Senior Solutions Architect (Presales)

Job Purpose: The Senior Solutions Architect is a techno-commercial architect accountable for winning and shaping Bespin Global's cloud and managed services opportunities across UAE enterprise and government accounts. Working in partnership with Account Managers, the role owns the technical win end to end, from early qualification and discovery through solution design, pricing and negotiation to signed contract and a clean handover to Service Delivery. Combining deep architecture expertise across Azure, AWS and hybrid environments (spanning infrastructure, app modernization, data and AI, security and managed services) with strong commercial acumen, the role translates customer business priorities into secure, compliant and cost-optimised solutions with a clear business case. Acting as a trusted advisor to C-level and IT stakeholders, the Senior Solutions Architect aligns solutions with the UAE digital government agenda and data-residency requirements, uses vendor programs and funding to make deals faster and more competitive, and builds the reusable assets and solution patterns that raise the capability of the wider pre-sales team. Job Accountabilities: Deal Shaping & Closure: Own the technical win and co-own deal closure with Account Managers, from qualification through to signed contract. Qualify opportunities and shape deal strategy, including win themes, competitive positioning and solution differentiation. Build commercial models (pricing, BoQ, effort estimation, cloud consumption and TCO/ROI business cases) that balance customer value with target margins. Lead technical and commercial negotiations, handle objections and support contract, SOW and scope finalisation. Structure and leverage vendor funding and incentive programs (e.g. Microsoft/AWS investment funds, migration and PoC funding) to accelerate deal closure. Maintain accurate pipeline and forecast hygiene in CRM for owned opportunities. Solution Architecture: Analyse customer business, functional, technical and security requirements and design robust, scalable, secure and cost-optimised cloud and hybrid solutions. Develop technical architecture, high-level designs, scope of work and delivery approach for cloud, app modernization, data/AI and managed services opportunities. Lead discovery workshops, architecture assessments, solution demonstrations and Proofs of Concept that validate value for business and IT stakeholders. Ensure seamless handover of won deals to Service Delivery with clear scope, assumptions and risks. Proposal & Bids: Lead the technical response to RFPs/RFIs and government tenders, scripting compelling, compliant and commercially viable proposals. Clearly present complex ideas and solutions to executive audiences, translating architecture into business outcomes. Account Planning & Growth: Manage strategic enterprise and government accounts and build relationships with key decision makers to secure large-scale deals and long-term partnerships. Maintain the customer technology heatmap and account plans with the sales team to identify cross-sell and upsell opportunities. Provide regular reports on account performance, pipeline and areas for improvement. UAE Market & Compliance: Apply knowledge of the UAE market, digital government agenda and key industry sectors to position relevant solutions. Design solutions aligned with UAE regulatory and data-residency requirements (e.g. UAE IA/NESA, DESC, ADHICS, TDRA and sector regulators) and local sovereign/in-country cloud options. Business Enablement & Partnerships: Develop technical and sales materials and educate customers on the value of the Bespin Global proposition. Deliver webinars and represent Bespin at industry events on emerging cloud and AI technologies. Participate in Rhythm of Business motions and joint planning with strategic vendors (Microsoft, AWS) along with alliance and account managers. Stay up to date with industry trends and competitor offerings to position the company's solutions effectively. Job Specifications: Education: Bachelor’s degree in Computer Science, Computer Engineering, Cyber Security, Computer Information Systems or any related field. Master’s degree is an advantage. Experience: 10+ years in IT, with at least 6+ years in pre-sales, solution architecture or technical consulting roles at a cloud provider, systems integrator or managed services provider. Proven track record of shaping and closing large, complex enterprise and government deals in the UAE/GCC. Demonstrated experience leading RFP/tender responses, pricing models and commercial negotiations. Professional Certification: Azure Solutions Architect – Expert, AWS Solutions Architect – Professional or GCP Professional Cloud Architect (at least one certification is mandatory). Additional certifications in security, data/AI, FinOps or TOGAF are an advantage. Knowledge: App Modernization, Cloud Infrastructure, migration and hybrid architectures. Microsoft cloud ecosystem (Azure, Microsoft 365, security, data and AI) and multi-cloud landscape. Cloud economics, licensing models, TCO/ROI and vendor partner/funding programs. UAE market, government digital agenda and regulatory/data-residency frameworks. Location & Language: Based in the UAE (Abu Dhabi), with willingness to travel domestically and internationally. Fluency in English (mandatory); Arabic speaking is good to have. Code of Conduct: At Bespin, we are committed to excellence in all that we do, continually seeking opportunities for improvement and innovation. We prioritize fostering a positive and collaborative atmosphere where teamwork thrives, and we expect all our employees to embrace this commitment as well. Key Expectations Strive for operational excellence and process automation Promote collaboration, transparency, and accountability in delivery Uphold security, compliance, and quality as non-negotiable principles Be a role model in driving modern engineering practices Live the Bespin values and create a vibrant workplace culture Show more Show less