The Enterprise Solutions Architect at Microserve is a senior, clientāfacing technical authority responsible for driving successful business transformation across cloud, data, security, infrastructure, and modernization initiatives. The role combines handsāon architectural credibility with highālevel strategic advisory, presales leadership, and ownership of complex, multiāworkstream pursuits.
This is an explicitly opportunityā and quotaādriven role, managed with the same commercial accountability as a senior sales representative. The Enterprise Architect is revenueācarrying and serves as Microserveās most senior technical advisor on the deals where customers require the confidence, vision, and trust to commit to largeāscale initiatives.
This position does not include people management or direct reports. The Enterprise Architect operates through technical authority, architectural credibility, and executive influence - partnering closely with Account Executives to lead the architectureāled sales motion. They sell outcomes rather than components: shaping demand, qualifying and disqualifying opportunities, influencing buying strategy, and converting complex business and technology challenges into funded enterprise engagements - including assessments, roadmaps, governance models, and multiāyear transformation programs.
Compensation reflects this commercial accountability, with a 50:50 base salary and sales commission structure aligned to individual quota, deal influence, and strategic revenue contribution.
Key Areas of Accountability
Enterprise Discovery & Executive Engagement
- Lead executive-level discovery to understand business drivers, constraints, risk posture, and desired outcomes.
- Build trusted, executiveālevel relationships with senior client stakeholders (CIO, CTO, CISO, VP, Director) and guide multiāstakeholder buying committees.
- Frame problems, create urgency, and articulate outcome-based value propositions that convert to funded work.
- Guide clients through cloud, data, security, modernization, and AI strategies as Microserveās most senior technical advisor.
Architecture-Led Selling & Deal Shaping
- This role is particularly critical in midāmarket and privateāsector pursuits, where buying cycles are faster, deal confidence must be established early, and architectural clarity directly influences whether Microserve is shortlisted or selected
- Own enterprise-level opportunities from qualification through close; maintain pipeline hygiene and accurate forecasting.
- Partner with Account Executives as the primary strategic and technical seller on complex pursuits.
- Take the lead in opportunity shaping, solution architecture, technical discovery, and Statement of Work (SOW) development with practice leaders, Solutions Architects, and sales account executives.
- Shape deal scope, phasing, assumptions, and constraints to align outcomes, feasibility, and commercial structure.
- Sell packaged offerings (e.g., enterprise assessments, roadmaps, governance and operating models) and tailor them to customer context.
Cross-Portfolio Solution Architecture
- Own the end-to-end architecture for opportunities spanning multiple practices (e.g., EUC, cloud, datacenter, security, networking, AV, managed services, print and technical services).
- Architect enterpriseāscale solutions across cloud, AI, data platforms, application modernization, integration, infrastructure, networking, security, and intelligent edge.
- Assemble the solution by working directly with Services leaders, practice owners, delivery managers, and subject-matter experts as required. Architects or services leaders are engaged when domain depth is needed, not by default.
- Define solution intent, success criteria, and architectural guardrails so detailed design can be executed efficiently and consistently.
Strategic Roadmapping & Governance
- Define and drive enterpriseālevel technology roadmaps, lifecycle plans, and transformational initiatives for strategic clients across a wide and diverse portfolio.
- Establish and promote overarching architectural standards, reference models, and guiding principles for futureāstate architecture, business processes, and infrastructure.
- Ensure alignment between client business strategy and Microserveās recommended enterprise transformation activities.
- Act as an evangelist for a larger strategic vision - connecting business needs, technologies, processes, and information into a coherent enterprise direction.
Investment Strategy, M&A & Vendor Selection
- Develop and present comprehensive business cases for highāvalue initiatives to Cālevel executives for approval, funding, and prioritization.
- Lead complex technology due diligence and integration planning for client M&A and consolidation scenarios.
- Lead enterpriseālevel vendor and platform selection processes, providing strategic recommendations for major technology investments.
Delivery Feasibility, Risk & Governance
- Validate deliverability early by aligning proposed solutions to current delivery capability, operational maturity, and capacity.
- Identify and document architectural and delivery risks; drive mitigations and ensure trade-offs are explicit and defensible.
- Act as the escalation point for cross-domain conflicts and major design decisions impacting outcomes or risk posture.
Reusable Offerings & Market Enablement
- Develop reusable enterprise-level offerings, patterns, and narrative assets that increase win rate and reduce presales friction.
- Partner with Marketing and Services to create high-credibility positioning, executive briefing materials, and customer workshop assets.
- Maintain current knowledge of key platforms and partner strategies relevant to enterprise clients and outcome-based solutions.
Internal Collaboration & Influence (No Direct Reports)
- Influence outcomes through facilitation, credibility, and clear decision frameworks - without relying on formal authority.
- Coordinate across Sales, Services, and Delivery teams to ensure alignment on scope, commitments, and customer expectations.
- Mentor and uplift architectural thinking across senior technical staff through patterns, coaching, and deal reviews.
Qualifications
- Post secondary education in IT, Engineering, or related discipline, or equivalent experience.
- Demonstrated executive level communication and presentation skills; able to sell complex outcomes to senior stakeholders.
- Strong technical writing and diagramming skills for customer facing narratives and architecture artifacts.
Experience
- 10+ years in enterprise architecture, consulting, senior solutions engineering, or technical sales leadership roles.
- Proven success leading complex, multi stakeholder sales motions and carrying quota in a solution led environment (or equivalent commercial accountability).
- Experience designing multi domain, multi vendor solutions and translating strategy into deliverable programs.
- Track record of developing architectural standards, roadmaps, and enterprise reference models.
Technical & Commercial Skills
- Broad enterprise technology knowledge across cloud, AI and data platforms, application modernization, integration, datacenter, networking, identity, security, EUC, intelligent edge, and managed services.
- Strong deal shaping skills: qualification, discovery, narrative, tradeāoffs, risk framing, and value articulation.
- Ability to create repeatable offers and sales plays that scale beyond individual heroics.
- Deep ability to integrate business and technological vision - connecting business needs, technologies, processes, and information into a coherent direction.
