Pre-Sales Solution Architect

The Solutions Architect is the technical engine of our sales motion. You partner with Account Executives to translate complex customer environments across Microsoft 365, Azure, security, and CMMC into clear, buildable solutions that win. You own the technical credibility that closes deals and the scope accuracy that sets delivery up to succeed.

This is not a walk-and-think-about-it seat. We move fast and we expect you to do the same. You will tell a prospect to their face when we are not the right partner for them, because saying no to bad-fit deals protects our team, our delivery quality, and our margin.

What You'll Own

• Discovery and Scoping. Lead discovery calls with AEs across GCC High migrations, CMMC enclaves, managed compliance, and Microsoft stack engagements. Surface real requirements (tenant structure, data boundaries, identity posture, compliance obligations) and translate them into a defensible approach. Walk away from deals that don't fit, and tell us why.
• SOW Co-Authoring and GP Protection. Partner with AEs to build and refine SOWs across our service lines (Jumpstart, Accelerator, Enclave, Managed Compliance, Gap Assessment, Mock Assessment, migrations). Scope accurately, price with discipline, and protect gross profit at or above 50 percent on professional services. GP performance is a primary measure of success.
• Microsoft Solution Design. Architect solutions that blend M365 (including GCC High), Azure, Microsoft Security (Defender, Purview, Sentinel, Entra), and CMMC control implementation. Know how the pieces fit and when to pull in a specialist.
• WBS Ownership. Maintain the Work Breakdown Structure as our service lines evolve. Tasks, hours, dependencies, and assumptions stay current so AEs quote accurately and delivery executes against a clean plan.
• SalesBuildr Maintenance. Own SalesBuildr as the source of truth for sellable offerings. Add new services, retire old ones, and update Microsoft licensing pricing and SKUs monthly.
• Autotask Hygiene. Live in Autotask. Keep opportunities, quotes, and contract structures clean and current. If it is not in Autotask, it didn't happen.
• Delivery Handoff. Brief the delivery team on scope, assumptions, customer context, and risk areas so engineers walk into projects with full situational awareness, not a scavenger hunt.
• Sales Enablement. Contribute to battlecards, one-pagers, and technical content. When AEs hit a technical objection they can't unblock, you are the escalation path.

Required

• 4 to 7 years in a pre-sales, solutions architect, or senior consulting role inside a Microsoft partner, AOS-G, or similar environment
• Hands-on working knowledge of Autotask (opportunities, quotes, contracts, service mapping). Non-negotiable.
• Working knowledge of Microsoft 365, Azure fundamentals, and the Microsoft security portfolio
• Familiarity with CMMC, NIST SP 800-171, DFARS 7012, or adjacent federal compliance frameworks, or the ability to ramp quickly
• Experience co-authoring SOWs with a track record of scope accuracy and gross profit discipline
• Experience maintaining quoting or service catalog tools (SalesBuildr, ConnectWise Sell, QuoteWerks, or similar) and a working understanding of WBS construction
• A small-business-owner mentality: scrappy, resourceful, accountable, and willing to do the unglamorous work that keeps deals moving
• The judgment and backbone to disqualify bad-fit opportunities without burning the relationship
• Strong written communication. Your work goes in front of CISOs and CFOs.
• A pace that matches ours. You run, you don't walk.

Certification Milestones

Within the first 6 months:

• CompTIA Security+
• Pass the CCP (Certified CMMC Professional) exam within 2 months of course completion

Within the first 12 months:

• AZ-104 (Microsoft Certified: Azure Administrator Associate)
• AZ-700 (Microsoft Certified: Azure Network Engineer Associate)
• AZ-305 (Microsoft Certified: Azure Solutions Architect Expert)

Nice to Have

• Prior experience with GCC High, GCC, or other Microsoft sovereign cloud environments
• Microsoft security certifications (SC-200, SC-300, SC-400, MS-102, or equivalent)
• CCP, CCA, or other CMMC-related certifications already in hand
• Hands-on SalesBuildr experience
• Experience supporting Defense Industrial Base customers or other regulated industries (aerospace, defense manufacturing, federal contractors)

• Department: Sales
• Reports to: Chief Revenue Officer
• Location: Remote (U.S., with occasional travel)
• Type: Full-time, Exempt
• Compensation: Commission eligible. Base salary plus variable tied to deal performance and service line mix. Full plan details shared during the interview process.

All your information will be kept confidential according to EEO guidelines.