Principal Solution Architect - Pre-Sales

Join our dynamic team at Elastic as a Principal Solution Architect (Pre-Sales). In this pivotal role, you will leverage your technical expertise and industry knowledge to engage with potential clients, providing innovative solutions that align with their business needs. You will play a crucial role in the pre-sales process, collaborating closely with sales and product teams to drive successful engagements and outcomes.Your passion for technology and ability to communicate complex concepts in an easy-to-understand manner will be key to your success. You will be responsible for crafting tailored demonstrations, conducting technical presentations, and ensuring a seamless transition from prospect to customer.

Join Zip as an Enterprise Solutions EngineerAt Zip, we redefine enterprise procurement through our AI-driven platform, designed to empower both humans and intelligent agents. Our innovative approach streamlines procurement processes across teams, tools, and suppliers, enabling businesses to accelerate their innovation while optimizing resource allocation.Trusted by premier enterprises such as T-Mobile, OpenAI, AMD, Mars, and Dollar Tree, Zip has facilitated over $8 billion in savings and managed more than $500 billion in spend. Our team comprises industry leaders from renowned companies like Apple, Airbnb, and Meta, alongside former procurement executives from United Health, Sanofi, MGM Resorts, and NASA.With substantial backing from top-tier investors like Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has successfully raised $371 million, achieving a valuation of $2.2 billion. Our accolades include recognition from Forbes Fintech 50, Fast Company’s Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.Your RoleAs an Enterprise Solutions Engineer at Zip, you will serve as the key technical contact during the pre-sales process. Your mission is to advocate for Zip, guiding prospective clients to understand how our solutions can address their unique challenges and integrate seamlessly within their procurement and technology ecosystems. You will collaborate closely with account executives and sales managers to facilitate successful deal closures.In this role, you will act as a trusted advisor, instilling confidence in prospective customers that Zip can meet their needs. You'll also play a critical role in communicating customer requirements to our post-sales consultants, ensuring smooth implementation. As a subject matter expert, you will provide essential feedback to influence product development and enhance the effectiveness of our sales strategies.Embrace your innovative problem-solving skills to contribute to customer solution development and foster the growth of our pre-sales organization. Your insights will be vital as we continue to adapt and improve our sales methodologies.Your ResponsibilitiesSupport Zip’s sales initiatives by engaging in customer-facing discussions, conducting needs assessments, showcasing our solutions, addressing inquiries, and overcoming objections to demonstrate the value of choosing Zip.Take ownership of customer inquiries, including follow-up questions, demonstrations, RFx, and IT security questionnaires.

Join IFS Copperleaf, a leader in decision analytics software, as a Senior Solutions Consultant in the ANZ region. Our cutting-edge solutions empower some of the world’s largest enterprises to make informed strategic decisions.In this pivotal role, you will act as a trusted partner and technical advisor throughout the sales process. Collaborating closely with the sales team, prospective clients, and current customers, you will identify challenges and craft compelling solutions using our innovative platform. You will play a critical role in showcasing the transformative potential of our product suite to prospective clients across Australia and New Zealand.Your ability to engage in meaningful discussions with external stakeholders, including C-level executives, technical management, and architectural teams, will be essential in positioning IFS as the preferred partner for adopting and enabling Copperleaf solutions in key industry sectors.Our clientele typically comprises mid-to-large asset-intensive enterprises in sectors like Energy & Utilities, Water, Rail & Transportation, and more. As you gain industry knowledge, you will become a trusted advisor and technology ambassador, delivering complex solutions that meet our customers’ needs.In this customer-facing role, your responsibilities will include:Delivering impactful product demonstrations and executive briefings, both virtually and on-site.Designing comprehensive technology solutions tailored to enterprise needs.Providing technical leadership throughout the sales process.Engaging with the industry at various external events.Preferred candidates will have previous experience in pre-sales, consulting, or solution design with software platforms like SAP, Oracle, or IBM. Familiarity with technology solutions in the mentioned key industries will also be highly regarded.Willingness to travel approximately 30% of the time to meet clients across the ANZ region is required.

