Description
Job PurposeThe Senior Presales Solutions Architect is responsible for leading the technical presales lifecycle for opportunities involving digital solutions, enterprise platforms, microservices, artificial intelligence, data, analytics, business intelligence and telecom solutions.The role works closely with sales, delivery, product, architecture, finance, partners and customers to understand business needs, define suitable solution approaches, design robust technical architectures, prepare high-quality technical proposals, estimate implementation efforts and present proposed solutions to executive, business and technical stakeholders.The position requires strong technical architecture capabilities, telecom industry knowledge, proposal development experience, commercial awareness, stakeholder management and customer presentation skills.Key Responsibilities Opportunity Qualification and Presales PlanningReview customer opportunities, RFPs, RFIs, tenders, statements of work and business requirementsAssess opportunities from technical, delivery, resource, commercial and strategic perspectivesParticipate in Go/No-Go evaluations and provide clear technical recommendationsIdentify missing information, dependencies, risks, assumptions and clarification questionsDevelop presales response plans, technical workstreams, responsibilities and submission timelinesCoordinate with sales, PMO, delivery, finance, legal, cybersecurity and external partnersEvaluate whether each opportunity is aligned with the organization's capabilities, technologies, resources and strategic directionIdentify technical gaps and recommend suitable partners or subcontractors where required Requirements Analysis and Solution DefinitionConduct discovery sessions and workshops with customers and internal stakeholdersTranslate business requirements into functional and non-functional technical requirementsUnderstand customer challenges, existing platforms, integration landscapes, data sources, operational processes and future objectivesDefine suitable use cases across digital solutions, microservices, AI, data, BI and telecom domainsPrioritize use cases based on value, feasibility, cost, implementation complexity and expected outcomesIdentify opportunities for automation, process improvement, intelligent services, analytics and customer experience enhancementEnsure requirements are clear, measurable, traceable and aligned with the proposed solutionPrepare requirement-traceability and compliance matricesValidate requirements with business, technical, security and operational stakeholders Digital Solution ArchitectureDesign end-to-end digital solution architectures covering enterprise portals, web applications, mobile applications, content management, workflows, integration, data, security, infrastructure and operationsPrepare high-level architecture, logical architecture, system-context diagrams, integration diagrams, deployment views and data-flow diagramsRecommend suitable technologies, frameworks, platforms and architectural patternsEnsure proposed solutions are scalable, secure, resilient, maintainable, observable and cost-effectiveDesign solutions for cloud, on-premises, hybrid and sovereign deployment environmentsDefine availability, performance, scalability, backup and disaster-recovery requirementsEnsure technical designs comply with customer architecture standards, security policies and operational requirementsDefine reusable components and shared technical services Microservices and Integration ArchitectureDesign microservices-based architectures using domain-driven design, API-first principles and event-driven patternsDefine service boundaries, APIs, integration contracts, data ownership and communication mechanismsDesign synchronous and asynchronous integrations using REST APIs, API gateways, message brokers, event streaming and enterprise integration platformsRecommend suitable containerization and orchestration approaches using Docker, Kubernetes or equivalent technologiesDefine requirements for service discovery, centralized configuration, secrets management, monitoring, logging, tracing and fault toleranceAddress scalability, availability, performance, security and disaster-recovery requirementsSupport the modernization of legacy applications and monolithic systemsRecommend suitable CI/CD, DevSecOps and automated testing approachesDefine API governance, versioning, security and lifecycle-management practices Artificial Intelligence SolutionsIdentify and define practical AI and generative AI use cases based on customer requirementsDesign AI solution architectures covering machine learning, natural language processing, computer vision, forecasting, recommendation, classification and intelligent automationDefine generative AI solutions using large language models, retrieval-augmented generation, embeddings, vector databases, knowledge bases, fine-tuning and AI agentsDesign AI integration approaches with customer systems, databases, APIs, documents and enterprise platformsDefine data preparation, model training, evaluation, deployment, monitoring and continuous-improvement approachesAddress AI governance, privacy, security, explainability, bias, hallucination control and human