Senior Solutions Architect - Services Presales - Training & Adoption
Location: Washington
Posted on: June 23, 2025
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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