Pre-Sales Solution Architect
Blue Orange Digital · New York, NY · 5 days ago
RemoteRemoteEngineeringFull-time
About the role
This is a true seller-doer role. You own the technical sale and then help deliver the work you sold. You will sit at the front of the engagement, translating ambiguous business problems into scoped, credible solutions across our service lines: Data Platform Modernization, AI/ML Implementation, Analytics and BI, and Data Strategy.
What You Will Do
- Sell (Pre-Sales and Technical Sales)
- Lead discovery: run technical discovery with prospects, uncover the real problem, and qualify fit against our service lines.
- Architect the solution: translate client needs into reference architectures, solution approaches, and phased delivery plans on Snowflake, Databricks, AWS, GCP, and Azure.
- Own the technical narrative: partner with sales to build proposals and Statements of Work, scope team composition and timelines, and present the technical case to executive and engineering stakeholders.
- Hit the number: carry a sales quota. Drive pipeline alongside the sales team, advance deals through technical validation, and close.
- Handle objections: defend BOD's builder-led approach against offshore, Big Four, and in-house alternatives with credible, technical answers.
- Hit the number: carry a sales quota. Drive pipeline alongside the sales team, advance deals through technical validation, and close.
- Own the technical narrative: partner with sales to build proposals and Statements of Work, scope team composition and timelines, and present the technical case to executive and engineering stakeholders.
- Architect the solution: translate client needs into reference architectures, solution approaches, and phased delivery plans on Snowflake, Databricks, AWS, GCP, and Azure.
- Lead discovery: run technical discovery with prospects, uncover the real problem, and qualify fit against our service lines.
- Deliver (Solution Delivery and Expansion)
- Own the architecture: set the technical direction for engagements you sell, and guide the delivery team through architecture decisions and the first critical phases.
- Stay hands-on: write and review production-grade code where it matters. You lead by shipping, not by managing from a distance.
- Own the architecture: set the technical direction for engagements you sell, and guide the delivery team through architecture decisions and the first critical phases.
- Deliver against a target: carry a delivery or utilization target. Your role blends selling with billable, hands-on contribution to client work.
- Land and expand: stay close to accounts you win, surface new opportunities, and grow engagements from an initial project into a lasting relationship.
- Protect quality: uphold BOD delivery standards: code review, testing, documentation, and clean handoff.
- Land and expand: stay close to accounts you win, surface new opportunities, and grow engagements from an initial project into a lasting relationship.
What You Bring
- Deep technical background: 8 to 12 years in data engineering, ML, cloud data platforms, or analytics, with real production experience. You have shipped systems, not just designed them.
- Sales and delivery experience: a track record in a seller-doer, pre-sales solution architect, or consulting delivery lead role. You have carried a number and delivered the work.
- Databricks expertise (required): hands-on, production depth on Databricks (Lakehouse, Delta Lake, Unity Catalog, MLflow, Spark) is required. Working knowledge of Snowflake and at least one cloud (AWS, GCP, or Azure), plus modern data tooling (dbt, Airflow, Python, SQL).
- Executive and technical fluency: you can lead a discovery call with a CTO and a whiteboard session with their engineers, and be credible in both rooms.
- Proposal and scoping ability: experience scoping engagements, writing proposals or SOWs, and presenting solutions that win.
- Builder mentality: you communicate clearly, own outcomes end to end, and thrive in ambiguous, client-facing situations.
Nice to Haves
- Consulting pedigree: consulting or agency background with client-embedded delivery.
- Cloud certifications: current certifications on Snowflake, Databricks, AWS, GCP, or Azure.
- AI/ML depth: experience taking GenAI or ML use cases from concept to production.
- Land-and-expand record: prior success growing a single project into a multi-workstream account.
- Vertical expertise: depth in one or more verticals such as fintech, healthcare, retail, or SaaS.
How Success Is Measured
This role carries a blended target. You are accountable for a sales quota tied to bookings and pipeline you help create and close, and for a delivery or utilization target tied to the billable, hands-on work you contribute to client engagements. Landing new logos and expanding existing accounts count on both sides of the ledger.
Why Blue Orange Digital
- Own the full arc: you shape the work, sell it, and see it through. No handing off to a team that inherits a promise you cannot keep.
- Builder-led culture: engineers lead here. You will not spend your days defending decisions to people who have never shipped.
- Real technology: direct, hands-on work across Snowflake, Databricks, AWS, GCP, and Azure with tier-one clients.
- Room to build: high talent density, real ownership, and the room to grow an account and your own practice.