Join the Revolution

Key Responsibilities

Team Leadership & Development

• Lead and mentor the PSA team: Manage a team of presales architects across infrastructure and data & AI specializations — setting standards, coaching on customer engagement, and growing each architect's technical and commercial range.
• Raise the quality bar: Own the review and approval of LOEs, SMCs, proposals, and solution designs before they reach the customer, ensuring accuracy, defensibility, and consistency across the team.
• Build the playbook: Create and maintain reusable assets (discovery frameworks, estimation models, solution blueprints, proposal templates, and objection-handling guides) so that quality does not depend on which architect is assigned.
• Capacity and coverage: Allocate architect coverage across the sales team, balancing workload against pipeline priority, deal size, and technical fit.
• Enablement: Run continuous enablement on new AWS services, AllCloud offerings, competitive landscape, and commercial and funding mechanics.

Customer Engagement & Solution Design

• Discovery and requirements: Set the standard for how the team uncovers requirements, constraints, success criteria, and decision drivers — asking the questions behind the question rather than accepting the stated ask at face value.
• Estimation: Own the LOE and SMC discipline end to end: scoping, assumptions, risk, phasing, and pricing inputs. Estimates must be credible to delivery and defensible to the customer.
• Thought leadership: Act as a trusted advisor who can articulate a customer's multi-year cloud, data, and AI journey — not just the next project. Represent AllCloud at webinars, workshops, customer briefings, and partner events.
• Cross-domain fluency: Guide opportunities that span infrastructure modernization, migration, and cost optimization as well as data platforms, analytics, and applied AI/GenAI.

Commercial Partnership with Sales

• Be a true sales partner: Operate as a peer to the sales team, not a support function — joining pipeline reviews, deal strategy sessions, and forecast discussions, and contributing to qualification, competitive strategy, and close plans.
• Business acumen: Understand and coach the team on the mechanics of a deal: pricing and margin, commercial models (T&M, fixed fee, managed services), contract structures, procurement cycles, and how technical choices affect all of them.
• Funding programs: Develop deep working knowledge of AWS funding and incentive programs (MAP, POC funding, and others) and other partner mechanisms. And make sure every deal uses the funding available to it.
• Solution as a sales lever: Coach architects to shape solutions creatively (phasing scope, sequencing value, right-sizing the first engagement, and framing outcomes) so that architecture accelerates the deal rather than complicating it.
• Handoff to delivery: Ensure what is sold is what can be delivered, with clean transitions, documented assumptions, and no surprises for the delivery team.

Requirements & Qualifications

• Presales experience: 7+ years in a customer-facing presales, solutions architecture, or technical consulting role, with a strong track record of contributing to closed-won business.
• Leadership experience: 2+ years leading, mentoring, or managing technical or presales teams (formally or as a senior technical lead) ideally in a consulting or partner environment.
• AWS depth: Deep expertise in AWS architecture, migration strategies, hybrid environments, cost optimization, and Well-Architected best practices.
• Data & AI fluency: Strong working knowledge of modern data platforms and AI/ML on AWS (data lakes, analytics, SageMaker, Bedrock, GenAI and agentic patterns) — sufficient to credibly lead, review, and challenge architects working in that domain.
• Commercial acumen: Demonstrated understanding of how professional services deals are structured, priced, and won, including experience with partner funding programs and incentives.
• Estimation rigor: Proven experience building LOEs, scope documents, proposals, and SOW inputs for complex multi-workstream engagements.
• Exceptional communication: Outstanding verbal, written, and presentation skills, with the ability to move fluidly between deeply technical detail and executive business framing.
• Thought leadership: Comfortable and credible in front of a room (workshops, webinars, executive briefings, and partner events).
• Consultative mindset: Curious, creative, and genuinely interested in the customer's business outcome, with the resilience and pace required in a fast-moving sales environment.
• Education: Bachelor's degree in Computer Science, Information Technology, or a related field, or equivalent practical experience.

Certifications Preferred

• AWS Solutions Architect – Professional (strongly preferred)
• AWS Solutions Architect – Associate
• AWS Machine Learning or Data Analytics Specialty (advantage)

What Success Looks Like

In the first 12 months, this role will be measured on:

• Win rate and deal influence: Measurable improvement in technical win rate and in the value of pipeline the presales team influences.
• Estimation accuracy: LOEs and SMCs that hold up in delivery — reduced variance between estimated and actual effort.
• Speed: Reduced time from qualified opportunity to delivered proposal.
• Sales partnership: Sales team confidence in presales, measured through direct feedback from Account Executives and sales leadership.
• Team growth: Demonstrable progression in each architect's commercial capability and customer-facing impact.

Travel

This role is customer-facing and expected to travel up to 20% for customer meetings, workshops, partner events, and internal team gatherings.

Why work for us? 

Our team inspires progress in each other and in our customers through our relentless pursuit of excellence; you will work with leaders who promote learning and personal development.

AllCloud is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, provincial, or local law.