Pre-Sales Solution Architect

CBTS; Detroit (MI); Hybrid; USD 112,000 - 140,000; Full time

Job summary

CBTS is seeking a Pre-Sales Solution Architect to act as technical authority, guiding opportunities from discovery to deal close. You will architect solutions, craft compliant quotes, and align offerings with business outcomes.

The role emphasizes solution, outcome, and value‑based selling, with 7+ years in related fields and a background in Professional and Managed Services. The position requires travel within the local market for onsite client meetings and collaborative work with Account

Qualifications

• 7+ years of pre‑sales, solutions engineering, or technical sales with value‑based selling.
• Experience selling Professional Services and Managed Services alongside product solutions.
• Ability to integrate advisory, implementation, and managed services into customer solutions.

Responsibilities

• Qualify opportunities with Account Executives and lead technical discovery conversations.
• Architect customer solutions across storage, compute, security, and cloud portfolios.
• Build accurate configurations and pricing models.
• Manage deal registrations and deal submissions in line with partner requirements.
• Collaborate with Inside Sales to ensure quotes are accurate and aligned to scope.
• Support RFP/RFI responses with detailed technical write‑ups and BOM.

Skills

Pre-Sales Experience

Solutions Engineering

Technical Sales

Value-based Selling

Pricing & BOM

Excel Proficiency

Communication Skills

Education

Bachelor’s degree in Information Technology or related field

Tools

Microsoft Excel

BOM Tools

Job description

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions—including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Job Description

As a Pre-Sales Solution Architect, you will serve as the technical authority and strategic advisor supporting sales pursuits. You will partner closely with Account Executive and Solution Leads to architect solutions, build accurate configurations, develop compliant quotes, and guide opportunities from discovery through deal registration and close. This role requires a strong background in both product and services‑led selling, including experience positioning and integrating professional and managed services into customer solutions. The ideal candidate brings 7+ years of solution, outcome, and value‑based selling experience, with the ability to align technology decisions to business outcomes and long‑term customer value.

Key Responsibilities

• Partner with Account Executives to qualify opportunities and lead technical discovery conversations with customers.
• Architect customer solutions across storage, compute, security, and cloud portfolios.
• Build accurate configurations and pricing models.
• Execute and manage Deal Registrations and Deal Submissions in alignment with partnership requirements.
• Leverage promotional programs to maximize competitiveness and profitability.
• Collaborate with Inside Sales to ensure customer‑facing quotes are accurate, compliant, and aligned to scope.
• Support RFP/RFI responses with detailed technical write‑ups and bill of materials (BOM).
• Manage multiple opportunities simultaneously while maintaining configuration accuracy and timeline discipline.
• Track promotions, subscription renewals, and lifecycle motions to drive incremental value for customers.
• Position and attach Professional and Managed Services to product opportunities, ensuring solutions are supportable, scalable, and aligned to customer outcomes.

Required Experience

• 7+ years of pre‑sales, solutions engineering, or technical sales experience with a strong emphasis on solution, outcome, and value‑based selling.
• Demonstrated experience selling and positioning Professional Services and Managed Services alongside product solutions.
• Proven ability to integrate services (advisory, implementation, and managed services) into end‑to‑end customer solutions.
• Experience working within or alongside services delivery organizations (Professional Services, Managed Services, or MSP environments).
• Strong understanding of lifecycle selling motions, including land, adopt, expand, and renew.

Preferred Experience

• 7+ years in pre‑sales, solutions architecture, or technical sales engineering.
• Demonstrated expertise in one or more of the following—Storage, Compute, Security, and Cloud.
• Experience in a services‑led or MSP environment, with the ability to position ongoing managed services and attach professional services to product deals.
• Strong experience working within OEM partner organizations.
• Proven experience managing multiple concurrent projects and fast‑moving sales cycles.
• Experience collaborating with Inside Sales teams on structured, customer‑facing quotes.

Technical Knowledge & Proficiencies

• Experience architecting, configuring and selling the top vendors in the stated categories (storage, compute, security and cloud) - HPE, Dell, Cisco, Pure, NetApp, AWS, Azure, Palo Alto, Checkpoint, Fortinet, etc.
• Financial Modeling: BOM accuracy, subscription transitions, margin optimization
• Productivity Tools: Advanced Excel proficiency (pricing models, margin analysis, quote comparison)

Certifications Desired

• OEM pre‑sales and technical certifications
• Industry framework and process certifications

Soft Skills & Competencies

• Strong communication skills—able to articulate technical value to both technical and business stakeholders.
• Highly organized with strong attention to detail in configurations and quoting accuracy.
• Ability to manage multiple projects simultaneously without sacrificing quality.
• Commercially aware—understands how promotions and deal registration impact margin and competitiveness.
• Collaborative mindset—works effectively with Account Managers, Inside Sales, and Partner Teams.

Education

• Bachelor’s degree in Information Technology or related technical field (Preferred).

Location Requirement: Candidates must currently reside within approximately 1–1.5 hours commuting distance of the local CBTS office/market they support. While this position offers remote flexibility, candidates are expected to be local to the assigned market and available for onsite client meetings and office visits as business needs require.

$112,000-140,000/per annum, i.e. the range is salary not including commission. The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.

Due to U.S. Government requirements applicable to foreign‑owned telecommunications providers, non‑US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.