Pre-Sales Solution Architect

CBTS; Phoenix (AZ); On-site; USD 99,000 - 124,000; Full time

Job summary

CBTS is seeking a US-based Pre-Sales Solution Architect in Phoenix, AZ to act as the technical authority and strategic advisor for sales pursuits. You will architect solutions, develop compliant quotes, and guide opportunities from discovery to close, with a strong emphasis on services integration and value-based selling.

The ideal candidate has 7+ years of solution, outcome, and value-based selling experience, and the ability to align technology decisions with customer outcomes and long-term

Qualifications

• 7+ years in pre-sales or solutions engineering with a focus on value-based selling.
• Experience selling Professional Services and Managed Services alongside product solutions.
• Ability to integrate advisory, implementation, and managed services into end-to-end customer solutions.
• Experience with lifecycle selling motions: land, adopt, expand, and renew.

Responsibilities

• Qualify opportunities with Account Executives 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 per partner requirements.
• Collaborate with Inside Sales to ensure customer-facing quotes are accurate and compliant.
• Support RFP/RFI responses with detailed technical write-ups and BOM.

Skills

Pre-Sales

Solutions engineering

Value-based selling

Professional Services

Managed Services

Lifecycle selling

Strategic advising

Education

Bachelor’s degree in IT or related field

Tools

Excel

Bill of Materials (BOM)

Job description

Role Summary

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.

Location: US Based – Phoenix, AZ

Role Summary

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

• 5–10+ 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).

Salary $99,000-$124,000 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.