approval requirementsEvaluate cloud-based, on-premises and hybrid AI deployment optionsSupport AI demonstrations, pilots, prototypes and proof-of-conceptsEstimate infrastructure, storage, compute and GPU requirements for AI workloadsDefine measurable AI success criteria, expected business value and operational outcomes Data and Business Intelligence SolutionsDesign business intelligence, analytics, reporting and data-visualization solutionsDefine data integration and processing approaches using ETL, ELT, APIs, streaming and data pipelinesDesign conceptual architectures for data warehouses, data lakes, lakehouses, operational data stores and analytical platformsIdentify data sources, data-quality requirements, metadata, master data and governance considerationsDefine dashboards, KPIs, executive reports, operational reports and self-service analytics capabilitiesRecommend suitable BI and analytics platforms based on customer requirementsWork with business stakeholders to ensure KPIs and reports support measurable objectivesDefine requirements for data access, security, lineage, retention, classification and quality monitoringSupport analytical use cases such as forecasting, segmentation, trend analysis and performance monitoringEnsure BI solutions provide accurate, timely and trusted information Telecom Solution ExperienceDesign and support solutions for telecom operators, service providers and communication organizationsUnderstand telecom customer journeys, digital channels, customer care, billing, charging, order management, product catalogues, service fulfilment and service assuranceUnderstand how customer-facing telecom systems integrate with network and operational platformsSupport solution design across Business Support Systems and Operations Support SystemsUnderstand common telecom domains, including:Customer relationship managementProduct and service cataloguesOrder managementBilling and chargingPayments and collectionsCustomer self-service applicationsService provisioning and activationNetwork and service inventoryFault and alarm managementPerformance monitoringService assuranceField-service operationsDesign integrations between digital channels, customer platforms, billing systems, order-management systems and network-service platformsUnderstand telecom APIs, integration platforms and event-driven architectureApply TM Forum concepts and Open APIs where relevantSupport telecom use cases involving customer experience, loyalty, churn prediction, personalized recommendations, fraud detection, network analytics and intelligent customer careUnderstand telecom operational KPIs, service-quality indicators and customer-experience measurementsAddress telecom security, regulatory, data-residency and operational requirementsPrepare architecture designs, technical proposals and demonstrations for telecom customersCommunicate effectively with telecom business, enterprise architecture, IT, data, cybersecurity and network stakeholders Technical Proposal DevelopmentLead the preparation of complete technical proposals and tender responsesDevelop and review proposal sections including:Executive summaryUnderstanding of customer requirementsProposed solutionSolution architectureScope of workDeliverablesImplementation methodologyProject phases and scheduleTeam structure and responsibilitiesAssumptions and dependenciesRisks and mitigation actionsService-level requirementsSecurity and complianceSupport and maintenanceTraining and knowledge transferCompliance matricesBill of quantitiesTechnical appendicesEnsure proposals are accurate, consistent, persuasive, compliant and professionally presentedMaintain traceability between customer requirements and the proposed solutionReview contributions from internal teams, vendors, subcontractors and technology partnersEnsure the final proposal clearly communicates business value, technical feasibility and competitive differentiationManage technical proposal reviews and obtain the required internal approvalsEnsure all technical commitments, deliverables and schedules are realistic and achievableVerify that proposed technologies and products are properly licensed, supported and available Costing and Commercial SupportDevelop effort estimates for analysis, architecture, design, development, integration, testing, deployment, support and project managementPrepare resource plans, role descriptions, competency requirements and estimated person-daysSupport the preparation of bills of quantities and technical costing assumptionsWork with finance and sales to validate resource costs, infrastructure costs, licensing costs, partner costs, margins and contingenciesIdentify potential commercial risks, hidden costs and out-of-scope itemsSupport fixed-price, time-and-material, managed-service, staff-augmentation and subscription-based proposalsEnsure the proposed scope is commercially achievable and technically deliverableValidate partner and vendor quotationsRecommend suitable contingency levels based on technical, delivery and dependency risksClearly document pricing assumptions, exclusions and dependenciesSupport value engineering and cost-optimization activities without compromising the required quality Customer Engagement and PresentationsPresent