The Principal Solutions Architect is a strategic pre-sales role responsible for driving complex technical sales cycles through consultative solution selling. This position requires a unique blend of technical expertise, business acumen, and sales skills to effectively position Pega's solutions to address customer business challenges. As a trusted technical advisor, you'll work closely with sales teams to influence decision-makers, articulate Pega's value proposition, and secure new business opportunities.
Pre-Sales Leadership
What You'll Do at Pega:
Lead technical pre-sales activities throughout the entire sales cycle, from initial discovery to proposal development and closing
Create and deliver persuasive solution presentations, demonstrations, and proof of concepts tailored to customer business needs
Support the development of compelling business cases that demonstrate ROI and quantifiable value of Pega solutions
Identify and overcome technical objections during the sales process
Collaborate with sales teams to develop account strategies and solution positioning
Assist with responding to RFPs/RFIs with technically sound, supported information
Technical Expertise
Provide technical leadership and expertise, serving as a trusted advisor to clients on complex technical challenges
Demonstrate deep understanding of enterprise software architecture, design patterns, and architecture best practices
Stay current with emerging technologies and industry trends to identify new opportunities and address customer needs proactively
Maintain comprehensive knowledge of Pega's product portfolio, including features, capabilities, competitive advantages, and limitations
Customer Engagement
Build and maintain strong relationships with customers at all levels, from technical practitioners to C-suite executives
Conduct discovery sessions to understand customer business objectives, challenges, and technical requirements
Translate complex customer requirements into viable Pega solution architectures
Articulate complex technical concepts to both technical and non-technical audiences
Lead technical workshops and solution design sessions to educate customers on Pega products and technologies
Sales Enablement
Partner closely with Account Executives to develop and execute technical sales strategies
Provide technical win/loss analysis to continuously improve pre-sales approaches
Contribute to the development of sales collateral, including whitepapers, case studies, solution briefs, and competitive positioning
Coach and mentor junior pre-sales team members on solution selling techniques
Qualifications
Who You Are:
10+ years of experience in presales, architecture, or a related field.
Bachelor’s degree in computer science, Engineering, or a related field (or equivalent experience).
Proven track record of success in a presales role, with a focus on complex software solutions.
Strong technical skills, including knowledge of software development methodologies, programming languages, and cloud technologies.
Excellent communication and presentation skills, both written and verbal.
Ability to work independently, build strong relationships with customers, partners, and internal stakeholders.
Passion for technology and a commitment to continuous learning.