Senior GTM Solution Architect - Microsoft
21 hours ago
Lexington
Job Description Perficient is seeking a senior, commercially minded Senior GTM Architect to shape and productize Perficient's most complex, high-value technical solutions at the Director level, within our Solution Shaping career family. This individual will own the full pre-sales technical cycle for strategic pursuits, discovery, solution design, architecture reviews, and proof-of-concept, while carrying a personal sales goal and remaining lightly billable on the deals they personally shape. The ideal candidate is a senior practitioner who has personally led and delivered the types of solutions they now shape: someone with the hands-on history to design with authority, the business acumen to model total cost of ownership, and the market presence to build Perficient's position with partners and clients at a strategic level. Perficient's Solution Shaping practice. A career family within Service Delivery — alongside Business Consulting, Technical Consulting, and Delivery Leadership — built to bridge pre-sales technical and business strategy with go-to-market execution across Perficient's partner ecosystem, including Google Cloud, Microsoft (Azure), AWS, Databricks and/or Salesforce. Responsibilities Solution Design & Productization: • Lead the full pre-sales technical cycle for complex, high-value pursuits: discovery sessions, solution design workshops, architecture reviews, executive presentations, and proof-of-concept engagements, • Translate client business problems into scoped, deliverable solutions, with staffing plans, solution estimates, and project assumptions that delivery can execute against without rework, • Lead TCO and business case modeling at a Director level, able to frame the total cost and risk picture of a solution for a CFO or board-level audience, not just a technical one, • Productize what works: identify offerings that can be packaged, priced, and scaled across multiple clients and verticals; develop the accelerators, reference architectures, and pricing models that make repeatability possible Pre-Sales Leadership & Revenue Accountability: • Own a personal sales target, co-selling alongside field sellers and remaining accountable for the deals you shape closing, not just for the quality of the proposal, • Carry and manage your sales pipeline with the same discipline a senior seller would: accurate forecasting, stage hygiene, and clear visibility into where deals stand and what they need to close, • Produce RFP responses, SOW scoping, and solution documentation to a standard that both wins the deal and protects Perficient in delivery, with explicit assumptions, bounded scope, and named risks, • Remain lightly billable (4–12 hours per week) on deals you personally shaped, ensuring delivery fidelity to the solution as sold and preserving win-to-delivery credibility, a bounded commitment, not general bench capacity AI-First Innovation & Solution Growth: • Leverage AI tools across the pre-sales workflow to accelerate discovery synthesis, proposal generation, architecture documentation, and estimation without compromising the technical credibility that makes this role valuable Partner Relationships & Thought Leadership: • Build and maintain strategic relationships with partner sales, engineering, and product teams, serving as Perficient's face in partner conversations that influence deal routing, co-sell priority, and joint GTM planning, • Act as a thought leader internally and externally, evangelizing capability areas at industry events, in client sessions, and in partner forums, • Stay current on the partner ecosystem, market pricing, and competitive positioning in your capability areas, briefing leadership rather than being briefed by them, • Partner with Service Line and GTM leadership on which offerings to invest in, which to sunset, and where Perficient has a credible right to win Practice Development & Mentorship: • Mentor L1 and L2 architects on solution design craft, partner ecosystem navigation, and the commercial discipline required to carry a revenue goal, • Build practice IP that outlasts individual engagements: solution playbooks, discovery frameworks, estimation models, and PoC templates the broader team can use and iterate on, • Hold L1 and L2 architects to the same commercial and documentation standards; quality of pre-sales output across the team reflects on this role's leadership Delivery Fidelity & Governance: • Ensure fluid transition from pre-sales to delivery; provide architectural guidance through the engagement lifecycle and remain accountable if the solution as delivered diverges from the solution as sold, • Operate within Perficient's billability model with precision; the 4–12 hour weekly commitment on shaped deals is tracked and reported, not a flexible buffer or workaround for general delivery demand Qualifications • 10–15+ years of professional experience in cloud, data, enterprise architecture, or a closely adjacent technical discipline, with meaningful time in a professional services or consulting environment, • Proven pre-sales track record: discovery sessions led, architectures documented, SOWs scoped, deals closed, and a sales goal carried, not just contributed to, • Hands-on production delivery history in the capability areas you will represent, verified, not self-assessed, • Experience in solution estimation, staffing plan development, and assumption documentation that delivery teams can execute against, • TCO and business case modeling experience at a level appropriate for CFO or board-level audiences, • Active practitioner-level knowledge of AI tools and how to apply them to accelerate pre-sales workflows