Enterprise Solution Architect

Stefanini EMEA; Województwo małopolskie; On-site; PLN 180,000 - 240,000; Full time

Job summary

Stefanini is seeking an Enterprise Solution Architect to align multi-tower bids with client needs, modernize enterprise applications, and integrate AI into transformation roadmaps. You will lead discovery, shape value propositions, and coordinate with Sales, Delivery, Pricing and Market Intelligence to craft end-to-end solutions for complex opportunities.

You will present to senior client stakeholders and ensure proposals are commercially viable, compliant with RFP requirements, and strongly

Qualifications

• Minimum 5 years of experience in presales leadership for complex IT solutions.
• Excellent English communication skills, both verbal and written.
• Advanced technical fluency across infrastructure, AI, digital transformation and governance models.
• Experience with application modernization and cloud migration strategies.

Responsibilities

• Lead client engagement and presales activities before RFP issuance.
• Conduct discovery sessions to uncover needs and align solutions.
• Present the solution’s value and differentiators to senior stakeholders.
• Collaborate with Sales, Delivery, Pricing and Market Intelligence for win strategy.
• Map requirements to Stefanini portfolio solutions and manage bids end-to-end.
• Ensure proposals meet RFP/RFI/RFQ requirements and quality standards.

Skills

Technical fluency

AI & digital transformation

Governance models

Presentation skills

Negotiation skills

Bid leadership

Education

Bachelor’s degree in computer science, information technology, engineering, or related field

Job description

As Enterprise Solution Architect at Stefanini, you will be the strategic mind and the voice behind our multi-tower bids. You’ll design end-to-end solutions that help enterprise clients modernize their application landscape and adopt AI.

With your strong background in enterprise applications (modernization, integration, cloud and Application Managed Services), you’ll turn complex requirements into clear, compelling transformation stories, presenting them directly to senior client stakeholders.

Stefanini’s Enterprise Solution Architect is both a visionary and an integrator: you see the big picture and explain it clearly, and you bring together Sales, Delivery, Pricing and Market Intelligence to make it happen.

Key Responsibilities

Client Engagement

• Support early client engagement and prospection activities prior to RFP issuance.
• Lead discovery and due diligence sessions to uncover client needs and align solutions.
• Lead client presentations, delivering the solution’s value, Stefanini’s differentiators, and proof points demonstrating Stefanini is the ideal partner.
• Partner with the Sales team to gather client insights and conduct research on the client's industry and culture, enabling the joint development of a comprehensive win strategy.
• Work with Market Intelligence to incorporate competitive analysis.
• Define Stefanini’s solution approach based on our differentiators and Client intel.
• Craft and own Stefanini’s end-to-end value proposition, encompassing sourcing strategy, AI integration, transformation roadmap and related pricing glidepaths.
• Map client requirements to Stefanini portfolio solutions, integrating operational synergies.
• Run the Bid Management process and stakeholder management to ensure timely and high-quality proposal submissions.
• Work with Delivery Technical Architects to ensure solution components align to the vision are synergistic by design.
• Collaborate with the Pricing Team to transpose internal costs into Client templates mapped to the solution breakdown imposed by the client.
• Work with the Pricing team to ensure pricing competitiveness, in line with winning strategy and client insights.

Content & Proposal Development

• Support the development of proposal materials including slides, narratives, and technical documentation.
• Ensure consistency and compliance across solution towers and RFP/RFI/RFQ requirements.
• Ensure solutions are commercially viable, aligned with pricing models, delivery assumptions, and contractual frameworks.

Contractual & Risk Management

• Contribute to contract reviews, risk mitigation planning, and Statement of Work (SOW) development.

Required qualifications:

Education:

• Preferred: Bachelor’s degree in computer science, Information Technology, Engineering, or a related field.
• Excellent English communication skills, both verbal and written, for professional communication and documentation.

Experience:

• Minimum 5 years of experience in presales leadership for complex IT solutions.

Mandatory Technical skills:

• Advanced level of technical fluency across infrastructure, AI, digital transformation, and governance models.
• Advanced technical background and understanding of:
• Application modernization and legacy transformation.
• Cloud migration (IaaS, PaaS, containerization, DevOps).
• Application Managed Services (AMS).

Preferred / Nice-to-have Qualifications:

• Ability to lead multi-disciplinary bid teams and deliver successful proposals.
• Strong presentation, communication, and negotiation capabilities.
• Ability to quickly adapt to changes, new requirements, or sudden shifts in direction.
• Collaborative mindset with interest in internal operations and process improvement.

Diversity & Inclusion

Here at the Stefanini Group, we value plurality and equity, regardless of race, sexual orientation, disability, age, ancestry, religion, gender, and nationality. We understand and encourage the importance of being you!