About UsHitachi Vantara is the trusted data foundation for the world's innovators. Our robust and high-performance data infrastructure allows customers—from financial institutions to entertainment venues—to harness data and achieve remarkable results.For instance, the Las Vegas Sphere is just one of many examples where we empower businesses to automate, optimize, and innovate, ultimately leaving their customers in awe. We are currently establishing the groundwork for our next growth phase and are seeking individuals who thrive in a diverse, global team and are enthusiastic about making a tangible impact with data. Role OverviewThe Services Sales Principal (SSP) is a dedicated sales and services expert responsible for delivering service-led complex IT solutions, including Managed Services and Professional Services for IT infrastructure. This direct sales role focuses on creating opportunities and collaborating with sales teams to lead, win, and provide value-added outcomes that integrate Hitachi Vantara's solutions and offerings.The SSP is tasked with identifying target accounts and spearheading proactive sales initiatives, as well as regional campaigns that align services and technological components essential to achieving client objectives. SSPs serve as the primary contact for clients and sales teams regarding intricate service sales.Key Responsibilities• Identify and secure sales opportunities while negotiating commercial terms.• Develop a robust pipeline of sales opportunities to ensure consistent bookings and revenue.• Analyze specific customer business challenges and transform them into a Hitachi Vantara vision and solution.• Recognize capability gaps in delivering transformational services and collaborate with partners to complete solutions.• Create competitive sales tools, including presentations, proposals, and white papers.• Act as a subject matter expert for Hitachi Vantara services, both externally and within the core sales and delivery teams.• Forecast and manage the sales pipeline using internal systems while keeping line management informed on pipeline status.• Leverage existing relationships with CIOs, CXOs, and business unit heads within targeted regions/accounts to build strong, trusted partnerships.• Develop targeted account plans to foster new business while ensuring ongoing account growth.• Collaborate with other Hitachi Vantara entities to create joint solutions.

Join our dynamic team at Cuscal Limited as a Solution Architect! In this pivotal role, you will design and implement innovative solutions that drive our business forward. You will collaborate with cross-functional teams to ensure our architecture aligns with business strategies and customer needs. This is an exciting opportunity to influence our technology landscape while growing your career in a supportive environment.

Join Version 1 as a Principal Oracle EPM Solution Architect in the APAC region, where you will lead innovative projects and collaborate with clients to enhance their enterprise performance management strategies. This is an exceptional opportunity to apply your expertise in Oracle EPM solutions and drive significant business outcomes.

Greetings!Join ServiceRocket, a leading tech-enabled services firm based in Palo Alto, California. Our mission is to be your most dependable partner in driving growth. At ServiceRocket, we prioritize the development of every Rocketeer and the trust of each customer.With over twenty years in the industry, we’re here to support you.Why You Should Choose ServiceRocket - Over 20 years of expertise in tech services with numerous partnerships among industry leaders.- Our diverse community of Rocketeers embraces our values, fostering collaboration and achieving a 4.7 rating on Glassdoor.- Our vibrant culture is inclusive and fun, promoting your professional development and personal wellness.- We are recognized for our innovative approach, impactful contributions, and exceptional customer support, having received the Atlassian Partner of the Year 2024–2025 award for Co-Selling Excellence.Explore our website to discover more and join our Rocketeer community.At ServiceRocket, we empower fast-growing software companies to create ecosystems that enhance their reach and maximize customer value. We are seeking an Associate Solutions Architect who is eager to launch their career at the crossroads of technology and business strategy.This entry-level role is designed to cultivate you into a strategic, trusted advisor. You will collaborate with senior architects and account teams to convert complex customer challenges into structured solutions that yield tangible business results.This position aims to develop essential skills for a proficient Solution Architect, including technical expertise, structured problem-solving, workshop facilitation, business acumen, and executive communication, while actively engaging in real customer projects.

About AMCS GroupAMCS Group is a pioneering global leader in sustainability-driven Software as a Service (SaaS) solutions, dedicated to empowering resource-intensive industries to expedite their transition towards a carbon-neutral future. With our headquarters located in Ireland, we proudly operate in 22 countries with a workforce exceeding 1,500 professionals. Supported by EQT, one of the world's largest private equity firms, our valuation places us among the foremost players within the sustainability technology sector, highlighting our leadership and rapid expansion.Our Performance Sustainability platform is trusted by over 5,000 clients worldwide to deliver tangible environmental and financial benefits. AMCS is recognized as the market leader in operational ERP solutions for sustainability.Why Join AMCS?At AMCS, we provide more than just jobs; we offer purpose-driven careers. You will be part of a dynamic, innovative company that is transforming how industries manage resources, minimize waste, and enhance operational efficiency. Our culture emphasizes connection — to our mission, our clients, and one another. We cultivate a collaborative, entrepreneurial environment where your ideas and contributions are valued.We are excited to announce a unique opportunity for a Senior Pre-Sales Consultant. We seek an experienced and motivated Pre-Sales Consultant to collaborate with Sales leads in developing product-driven solutions within this rapidly growing sector. This role will entail moderate travel.Key Responsibilities:Customer Engagement: Establish and nurture robust technical relationships with clients, including C-Suite executives, acting as a trusted advisor throughout the sales process.Solution Design: Collaborate with account executives and customers to identify their needs and address their specific business challenges by designing tailored solutions utilizing the AMCS product suite.Value Engineering: Partner with solution subject matter experts to create customer-specific value propositions and ROI insights for the proposed AMCS solutions.Solution Demonstrations: Lead the creation and delivery of engaging demonstrations and supporting narratives that effectively communicate the value of our offerings. Collaborate with account executives to ensure seamless presentations that enhance customer experience and showcase AMCS's strengths.RFP/RFQ Assistance: Support the response process for RFPs and RFQs by providing technical specifications, documentation, and solution proposals, ensuring accuracy and consistency across product responses.

