Role Summary
The Deal Architect is a senior strategic leader responsible for shaping, designing, and governing complex multi鈥憁illion鈥揹ollar technology and managed services deals. This role is central to orchestrating end鈥憈o鈥慹nd solutioning across technical, commercial, delivery, and contractual components of large strategic pursuits. With 18+ years of experience, the Deal Architect acts as the linchpin between customers, sales, delivery, and domain specialists鈥攅nsuring that the final solution is winnable, deliverable, cost鈥憃ptimised, and aligned with the customer鈥檚 business outcomes.
Key Responsibilities
1. Deal & Solution Architecture Leadership
- Lead the architecture of complex, multi鈥憈ower solutions covering cloud, data, digital engineering, service management, platforms, and application modernization.
- Translate high鈥憀evel business requirements into integrated technical, service, and commercial solution frameworks.
- Govern solution integrity across technology, delivery, transition, pricing, and contractual streams.
2. Strategic Pursuit Ownership
- Own and orchestrate end鈥憈o鈥慹nd solution development for major RFPs, RFIs, and sole鈥憇ource pursuits.
- Gate the progression of opportunities by evaluating strategic fit, solution feasibility, delivery risk, and commercial viability.
- Drive and document win themes, value propositions, differentiators, and commercial levers.
3. Cross鈥慒unctional Orchestration
- Coordinate with Solution Architects, Technical Directors, Domain Advisors, Finance, Legal, Delivery, and Commercial teams.
- Ensure all pursuit artefacts (SOWs, pricing sheets, TOM, SLAs/XLAs, transition plans) align to a cohesive solution.
- Facilitate solution workshops, customer discovery sessions, and deep鈥慸ive technical/operational interviews.
4. Financial & Commercial Architecture
- Shape pricing models including T&M, Fixed Price, Outcome鈥慴ased, or Managed Service constructs.
- Ensure commercial solutions reflect risk鈥慳djusted costing, transition/run budgets, and margin expectations.
- Challenge cost inputs, optimise delivery models (onshore/nearshore/offshore), and improve deal competitiveness.
5. Governance & Compliance
- Lead internal solution reviews, Red Team/Black Hat sessions, and CXO sign鈥憃ffs.
- Ensure alignment with enterprise frameworks, risk controls, security standards, and architectural governance.
- Validate compliance with customer鈥憁andated standards, due diligence requirements, and regulatory expectations.
6. Customer Engagement
- Act as a senior customer鈥慺acing solution leader in orals, workshops, and commercial negotiations.
- Build executive鈥憀evel trust by articulating solution rationale, trade鈥憃ffs, delivery models, and roadmap visions.
7. Knowledge Leadership
- Mentor junior architects and presales contributors.
- Evolve solution patterns, playbooks, reusable assets, cost models, and value accelerators.
- Contribute to thought leadership and industry鈥慳ligned solution frameworks.