proposed solutions to customer executives, business stakeholders, architects, security teams and technical evaluatorsLead technical clarification meetings, discovery workshops, demonstrations and solution walkthroughsExplain complex technical concepts in clear business languageRespond to customer questions, concerns and objections confidently and accuratelyDemonstrate the business value, feasibility, scalability and differentiation of the proposed solutionBuild trusted relationships with customer technical and business stakeholdersSupport negotiations and technical discussions until contract awardParticipate in technical evaluation sessions and defend the proposed solutionPrepare presentation materials, architecture visuals and technical demonstrationsSupport customer meetings related to scope, assumptions, dependencies and delivery approach Proof-of-Concept and Demonstration ManagementDefine the scope, success criteria, architecture, timeline and required resources for demonstrations and proof-of-conceptsCoordinate with engineering, AI, data, DevOps, product and delivery teamsEnsure demonstrations are aligned with customer priorities and evaluation criteriaDocument proof-of-concept results, limitations, dependencies and recommendationsConvert successful proof-of-concepts into realistic implementation plansEnsure reusable demonstration assets are documented and maintainedDefine the required data, environments, integrations and access for each demonstrationManage customer expectations regarding proof-of-concept scope, limitations and outcomesPresent proof-of-concept findings and recommendations to customer stakeholders Partner and Vendor ManagementEngage technology vendors, cloud providers, product companies and implementation partnersRequest technical inputs, quotations, licensing details, architecture guidance and compliance documentationEvaluate partner capabilities, proposed resources, delivery models and technical solutionsEnsure partner contributions align with the overall architecture and proposalIdentify technical, delivery and commercial gaps in third-party proposalsMaintain accountability for the completeness and quality of the final integrated solutionCoordinate joint solution development and proposal preparationValidate that partner commitments, schedules and deliverables are clearly documentedEscalate partner delays or quality issues that may affect proposal submission or delivery feasibility Security, Governance and ComplianceEnsure proposed solutions address security, privacy and regulatory requirementsDefine identity and access management, encryption, audit logging, data protection and API-security requirementsWork with cybersecurity teams to address security controls and customer compliance requirementsConsider applicable Saudi regulations, cybersecurity controls and data-hosting requirementsEnsure AI and data solutions follow appropriate governance principlesIdentify security-related assumptions, risks and dependenciesSupport the completion of security and compliance questionnairesEnsure secure architecture principles are incorporated from the proposal stageAddress data classification, residency, retention and sovereignty requirements Presales-to-Delivery HandoverConduct a structured handover from presales to delivery after contract awardExplain the agreed scope, assumptions, deliverables, architecture, schedule, risks, resource plan and contractual commitmentsEnsure delivery teams understand all technical and commercial boundariesParticipate in project kickoff and early-stage architecture validationSupport delivery teams in resolving significant gaps between the proposal and implementation requirementsDocument lessons learned and improvement actions for future opportunitiesEnsure all proposal documents, estimates and customer clarifications are transferred to the delivery teamMaintain continuity between the proposed solution and the delivered solutionEnsure changes identified after award are managed through the appropriate change-control process Presales Assets and Continuous ImprovementDevelop reusable proposal templates, architecture patterns, solution accelerators, estimations and compliance responsesMaintain a knowledge repository for technologies, products, telecom use cases and previous proposalsMonitor market developments and emerging technologies related to digital solutions, microservices, AI, data, BI and telecomShare knowledge and best practices with presales, sales, architecture and delivery teamsSupport internal capability development and technical enablementImprove proposal quality, estimation accuracy and response efficiencyContribute to the organization's service offerings and solution portfolioMaintain reusable architecture diagrams, case studies, references and demonstration materialsRequirementsRequired QualificationsBachelor's degree in computer science, software engineering, information systems, data science, artificial intelligence or a related fieldA master's degree is preferredMinimum of eight years of experience in software engineering, solution architecture, digital solutions, enterprise applications, AI, data or business intelligenceMinimum of four years of experience in technical presales, solution consulting, enterprise