Join KPMG Australia as a Salesforce Presales Solution Architect, where you will leverage your expertise in Salesforce to design and implement innovative solutions that meet our clients' needs. This full-time position offers an exciting opportunity to work alongside a talented team of professionals in a dynamic environment.

As a Solutions Architect at Vanta, you will play a vital role in designing and implementing innovative solutions that meet our clients' needs. You will work closely with cross-functional teams to ensure seamless integration of technology solutions and provide expert guidance throughout the project lifecycle. Your technical acumen and strategic thinking will empower organizations to enhance their security and compliance posture.

Join KPMG Australia as a Salesforce Solution Architect and leverage your expertise to design and implement innovative Salesforce solutions that drive business success. You will collaborate with cross-functional teams to analyze client requirements, develop technical specifications, and deliver scalable solutions that enhance business processes.

Starling Bank is the UK's pioneering digital bank, dedicated to transforming banking for our 4 million customers across the UK. With a workforce of over 3,000 professionals, we are committed to leveraging technology to help individuals manage their finances effectively.Introducing Engine by Starling - our innovative software-as-a-service (SaaS) platform, initially created to empower Starling Bank. Recently spun off as an independent entity, we aim to partner with ambitious banks globally, enabling them to build thriving businesses using our cutting-edge technology.Our SaaS platform empowers banks and financial institutions worldwide, providing access to digital features and streamlined back-office processes that have been instrumental in Starling's achievements.At Engine by Starling, we prioritize our technologists and foster a fast-paced, dynamic work environment focused on innovation, collaboration, and disruption in the fintech space. Our flat organizational structure encourages all team members to contribute ideas and drive decisions, ensuring a supportive culture where teamwork leads to success.To excel at Engine, we seek self-motivated individuals who take ownership of their projects, from design and development to knowledge sharing and process optimization. Our core values are: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.Hybrid WorkingWe embrace a hybrid working model, and we prefer candidates who are within a reasonable commuting distance from our Sydney CBD office for effective collaboration.About the RoleAs a Solution Architect, you will leverage your expertise in Engine's technology and architecture to articulate product features, identify client needs, and contribute to designing tailored solutions for clients.You will engage in both sales and project delivery phases, ensuring client success through collaboration with various teams within Engine including Technology, Delivery, Product, Client Success, and Business Development.

Join KPMG Australia as an SAP Solution Architect and lead innovative projects that shape the future of technology in the industry. You will be responsible for designing, implementing, and optimizing SAP solutions tailored to our clients' needs. Collaborate with a talented team of professionals and leverage cutting-edge tools to drive meaningful change.In this role, you will engage with stakeholders to understand their requirements, propose effective solutions, and ensure successful project delivery. Your expertise will not only enhance our clients' operations but also contribute to your professional growth in a dynamic and supportive environment.

