Solutions Architect Engagement Lead

Job Summary

This role combines the strategic leadership and deal management focus of the Engagement Lead with the technical solutioning and consultative expertise of the Solutions Architect. They are responsible for leading managed services pursuits from initial qualification through solution design, proposal, negotiation, and contract closure, ensuring both business and technical requirements are met for complex, multi-national clients.

This role combines the strategic leadership and deal management focus of the Engagement Lead with the technical solutioning and consultative expertise of the Solutions Architect. They are responsible for leading managed services pursuits from initial qualification through solution design, proposal, negotiation, and contract closure, ensuring both business and technical requirements are met for complex, multi-national clients.

• Lead the end-to-end sales process for Managed Services opportunities, including qualification, strategy, pricing, negotiation, and contract closure.
• Develop and articulate compelling business cases and value propositions for customers.
• Coordinate and lead cross-functional pursuit teams, ensuring timely and successful deal execution.
• Own the pursuit project plan, including assessment, solutioning, RFP response, proposal development, pricing, SOW, MSA, and delivery requirements.
• Utilizes data to support pursuit decisions, pricing analysis, and understanding the financial impact of different approaches.
• Maintain excellent communication with internal and external executives, presenting business cases, and leading account reviews.

• Assess customer business and technical needs, Gathers and analyzes client requirements designing end-to-end solutions using HP and third-party portfolio components.
• Architect solutions that are competitive, scalable, and aligned with customer requirements, adapting designs as needs evolve.
• Document deal assumptions, costs, pricing, risk plans, proposals, and contractual documents.
• Ensure compliance with organizational standards and best practices throughout the bid process.

• Participates in communication efforts, including client interactions, sales meetings, and internal updates
• Interacts with internal and external teams to create proposals, respond to requests for proposals (RFPs), and perform pricing calculations.
• Act as a trusted advisor, using consultative selling techniques to build customer loyalty and identify growth opportunities (upsell, expansion).
• Lead contract negotiations, facilitating cross-functional discussions to achieve timely and successful outcomes.
• Drive customer satisfaction by delivering projects on time, on budget, and to agreed objectives.

• Bachelor’s degree in a relevant field or demonstrated equivalent competence.
• 4–6 years of experience in managed services, sales, technical sales, or consultative selling.
• Experience leading virtual teams and working with multi-national clients.
• Industry experience in managed print or related services is desirable.

• Deep understanding of managed services portfolios (hardware, software, cloud, security).
• Strong knowledge of sales and delivery processes for managed services.
• Ability to develop and present impactful value propositions and business cases.
• Proficiency in MS Office, reporting tools, and deal management systems.
• Strong analytical, problem-solving, and negotiation skills.

• Excellent communication and influencing skills.
• Positive, customer-centric attitude with strong teamwork orientation.
• Creative, “out of the box” thinker with a focus on outcomes.
• High attention to detail and ability to manage complex, multi-stakeholder projects.
• Fluent in English; additional languages are an asset.

• Responsible for opportunities with national or multi-national scope, typically with multi-million-dollar clients.
• Accountable for achieving team quotas (TCV, margin, turnaround time) and customer satisfaction targets.

• This job description outlines the general nature and key responsibilities…