Senior Solutions Architect - Services Presales - Training & Adoption

Location: Washington
Posted on: June 23, 2025

Job Description:

We are seeking a dynamic Sr. Presales Solutions Architect to support our Training & Adoption team. This role is pivotal in helping enterprise clients understand and embrace our Adoption and Change Management (ACM) offerings that drive successful end-user adoption, behavioral change, and business transformation. As a client-facing architect, you will partner with sales, solutions, and delivery teams to articulate value, develop tailored enablement strategies, and position training and ACM services as key success factors in cloud, infrastructure, and digital workplace programs. This position is a remote position with Home Office setup as determined by SHI management. About Us Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy: • Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. • Continuous professional growth and leadership opportunities. • Health, wellness, and financial benefits to offer peace of mind to you and your family. • World-class facilities and the technology you need to thrive – in our offices or yours. Responsibilities Include, but not limited to: • Presales Engagement • Collaborate with sales and technical teams to understand client requirements, goals, and pain points • Lead client discovery sessions to understand business goals, readiness, and culture to inform tailored ACM strategies. • Drive revenue growth within the professional services team by identifying new opportunities and optimizing service offerings • Solution Development • Develop and present compelling proposals, solution designs, and roadmaps that demonstrate the value of training, communications, and change leadership. • Lead the development of SOWs, working closely with cross-functional teams to ensure alignment with client needs and business objectives • Serve as a subject matter expert in Adoption and Change Management (ACM) and End-User Enablement during the presales cycle. • Craft personas, use cases, and adoption journeys that resonate with diverse audiences • Client Relationship Management • Function as a trusted advisor for clients, building strong relationships with stakeholders and decision-makers • Address client concerns and objections during the presales cycle • Collaboration and Knowledge Sharing • Collaborate with internal teams to scope ACM workstreams that complement technical deployments (e.g., Cloud & Infrastructure, Data & AI, & Microsoft 365,). • Partner with internal technical and delivery teams to ensure consistent solution development and smooth handoff of signed projects • Engage with SHI sales teams, including front line sellers and customer success managers, to ensure a unified approach to service delivery and client engagement • Work with product and marketing teams to stay informed about the latest technology features and updates. • Mentor and support sales teams in understanding the value of ACM services. • Provide thought leadership and guidance to clients and SHI teams on ACM best practices, trends, and innovations Qualifications • Completed Bachelor’s, Technical degree or related work experience in Computer Engineering or a related field • Minimum 5 years of practical experience with increasing responsibility • Minimum 5 years’ experience designing implementing and integrating ACM solutions • Minimum 5 years’ experience working with and migrating technology solutions with ACM strategies • Experience with Prosci or other management methodologies is highly desirable • Proven ability to translate business challenges into actionable ACM solutions Required Skills • Proven experience in a similar role, with a focus on services solution development and revenue growth in Professional Services • Strong leadership skills and the ability to work effectively with cross-functional teams • Excellent presentation and communication skills, with the ability to articulate technical solutions to engage stakeholders at all levels • Strong understanding of migration methodologies for Cloud, Infrastructure, and M365 • Experience in enterprise-scale migrations and hybrid environments • Ability to analyze customer requirements and design solutions that meet their business objectives and budget constraints with a consultative approach. • Experience in developing SOWs and driving revenue growth in professional services. • Proficiency in creating technical documentation, proposals, and architecture diagrams. Certifications Required • Microsoft Service Adoption Specialist Certification (Preferred) • Prosci Change Management Certification (Preferred) Unique Requirements • Travel to internal meetings as needed, up to 10% Additional Information • The estimated annual pay range for this position is $160,000 - $220,000 which includes a base salary and bonuses. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. • Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Keywords: , Arlington , Senior Solutions Architect - Services Presales - Training & Adoption, IT / Software / Systems , Washington, Virginia