Hexaware - Presales Solutions Architect

About the Role:

The Presales Solutions Architect will be responsible for driving the Digital Workplace (DW) and Infrastructure presales function, including technology evaluation, vendor management, market research, analyst interactions, solution design, pricing, and supporting sales teams in customer engagements.

Key Responsibilities:

- Conduct competition research to understand market offerings and competitive positioning. Identify trending technologies relevant to the Digital Workplace portfolio. Evaluate business cases for new technologies and prepare supporting documentation.

- Draft the Point of View (POV) for new technologies and obtain internal approvals for onboarding. Identify and evaluate potential vendors across multiple DW technologies. Shortlist vendors based on capability, relevance, and service quality.

- Lead pricing discussions and commercial negotiations with vendors. Coordinate with internal teams for legal onboarding and compliance. Participate in OEM webinars and seminars to strengthen product knowledge and stay updated on technology trends. Manage vendor relationships and track vendor technology funnels.

- Conduct detailed market research to assess the relevance, adoption, and maturity of current technologies. Perform need-gap analysis, trend analysis, and solution benchmarking. Identify industry challenges and map them to potential solution opportunities.

- Participate in industry analyst audits and represent the organizations DW capabilities. Respond to analyst queries and provide detailed inputs on DW effectiveness, scope, horizon, diversity, and versatility.

- Drive initiatives to improve competence scores and analyst recognitions. Draft and implement the Go-To-Market (GTM) strategy for Digital Workplace solutions. Conduct webinars, sessions, and in-person meetings to showcase capabilities.

- Prepare and deliver presentations, solution pitches, and value narratives to customers and internal stakeholders. Understand customer requirements and assess the scope and expectations. Identify the appropriate solutions, services, and technology components required to address customer needs.

- Draft scalable and cost-effective solution architectures. Prepare proposals, solution documentation, and pricing models. Present solutions to sales teams and customers, ensuring clarity and alignment. Participate in solution/bid defense activities along with sales and delivery stakeholders. Support commercial negotiations and value discussions.

Qualifications:

- Bachelors degree in Computer Science, Information Technology, Business Administration, or related fields. Masters degree or MBA preferred. Relevant technical certifications will be an added advantage.

- Overall experience of 8 to 10 years in the IT services industry. Minimum 5 years of experience in product management, presales, or similar roles. Proven track record in managing end-to-end solution lifecycle and presales activities.

- Experience in developing product or solution strategies and roadmaps. Skills & Competencies Strong understanding of the Digital Workplace portfolio, including: Frontline Services End User Compute (EUC) Unified Endpoint Management M365 Service Portfolio Experience Management Digital Transformation tools and technologies Strong understanding of software development principles and web technologies.

- Excellent analytical and problem-solving abilities with a structured approach. Ability to collaborate with cross-functional teams across engineering, delivery, sales, marketing, and customer success. Exceptional communication, proposal writing, presentation, and SOW creation skills.

- Familiarity with cloud platforms, SaaS models, and modern IT infrastructure. Ability to work in a fast-paced, dynamic environment with shifting priorities. Strong customer focus and the ability to identify and drive business opportunities.

- Willingness to travel as required. Demonstrated ability to lead initiatives and influence stakeholders. Strong project management skills with the ability to manage multiple priorities concurrently.