Principle Solution Architect (Sales Engineering)

Automation Anywhere; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

Automation Anywhere seeks a Principal Solution Architect - Industry Specialist to lead BFSI-focused pre-sales in EMEA, owning ROI-driven business cases and industry narratives for major revenue opportunities. The role blends Solution Engineering depth with Industry Catalyst strategy, driving executive workshops and RFP responses.

Hybrid role with direct deal accountability, reporting to the VP of Industry Catalyst & Solution Engineering - EMEA.

Qualifications

• Bachelor’s degree in Business, Finance, Technology, or a related field.
• Advanced degree or professional certifications (CFA, FRM, ACCA, MBA) is a strong plus.

Responsibilities

• Lead industry-specific pre-sales motions for BFSI in EMEA, from qualification to close.
• Own the business case, ROI model, and industry narrative for BFSI opportunities.
• Design and deliver executive-level discovery workshops translating pain into AI/automation roadmaps.
• Lead responses to RFPs/RFIs and engage with GSI partners on joint solution design.
• Develop industry content and enablement for the BFSI segment and publish POV content.

Skills

Enterprise architecture

Pre-sales

ROI modelling

Executive storytelling

BFSI domain knowledge

Education

Bachelor’s degree

Advanced degree or professional certifications (CFA/FRM/ACCA/MBA)

Tools

Automation Anywhere A360 / APA

SAP

Salesforce

ServiceNow

Job description

• At Automation Anywhere, we are looking for a business-fluent, technically credible industry specialist to join our EMEA Industry Catalyst & Solution Engineering team
• As Principal Solution Architect - Industry Specialist, you will operate at the intersection of deep BFSI expertise and enterprise-grade technical credibility, engaging C-suite and senior business leaders to translate agentic AI and intelligent automation capabilities into compelling, industry-specific business transformation narratives
• This is a newly created hybrid role, bridging Solution Engineering and Industry Catalyst
• Unlike a pure Catalyst role you carry direct deal accountability; unlike a standard SE role you operate at the business transformation layer
• You will be the named BFSI & Finance Operations expert on major EMEA pursuits, owning vertical content, qualifying industry opportunities, and serving as a trusted advisor to both customers and the broader SE team
• Who You'll Report To: VP, Industry Catalyst & Solution Engineering - EMEA
• Industry Sales Execution (60%)
• Lead industry-specific pre-sales motions on strategic EMEA accounts, partnering with Account Executives from qualification through commercial close
• Own the business case, ROI model, and industry narrative for Banking, Financial Services, Insurance, and Finance Operations opportunities across EMEA and the Middle East
• Design and deliver executive-level discovery workshops, translating business pain into agentic AI and intelligent automation solution roadmaps
• Serve as the named BFSI industry expert on RFPs, RFIs, and strategic pursuits; lead responses to procurement and technical evaluation processes
• Engage Global System Integrators on joint solution design for major BFSI accounts
• Technical Architecture (25%)
• Shape high-level solution architectures covering APA, Agentic Process Automation, IDP, and Co-Pilot modalities for BFSI use cases including KYC, AML, financial close, AP/AR automation, and claims processing
• Guide POC scoping and success criteria definition; support the SE team during technical validation phases on vertically relevant opportunities
• Maintain working knowledge of APA platform internals, integration patterns (SAP, Salesforce, ServiceNow), and cloud deployment models
• Bridge technical depth of the SE team to the strategic perspective of the Catalyst team, amplifying both
• Industry Content & Enablement (15%) / Thought Leadership & Eminence
• Build and maintain BFSI and Finance Operations vertical playbooks covering use case libraries, competitive positioning, and objection handling
• Deliver internal enablement sessions to upskill the EMEA SE team on industry dynamics, regulatory landscape, and BFSI buyer language
• Contribute to EMEA Industry Pack development alongside Industry Catalyst colleagues; represent Automation Anywhere at relevant industry events and analyst briefings
• Publish point-of-view content on agentic AI and intelligent automation trends in BFSI and Finance Operations via LinkedIn and internal platforms
• Develop executive briefing materials and CXO conversation frameworks for use by the broader EMEA SE team
• Build and maintain a network of industry practitioners, GSI contacts, and ecosystem partners in the BFSI vertical

Demonstrable ability to lead enterprise architecture conversations, whiteboard solution designs, and scope POCs involving RPA, AI Agents, LLM integration, and enterprise platform integrations (SAP, Salesforce, ServiceNow)Exceptional written and verbal communication skills; comfortable independently creating polished industry narratives, executive decks, and ROI models - not a slide assembly roleBachelor’s degree in Business, Finance, Technology, or a related field. Advanced degree or professional certifications (CFA, FRM, ACCA, MBA) a strong plusProven track record of operating at CXO and SVP level - conducting discovery, presenting business cases, and influencing procurement decisions in complex, multi-stakeholder enterprise sales cyclesWorking knowledge of agentic process automation concepts - agent orchestration, human-in-the-loop workflows, document intelligence, and co-pilot patterns. Experience with Automation Anywhere, UiPath, or ServiceNow a strong assetDeep industry knowledge across Banking & Capital Markets, Financial Services, and/or Insurance - you speak the buyer’s language as a practitioner, not just from a slide deck10+ years of experience in BFSI, Insurance, or Finance Operations, combining a practitioner phase (banking, financial analysis, insurance operations, or FinTech) with a consulting or technology sales phaseStrong commercial acumen: ability to build ROI models, frame value propositions in CFO language, and navigate complex buying committees. Experience with deal values of £250K-£2M ARR preferredPrior experience in a pre-sales, solution consulting, or industry advisory role at an enterprise software or consulting firm (Big 4, Tier 1 SI, or SaaS vendor)Hands-on experience with Automation Anywhere A360 / APA, or a directly comparable intelligent automation platformFamiliarity with BFSI regulatory frameworks (Basel III/IV, Solvency II, GDPR, DORA, PSD2) and their operational automation implicationsExperience building or contributing to industry vertical content libraries, competitive battle cards, or GTM playbooksActive LinkedIn presence and existing network in the BFSI community; history of industry event speaking, publication, or analyst engagement