Lead pre-sales solutioning for Cloud Engineering, Migration & Modernization, and Managed Services. Partner with Sales, Delivery, and Practice leadership to qualify opportunities, architect hybrid/multi-cloud solutions, build credible estimates and proposals, and ensure clean handover to delivery via strong governance, risk controls, and commercial clarity.
Position Details

• Scope: Cloud Transformation (Migration & Modernization) + Managed Services
• Ecosystem: Hybrid / Public / Multi-Cloud (AWS, Azure, IBM, GCP, OCI) + Private Cloud
• Experience: 14+ years total; 8–10+ years in pre-sales solutioning / cloud architecture for M&M and/or managed services

• Run discovery and workshops; capture business outcomes, current state, NFRs, constraints, and success criteria.
• Define target architecture, delivery approach, timeline, resourcing, assumptions/exclusions, dependencies, and risk plan.
• Own estimation and proposal/SOW technical sections; support client presentations up to CXO level.
• Drive bid governance and go/no-go with clear scope boundaries, quality gates, and handover checklist.

• Create reference architectures (landing zone, IAM, network segmentation, security controls, governance guardrails).
• Select fit-for-purpose patterns/services for compute, containers/serverless, data, integration, observability, resilience, DR/BCP.
• Set standards for IaC, CI/CD, environment strategy, release governance, and SRE/operations practices.
• Ensure security/compliance alignment (encryption, keys, logging/audit, least privilege).

• Define strategy using the 6R approach; recommend waves based on app/data assessment and dependencies.
• Build wave plan, cutover/rollback, test strategy, and data migration approach; define modernization roadmap (apps/MW/DB).
• Promote accelerators for discovery, assessment, migration execution/validation, and operational readiness.

• Define operating model (L1/L2/L3, on-call, incident/problem/change, service requests, release governance).
• Define observability & reliability (SLO/SLI, monitoring/alerting/logs/traces, capacity, DR/BCP, hypercare → steady state).
• Produce MS artifacts: service catalog, SLA/OLA, RACI, runbooks, KB approach, continuous improvement cadence.

• Create WBS-based estimates and pricing inputs (T&M/fixed/outcome/MS) with explicit assumptions and exclusions.
• Build cost models (cloud consumption, licensing, tools, support costs) and optimization levers (FinOps).
• Maintain risk register and dependency log; enforce sign-offs and scope/change control fundamentals.

• Use Amazon Bedrock & SageMaker AI, and Azure OpenAI (Foundry Models) + Azure Machine Learning to speed discovery, rationalization, and migration wave planning using governed enterprise data.
• Apply AIOps practices via Amazon DevOps Guru/CloudWatch and Azure Monitor (App Insights/Log Analytics) to improve anomaly detection, RCA speed, and SLA/SLO reliability outcomes in MS solutioning.
• Use Azure AI Search and Bedrock Knowledge Bases to securely ground proposals, runbooks, and solution artifacts on private enterprise content (RAG/agentic retrieval).

• Partner with Sales/Accounts/Delivery/Partners to shape pipeline, build joint offerings, and align partner programs.
• Coach pre-sales engineers/architects; build reusable templates, reference architectures, and accelerators.
• Contribute to practice growth via case studies, IP, and internal enablement.

• Architecture deck + target state diagrams; discovery pack (requirements, NFRs, assumptions, constraints).
• Migration factory approach + wave plan; modernization roadmap; cutover/testing strategy.
• Managed services pack: service catalog, SLA/OLA, RACI, runbooks, monitoring strategy, transition plan.
• Estimate/WBS/resourcing/timeline; proposal/SOW technical sections; risk register & dependency log.

• Win-rate on qualified opportunities; pipeline conversion and deal velocity.
• Estimate accuracy; reduced scope creep via assumptions/NFR coverage and governance.
• MS attach rate / annual TCV influence; transition-to-ops readiness and handover quality.
• Reuse of standard assets and accelerators; customer satisfaction during solutioning/handover.

• Hybrid/multi-cloud architecture across AWS/Azure plus one of IBM/GCP/OCI; strong security/network/IAM/governance knowledge.
• Migration & modernization program design (assessment, wave planning, execution strategy, cutover).
• Managed services design (ITIL processes, SLA/OLA, RACI, ITSM operations, transition-to-ops).
• Strong estimation/proposal skills; confident client communication and executive presentation.

• Good-to-have: Landing zones (AWS Control Tower, Azure Landing Zones), DevOps/platform engineering, Kubernetes, FinOps.
• Tools: Terraform/CloudFormation/ARM/Bicep; Azure DevOps/GitHub/GitLab/Jenkins; Prometheus/Grafana/ELK/APM; ServiceNow/JSM.
• Certifications: AWS SA (Assoc/Pro), Azure Solutions Architect Expert; plus GCP/OCI/IBM as applicable; ITIL; CKA/CKAD (optional).