As a seasoned Solutions Strategy Architect, you will steer the sales process by setting a confident tone and defining the strategic direction from the outset of the engagement. This role entails direct interaction with customers and providing strategic insights to the sales team. Collaborating closely with sales, subject matter experts, and product management, your goal is to effectively position our cutting-edge technology.Your prowess in articulating the value of our technology to both business and technical stakeholders is essential for ensuring optimal customer satisfaction at every phase of the engagement.Key Responsibilities:Technical Pre-Sales Support: Offer technical assistance throughout the sales cycle, emphasizing the early (prospecting and discovery) and late (negotiation/defense of the technical win) stages.Technical Discovery: Conduct technical discovery sessions to identify customer challenges and glean a thorough understanding of their desired outcomes through collaboration with stakeholders.Solution Validation: Incorporate brief demonstrations to validate the proposed solutions' trajectory.Value Proposition: Present the technical value proposition of CyberArk’s machine identity solutions at an executive level, clearly illustrating how they address specific customer issues and bridge the gap between current and future states.Influence Solutions Engineering Activities: Provide key insights that guide subsequent solutions engineering activities, including comprehensive demos, deep-dive presentations, proof-of-value (POV), and proof-of-concept (POC) engagements.Content Creation: Generate high-quality, tailored technical content, including detailed solution diagrams and presentations that effectively communicate the value and functionality of CyberArk’s machine solutions.Feedback Communication: Convey customer feature requests, requirements, issues, and overall market feedback to the product and solutions teams.Evangelism: Assist CyberArk’s evangelism initiatives through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.Product Mastery: Sustain an in-depth understanding of CyberArk’s machine identity offerings and strive to fully comprehend common customer technology stacks, challenges, and competitive solutions.#LI-HYBRID#LI-ZL1

Future Secure AI develops advanced AI Co‑Workers that automate essential operational tasks for enterprise clients. The company emphasizes secure, scalable, and production-ready platforms. Team members are encouraged to think boldly, uphold high standards, and stay curious. Leadership is both experienced and approachable, fostering a supportive environment where professional growth is valued. Guided by BRAVER values, the team collaborates across industries to address real-world problems with innovative technology and disciplined design. Role overview The Solutions Architect, based in Sydney, will design and guide technical solutions for AI Co‑Workers in complex enterprise and platform settings. This hands-on position focuses on translating business needs into cloud-native, AI-powered systems that are scalable and secure. What you will do Define solution architectures that connect client business objectives to scalable technical designs. Design and oversee Kubernetes-based systems supporting AI and application workloads. Lead solution design across cloud infrastructure, application services, data flows, and integrations. Work directly with public cloud services to deliver deployable, production-ready solutions. Collaborate with engineers, AI developers, and platform teams to ensure architectural alignment. Facilitate architecture workshops and design sessions with internal teams and client stakeholders. Ensure solutions follow SDLC best practices throughout design, build, testing, deployment, and operations. Design application and system architectures covering APIs, services, and multi-component systems. Contribute to platform engineering initiatives that help teams efficiently build and manage AI Co‑Workers. Balance technical excellence with practical considerations such as cost, scalability, security, and delivery speed. Location This role is based in Sydney.

Join First Circle, a rapidly expanding and profitable credit-led SME NeoBank based in the Philippines, backed by the World Bank Group (IFC). Our innovative services, including Business Credit Lines and Business Bank Accounts, empower thousands of SMEs to thrive and manage their operations effectively. With an exciting product pipeline featuring SME Corporate Cards, Payroll, Invoices, and Solar Financing, we are revolutionizing the SME NeoBank sector through cutting-edge software, financial offerings, and exceptional risk management strategies.Our vision is to establish Southeast Asia's premier SME NeoBank and achieve $1 billion in revenue by 2030.At First Circle, we cultivate a culture that emphasizes building, problem-solving, ownership, and growth. Our collaborative environment fosters open communication, enabling rapid decision-making and minimizing office politics. Our team is continuously evolving, essential for a business experiencing over 100% annual growth.The OpportunityThis role transcends traditional product management; it merges technical risk management with systems design and engineering. You will tackle challenging and intricate risk issues by breaking them down into their components, crafting comprehensive system-level solutions, and collaborating closely with our engineering team to bring them to fruition.If you excel in bridging analytical thinking with practical execution, and if your problem-solving approach involves creating architectural diagrams and understanding system interactions, this position is tailor-made for you.As a key player in First Circle's risk infrastructure, you will report directly to the Co-Founder & Chief Investment Officer, significantly influencing the quality of our loan portfolio, the integrity of our financial products, and our capacity for safe and rapid scaling.

