Principal: Pre-Sales Solution Architect

Key Responsibilities:

Commercial Leadership

• Drive pipeline generation and TCV growth for Data & AI offerings pursuits in IME.
• Lead or support strategic pursuits anchored in Data Modernization and Scaling AI themes in IME.
• Guide account planning for top IME clients to expand Data Modernization and Scaling AI solutions.

Solution Strategy and Shaping 

• Frame compelling business cases that align investments to measurable business outcomes, articulating benefits such as cost efficiency, risk reduction, strategic enablement, velocity, quality, and talent retention across both offerings.

Go-to-Market Execution

• Translate the global Data Modernization and Scaling AI strategies into actionable GTM tactics for the IME region.
• Improve pursuit performance through targeted messaging, competitive differentiation, and solution alignment specifically for the IME market.

Market Insight and Feedback Loops

• Capture client and pursuit insights to influence service development, tooling investments, and offering refinements for both Data Modernization and Scaling AI
• Collaborate with Global Service Development to refine accelerators, reference architectures, and messaging.

Enablement and Collaboration

• Enable account teams, delivery leads, and solution architects to position and confidently shape Data Modernization and Scaling AI deals
• Partner with Service Strategists and SMEs to ensure solution feasibility and delivery fit
• Contribute to the development and reuse of case studies, playbooks, sales enablement assets, modernization playbooks, and executive briefings.

Success Metrics

• Total contract value (TCV) of Data Modernization-led and Scaling AI-led pursuits won in IME
• Win rate of offering-led pursuits for both Data Modernization and Scaling AI in IME
• Data Modernization and Scaling AI penetration across top 10 IME and India distributed accounts

Quality and volume of strategic pursuits influenced

• Internal adoption and reuse of delivery assets and sales frameworks across both Data Modernization and Scaling AI
• Feedback from account teams, service line leaders, and delivery partners

Core Skills & Competencies

• Business Value Framing – Ability to articulate Data modernization benefits and AI improvement to business outcomes in terms of operational cost, TTM, talent retention, risk, strategic enablement
• Executive Engagement – Comfortable influencing CIOs, CTOs, Heads of Architecture, and industry leaders
• Consultative Selling – Deep experience in shaping complex modernization and transformation deals with multiple stakeholders and long buying cycles
• Technical Fluency – Understanding Data and AI in the context of modernization strategies and implementation, Data as product, AI adoption to implementing AI at scale within client organizations. 
• Cross-functional Collaboration – Able to align closely with delivery, capability, sales, and global service development teams
• Market Awareness – Knowledge of key drivers impacting software engineering in the enterprise (e.g., AI disruption, talent shortages, velocity pressure), digital transformation trends, regulatory and industry-specific modernization triggers