Digital Workplace Presales Solution Architect – Job Description
1) Role Overview
The Digital Workplace Presales Solution Architect is responsible for designing, positioning, and winning Digital Workplace / End User Services (EUC + EUS) deals by translating client business needs into scalable, cost-effective, and differentiating solutions.
2) Key Responsibilities
A. Opportunity & Requirement Management
- Analyze RFI/RFP/RFQ requirements, client environment, and volumetrics (users, devices, SLAs, locations)
- Identify opportunity fit, risks, and transformation levers
B. Solution Architecture (Core Responsibility)
- Design end-to-end Digital Workplace solutions, including:
- End User Computing (devices, OS, VDI, endpoint management)
- Service Desk / Workplace Support
- Collaboration platforms (M365, Google Workspace)
- Workplace security & identity
- Translate requirements into scalable architectures aligned to business outcomes
- Ensure: Deliverability, Cost optimization, Innovation (automation, GenAI, DEX, etc.)
C. Proposal Development & Deal Shaping
- Develop client-facing proposals including: Solution overview, Architecture diagrams, service descriptions, Value proposition & outcomes
- Own solution strategy, pricing inputs
- Define: Assumptions, Risks & mitigations, Transition approach
D. Client Engagement & Solution Defense
- Conduct: Solution presentations, Q&A / clarifications
- Explain technical solution in business terms
- Participate in solution defense and contract discussions
- Coordinate to ensure PoCs, demos, and transformations where required
E. Sales & Stakeholder Collaboration
- Work closely with: Sales / Account teams, Delivery & SMEs, Finance / Pricing teams
- Provide technical leadership in deal pursuit
F. Risk, Governance & Deal Closure
- Perform risk assessment and mitigation planning
- Lead internal solution reviews & approvals before submission
- Ensure: Compliance, Competitive differentiation, Win strategy alignment
3) Scope of Digital Workplace (Expected Coverage)
The role covers:
End User Computing (EUC)
- Devices (laptops, mobiles, OS platforms), Endpoint management (Intune, MECM, etc.), Virtual desktops (VDI)
End User Services (EUS)
- Service desk & helpdesk, Field support, Device lifecycle / onboarding
Collaboration & Productivity
- Microsoft 365 / Teams / Google Workspace, Knowledge management & digital experience
4) Skills & Competencies
Technical
- Digital Workplace / EUC / EUS architecture expertise
- Knowledge of:
- Endpoint management
- Collaboration platforms
- Identity & security
- Cloud awareness (Azure, M365 ecosystem)
Presales & Commercial
- RFP/RFI response management
- Cost modeling & pricing strategy
- Proposal writing and storytelling
- Competitive analysis
Consulting & Client Engagement
- Strong communication & presentation skills
- Translate technical solutions into business outcomes
Analytical & Strategic
- Risk analysis
- Solution optimization (cost vs performance)
- Win themes
5) Experience Requirements
- 10–14 years in IT / Digital Workplace / Infrastructure
- 3-5+ years in Digital Workplace presales solution architect role
- Strong experience in both
- Workplace Managed services
- Workplace transformation services