About SecurityScorecard: As the premier authority in cybersecurity ratings, SecurityScorecard evaluates over 12 million companies across 64 countries. Established in 2013 by esteemed security and risk professionals Dr. Alex Yampolskiy and Sam Kassoumeh, our innovative rating technology is utilized by more than 25,000 organizations for self-assessment, third-party risk management, board reporting, and cyber insurance underwriting. We empower organizations to bolster their resilience by simplifying the identification and remediation of cybersecurity vulnerabilities within their digital landscapes. Located in New York City, our workplace culture has garnered accolades such as being recognized as a "Best Workplace" by Inc Magazine, and one of the "Best Places to Work in NYC" by Crain’s NY. Additionally, SecurityScorecard has been listed among Fast Company’s annual compilation of the World’s Most Innovative Companies for 2023 and was honored in the Achievers 50 Most Engaged Workplaces in 2023, celebrating our commitment to exceptional employee engagement. We are backed by leading investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, and Riverwood Capital. About the Team: Our Solutions Architect team acts as trusted advisors and business partners to both internal teams and potential clients, offering profound insights into the market and our solutions. We are driven by intellectual curiosity and take pride in delivering impactful solutions to our customers, fueled by our passion for cybersecurity. As a Solutions Architect, you will collaborate closely with the Field Sales and Channel Team in the ANZ region throughout the entire sales lifecycle, crafting solutions tailored to meet specific customer security requirements. A key aspect of this role involves articulating the value proposition of SecurityScorecard’s platform and suite of solutions while effectively positioning us against competitors. You will also work cross-functionally, providing crucial customer feedback to the product teams to shape our roadmap. Your role will include delivering essential technical enablement to our SecurityScorecard Channel partners, ensuring they remain informed about new product enhancements and developments.

Join KPMG Australia as an AI Solution Architect in our Advisory team, where you will leverage cutting-edge technology and innovative solutions to drive business transformation. In this pivotal role, you'll collaborate with clients to understand their needs, architect AI solutions that meet those needs, and guide implementation efforts. Your expertise will help organizations harness the power of AI to enhance their operations and achieve strategic objectives.

Why Join Heidi Health? Enjoy an additional paid day off to celebrate your birthday and wellness days. Benefit from a personal development budget of $500 per year to enhance your skills. Collaborate with talented engineers and creatives in a diverse, dynamic environment. Seize the unique opportunity to make a global impact as part of one of Australia's leading healthtech startups. Accelerate your career in a startup environment where your contributions are recognized and rewarded! Join us in reimagining primary care and transforming healthcare in Australia and beyond.About Your RoleWhat You’ll DoArchitect and develop backend services that drive LLM-based agents and clinical automation tools.Design secure and scalable APIs & data models that are observable and easily extendable by other teams.Optimize performance and manage costs by profiling hot paths, tuning databases, and right-sizing cloud resources.Automate quality assurance: create unit and integration tests, develop alerts, and manage on-call runbooks to ensure clinicians can trust every interaction.Collaborate with product, AI, and front-end engineers to rapidly deliver new capabilities from concept to production.What We’re Looking ForStrong foundation in software engineering; proficiency in Python is essential, but versatility across technologies is a must.Demonstrable experience in designing APIs (REST or GraphQL) and event-driven architectures (Kafka, Pub/Sub, etc.).A coding and architectural mindset—practical experience in test-driven development (TDD), AI coding, and microservices architecture.Expertise in databases—schema design, query optimization, and scaling for both relational and NoSQL systems.Proficiency in cloud platforms (GCP or AWS): containers, CI/CD, infrastructure as code, and security practices.History of designing and operating distributed systems with high reliability and scalability.Commitment to rigorous testing, code review, and documentation practices.

Join our dynamic Solutions team in Sydney and seize the opportunity to shape our partner strategy for larger customers! As a Partner Solutions Architect, you will play a pivotal role in enhancing our partnerships and driving success.Key Responsibilities:Engage in the partner acquisition process by showcasing how HubSpot caters to larger clientele. Deliver customized demos, validate technical capabilities, position competitively, and offer initial solution guidance for prospective partners.Lead the technical onboarding of new upmarket partners. Provide in-depth technical training, helping partners master HubSpot's positioning, advanced use cases, and competitive strategies against other platforms.Offer continuous technical enablement for new and existing partners. This includes solution assessments, integration guidance, advanced use cases, AI transformation support, and practice development.Evaluate and validate partner solutions for preliminary deals, ensuring they adhere to HubSpot's best practices, thereby optimizing their chances for success in upmarket opportunities.Co-deliver the initial implementations for new partners. Review technical designs, provide hands-on assistance, and empower partners to independently manage complex use cases.Act as the technical liaison between partners and HubSpot, ensuring product and technical feedback is communicated effectively to Product, Engineering, and Sales teams.Collaborate with regional Solutions and Partner leadership to guarantee a cohesive partner strategy encompassing acquisition, onboarding, and ongoing support.