, leading technical discussions, supporting sales presentations and demonstrations, and guiding solution design through implementation. The role leads discovery conversations to identify business and technical requirements, formulates responses to complex customer inquiries and designs solutions using established and emerging technologies. The Solutions Architect is expected to possess deep knowledge of CES products and services and to mentor and support less‑experienced team members.

• Collaborate with Sales, Product, and Marketing teams to engage mid‑sized enterprise clients and understand their business challenges.
• Work closely with Account Executives to ensure proposed services align with overall account strategy and customer objectives.
• Build and maintain strong customer relationships throughout the sales and delivery lifecycle.
• Travel to customer premises as needed to support sales engagements and solution discussions.
• Research customer businesses and industries to identify new sales opportunities.
• Meet or exceed assigned revenue targets.

• Provide technical expertise during pre‑sales activities, including client meetings, presentations, proposals and bids.
• Prepare proposals, presentations, RFP responses and pricing for new and existing services.
• Participate in RFP processes, non‑standard requirements, contract renewals and drafting of contract terms and conditions.
• Participate in sales forecasting and account planning activities for designated customers.

• Lead the design and architecture of end‑to‑end solutions across Cybersecurity, Cloud, Managed Networks and Communications, and IoT with AI portfolios.
• Conduct in‑depth analysis of customer requirements and translate business needs into technical specifications and solution designs.
• Develop “as‑is” and “to‑be” roadmaps that clearly articulate solution evolution and business value.
• Research and design customer solutions with CES external partners, including design and engineering contributions.

• Serve as the technical bridge between CES and prospects/customers, facilitating collaboration across Sales, Product, Engineering, and Implementation teams.
• Collaborate with engineering and implementation teams to ensure solutions are translated into actionable plans and executed with precision.
• Lead Proof‑of‑Concepts (POCs), solution demonstrations, and evaluation of results.
• Create compelling demos and proof‑of‑concept materials that clearly communicate solution value.

• Partner with customer and internal business leaders to provide expert technical guidance and influence strategic decision‑making.
• Facilitate technology strategy, requirements and architecture discussions among diverse stakeholder groups.
• Develop strategic customer and solution plans to support long‑term account growth.

• Develop and maintain technical documentation, including solution architectures, implementation plans and best practices.
• Participate in performance reviews to identify delivery or solution gaps and propose alternative approaches.
• Stay current on industry trends, emerging technologies, best practices and relevant certifications to maintain a competitive edge.

• Deliver compelling presentations showcasing products and services at customer meetings, executive briefings and large industry events.