Deal Architect
Job Description
Role Summary
The Deal Architect is a senior strategic leader responsible for shaping, designing, and governing complex multi‑million–dollar technology and managed services deals. This role is central to orchestrating end‑to‑end solutioning across technical, commercial, delivery, and contractual components of large strategic pursuits. With 18+ years of experience, the Deal Architect acts as the linchpin between customers, sales, delivery, and domain specialists—ensuring that the final solution is winnable, deliverable, cost‑optimised, and aligned with the customer’s business outcomes.
Key Responsibilities
1. Deal & Solution Architecture Leadership
• Lead the architecture of complex, multi‑tower solutions covering cloud, data, digital engineering, service management, platforms, and application modernization.
• Translate high‑level business requirements into integrated technical, service, and commercial solution frameworks.
• Govern solution integrity across technology, delivery, transition, pricing, and contractual streams.
2. Strategic Pursuit Ownership
• Own and orchestrate end‑to‑end solution development for major RFPs, RFIs, and sole‑source pursuits.
• Gate the progression of opportunities by evaluating strategic fit, solution feasibility, delivery risk, and commercial viability.
• Drive and document win themes, value propositions, differentiators, and commercial levers.
3. Cross‑Functional Orchestration
• Coordinate with Solution Architects, Technical Directors, Domain Advisors, Finance, Legal, Delivery, and Commercial teams.
• Ensure all pursuit artefacts (SOWs, pricing sheets, TOM, SLAs/XLAs, transition plans) align to a cohesive solution.
• Facilitate solution workshops, customer discovery sessions, and deep‑dive technical/operational interviews.
4. Financial & Commercial Architecture
• Shape pricing models including T&M;, Fixed Price, Outcome‑based, or Managed Service constructs.
• Ensure commercial solutions reflect risk‑adjusted costing, transition/run budgets, and margin expectations.
• Challenge cost inputs, optimise delivery models (onshore/nearshore/offshore), and improve deal competitiveness.
5. Governance & Compliance
• Lead internal solution reviews, Red Team/Black Hat sessions, and CXO sign‑offs.
• Ensure alignment with enterprise frameworks, risk controls, security standards, and architectural governance.
• Validate compliance with customer‑mandated standards, due diligence requirements, and regulatory expectations.
6. Customer Engagement
• Act as a senior customer‑facing solution leader in orals, workshops, and commercial negotiations.
• Build executive‑level trust by articulating solution rationale, trade‑offs, delivery models, and roadmap visions.
7. Knowledge Leadership
• Mentor junior architects and presales contributors.
• Evolve solution patterns, playbooks, reusable assets, cost models, and value accelerators.
• Contribute to thought leadership and industry‑aligned solution frameworks.
Requirements
Department: Commercial - Sales & Account Mgmt.
Function: Information Technology
Experience Level: Mid-Senior Level