without compromising technical credibility, • 3+ years of partner-aligned pre-sales experience (Google Cloud, Microsoft, AWS, Salesforce, or equivalent hyperscaler or platform ecosystem) preferred, • At least one production-level agentic AI or Generative AI deployment, PoC-to-production, not PoC-only, preferred, • Experience developing practice IP: reference architectures, solution playbooks, estimation frameworks, or productized offerings preferred, • Industry vertical depth in one or more of: Healthcare, Life Sciences, Financial Services, Retail, Automotive & Manufacturing preferred, • Relevant partner certifications at the Professional or Specialty level (e.g., Google Professional Cloud Architect, AWS Solutions Architect Professional, Microsoft Azure Solutions Architect Expert) preferred, • Prior experience mentoring junior architects in a pre-sales or solution design context preferred, • Possesses a strong understanding of AI capabilities, limitations, and ethical considerations., • Qualified applicants will reside near one of Perficient's offices, • Demonstrated flexibility to travel as needed to support partner, client, and business priorities Perficient full-time employees receive complete and competitive benefits. We offer a collaborative work environment, competitive compensation, generous work/life opportunities and an outstanding benefits package that includes paid time off plus holidays. In addition, all colleagues are eligible for a number of rewards and recognition programs including billable bonus opportunities. Encouraging a healthy work/life balance and providing our colleagues great benefits are just part of what makes Perficient a great place to work. Who We Are Perficient is a leading global digital consultancy. We imagine, create, engineer, and run digital transformation solutions that help our clients exceed customers’ expectations, outpace competition, and grow their business. With unparalleled strategy, creative, and technology capabilities, our colleagues bring big thinking and innovative ideas, along with a practical approach to help our clients – the world’s largest enterprises and biggest brands succeed. What We Believe At Perficient, we promise to challenge, champion, and celebrate our people. You will experience a unique and collaborative culture that values every voice. Join our team, and you’ll become part of something truly special. We believe in developing a workforce that is as diverse and inclusive as the clients we work with. We’re committed to actively listening, learning, and acting to further advance our organization, our communities, and our future leaders… and we’re not done yet. Perficient, Inc. proudly provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a protected veteran in accordance with applicable federal, state and local laws. Perficient, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Perficient, Inc. expressly prohibits any form of unlawful employee harassment based on race, color, religion, gender, sexual orientation, national origin, age, genetic information, disability, or covered veterans. Improper interference with the ability of Perficient, Inc. employees to perform their expected job duties is absolutely not tolerated. Disability Accommodations: Perficient is committed to providing a barrier-free employment process with reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or accommodation due to a disability, please contact us. Applications will be accepted until the position is filled or the posting is removed. The salary range for this position takes into consideration a variety of factors, including but not limited to skill sets, level of experience, applicable office location, training, licensure and certifications, and other business and organizational needs. The new hire salary range displays the minimum and maximum salary targets for this position across all US locations, and the range has not been adjusted for any specific state differentials. It is not typical for a candidate to be hired at or near the top of the range for their role, and compensation decisions are dependent on the unique facts and circumstances regarding each candidate. A reasonable estimate of the current base salary range for this position is $168,000 to $231,000. Please note that the salary range posted reflects the base salary only and does not include benefits or any potential equity or variable bonus programs. Information regarding the benefits available for this position are in this page benefits overview Disclaimer: The above statements are not intended to be a complete statement of job content, rather to act as a guide to the essential functions performed by the employee assigned to this classification. Management retains the discretion to add or change the duties of the position at any time. LI#-AL1 LI#-TF1 #SolutionArchitech #MicroSoft About Us Perficient is the global AI and technology consulting firm disrupting the traditional consulting model. Powered by our 7,000+ advisors, engineers, and designers, Perficient implements AI-first solutions that break conventions and deliver outcomes that matter. Proudly serving clients that represent the world’s most innovative brands, and in collaboration with our powerful technology partner ecosystem, we bring deep industry expertise and data-driven design to redefine how businesses run and succeed. Perficient is different. For real. Learn . Select work authorization questions to ask when applicants apply 1. Are you legally authorized to work in the United States?, 2. Will you now, or in the future, require sponsorship for employment visa status (e.g. H-1B visa status)?
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