Responsibilities

• Lead the GTM function within the revenue organization to ensure we are supporting growth strategy through solution narratives, value propositions and packaging
• Lead solution architecture for complex engagement and opportunities by translating customer objectives into technical solutions, integration patterns and deployment approaches aligned to product capabilities and our technical capability
• Drive a shift from feature selling to solution-led consultative architecture, emphasizing workflow integration, measurable outcomes, and repeatable delivery patterns.
• Establish standards for AI solution deployment, including performance measurement frameworks that support renewal, retention, and expansion outcomes
• Act as a structured feedback loop between revenue teams, product/engineering and technology to improve product fit, integration readiness and roadmap prioritization based on customer feedback and requirements
• Enable the broader revenue team to be able to engage on the AI and technical talk track in initial engagement and discussions
• Enable scale within the revenue organization by guiding on solution architecture best practices, ensuring solutions are scalable, secure, and differentiated for complex enterprise needs.
• Build trusted relationships with senior customer technical stakeholders to align on architecture direction, adoption barriers, and measurable success outcomes.
• Unlock stalled pipeline and accelerate deal velocity through end-to-end architectures that address security, integration, deployment, and manual operating-model concerns early in the cycle.
• Support executive-level customer engagements (briefings/workshops) to demonstrate S&P capabilities, handle technical objections, and establish S&P as a strategic partner.
• Identify and monetize recurring revenue opportunities by packaging successful integrations into reusable solution modules and repeatable use cases.
• Map current-state and target-state workflows to define where data, analytics, and AI/automation capabilities should be embedded for maximum operational impact.
• Translate customer objectives into clear solution designs that articulate why, how, and value delivered.
• Resolve technical objections by aligning architecture decisions (integration approach, orchestration, deployment model) to customer constraints such as governance, risk, and time-to-value.
• Maintain credibility by proactively addressing technical objections and protecting client trust throughout the lifecycle (pre-sale through adoption).
• Influence product and technology roadmaps based on customer feedback, implementation realities, and the revenue potential of integration and workflow opportunities.
• Lead cross-functional initiatives that bridge field execution with product innovation—ensuring the solution approach is deployable, supportable, and aligned to platform strategy.
• Mentor teams on solution architecture best practices.
• Align and engage with stakeholders at our key technology partner firms
• Build and maintain solution playbooks, reference architectures, and reusable solution modules that accelerate sales cycles and reduce custom rework.
• Guide prototypes and proofs of concept for priority pursuits, ensuring they validate workflow fit, technical feasibility, and measurable outcomes.
• Train and support broader revenue teams on our technical capability and repeatable solutions to ensure we achieve scale across the organization