architecture or proposal managementMinimum of three years of experience working with telecom operators, telecom projects or telecom-related solutionsProven experience responding to enterprise, government and telecom RFPs, RFIs and tendersDemonstrated experience designing and presenting complex enterprise and telecom solutionsExperience working with technology vendors, system integrators, implementation partners and multidisciplinary delivery teamsExperience in customer-facing technical roles and executive-level presentationsRequired Technical KnowledgeDigital SolutionsEnterprise portals and web applicationsMobile applicationsContent management systemsWorkflow and business-process managementCustomer-experience platformsOmnichannel solutionsIdentity and access managementAPI and integration platformsEnterprise search and document managementMicroservices and Cloud-Native ArchitectureMicroservices architectureDomain-driven designREST APIs and event-driven architectureAPI gateways and service meshKafka or similar event-streaming platformsDocker and KubernetesCI/CD and DevSecOpsObservability, logging, monitoring and tracingHigh availability and disaster recoveryCloud, on-premises and hybrid architecturesArtificial IntelligenceMachine learning and deep learning conceptsGenerative AI and large language modelsRetrieval-augmented generationVector databases and embeddingsAI agents and tool integrationNatural language processingComputer visionRecommendation and forecastingModel deployment and monitoringResponsible AI and AI governanceData and Business IntelligenceData integration and ETL/ELTData warehouses, data lakes and lakehousesData modellingData quality and governanceDashboards and data visualizationKPIs and analytical reportingPower BI, Tableau, Qlik, Looker or equivalent platformsSQL and relational databasesBig-data and streaming conceptsMetadata, lineage and master-data managementTelecomTelecom customer journeys and digital channelsBusiness Support Systems and Operations Support SystemsCustomer relationship managementProduct and service cataloguesOrder managementBilling and chargingService provisioning and activationService and network inventoryService assurance and fault managementTelecom APIs and integration platformsTM Forum concepts and Open APIsTelecom analytics and operational KPIsCustomer-experience, loyalty and churn use casesSecurity and ComplianceApplication and API securityIdentity and access managementEncryption and secrets managementSecure software-development practicesData privacy and classificationCybersecurity requirementsAuditability and complianceSaudi and regional regulatory requirementsRequired Presales SkillsStrong technical proposal-writing skillsAbility to interpret complex RFP and tender requirementsStrong architecture and solution-design capabilitiesAbility to estimate effort, resources, infrastructure and licensingStrong presentation, demonstration and storytelling skillsAbility to connect technical capabilities with measurable business valueStrong analytical and problem-solving skillsAbility to manage multiple opportunities and tight deadlinesStrong stakeholder, vendor and partner coordination skillsCommercial awareness and understanding of proposal profitabilityAbility to challenge unrealistic scope, timelines or assumptions professionallyStrong English communication and technical-writing skillsArabic communication skills are preferred for customer-facing roles in Saudi ArabiaBehavioral CompetenciesCustomer-focused and business-orientedAccountable and results-drivenStructured and detail-orientedProactive in identifying risks and gapsConfident when communicating with senior stakeholdersCollaborative across sales, technical, delivery and commercial teamsAble to work effectively under pressureCapable of making decisions with incomplete informationStrong negotiation and influencing skillsCommitted to quality, accuracy and continuous improvementAble to take ownership of opportunities from qualification through delivery handoverKey Performance IndicatorsTechnical proposal quality and compliancePercentage of proposals submitted on timeOpportunity technical-qualification accuracyOpportunity win rateAccuracy of effort and cost estimatesNumber of proposal clarifications caused by technical gapsCustomer satisfaction with presentations and demonstrationsEffectiveness of presales-to-delivery handoverNumber of reusable solution assets and proposal templates developedContribution to the qualified sales pipeline and awarded opportunitiesAlignment between proposed and delivered scopeIdentification and prevention of technical and commercial risksCollaboration effectiveness with sales, delivery, finance and partnersQuality of telecom solution designs and proposal responsesPreferred CertificationsTOGAF or equivalent architecture certificationAWS, Microsoft Azure, Google Cloud or Oracle Cloud architecture certificationKubernetes or cloud-native certificationAI, machine-learning or generative-AI certificationMicrosoft Power BI or another BI-platform certificationTM Forum certificationITIL, COBIT or project-management certificationSecurity architecture or cybersecurity certificationMandatory Experience StatementTelecom industry experience is mandatory.