Presales Solution Architect

Our Why
Datacom works with organisations and communities across Australia and New Zealand to make a difference in people’s lives and help organisations use the power of tech to innovate and grow.
About the Role (your why)
The Solution Architect plays a pivotal role in the presales and project delivery of solutions in Datacom’s Managed Operations line of business. The focus will be on business outcomes that can be realised by scoping projects which transform and mature our customers IT environments and improve the overall end user experience/risk posture/service delivery. A strong commercial and pricing acumen is required to provide competitive services whilst ensuring Datacom’s profitability.
The Solution Architect will work with a wide customer base ranging from 150 to 60,000 seats across both public and private sectors and industries (including Health, Transport, Services, Finance, Infrastructure, and Government). They will leverage expert technical knowledge of Datacom’s Managed Operations products and service offerings to develop statements of work, prepare bids, and support presales activities.
Our offices are based in Auckland, Wellington and Christchurch. We like to bring people together in person when we can, but we are mindful of the benefits of working from home for work/ life balance. We therefore leave it to you and the team you join to figure out what works best
What you’ll do
**As a Solution Architect, you will be focused on**:
Managed Operations Presales Pipeline and Project Opportunities
- Provide presales support to the sales and account management teams by leading presales workshops with customers to guide them through proposed solutions, whilst extracting their requirements and understanding their problem statements.
- Assist customer and Datacom teams with reviewing and completing Statement of Requirements (SOR) documents.
- Produce Statements of Work (SOW) documents, in conjunction with pricing estimators, for the purposes of project engagements for both managed services and professional services engagements for Datacom customers.
- Produce Proposal documents for customers who require solutions and product options as part of their evaluation process.
- Produce Rough Order of Magnitude (ROM) documents for the purposes of customer budgeting.
- Prepare and deliver presentations to our customer base on new and emerging products, solutions, and Datacom’s Information Technology Outsourcing (ITO) offerings, highlighting how these services can be applied to their business.
- Lead internal project kick-off’s on the SOW’s you author to project teams.
- Undertake quality assurance documentation peer reviews on colleagues’ documentation.
- Contribute to Sales Growth Plans and proactive customer targeting workshops as directed by your manager.

Managed Services Renewals
- Identify and resolve gaps between old managed services contracts and our new managed service schedules (amended/evolved from time to time) to ensure consistency in delivery and pricing across the customer base.
- Provide the technical and commercial inputs from a Managed Operations line of business perspective into the renewal team.
- Ensure requirements are adequate, understood and agreed with technical engineers prior to commencement of deployment activities.
- Contribute to defining scope and accurate effort estimates in Statement of Work for non-standard implementations.
- Continuously develop and maintain an understanding of industry trends as well as Datacom’s evolving products, solutions, and services.

Managed Services Bid Responses
- Work as part of a bid team to lead the solutioning, compliance and pricing components for large multi-service line bids (RFI/RFT/RFQ/RFP).
- Coordinate appropriate responses and pricing to bid requirements through the Managed Operations service line managers (Intelligent Workspace, Modern Platforms, Service Management, Service Operations and Service Desk).
- Where requested, engage with the customer to present on Datacom’s Managed Operations service capabilities.

Personal Training and Development
- Develop, maintain and execute initiatives in alignment with a personal development plan.
- Attain and/or maintain relevant industry or professional certification.
- Attain and/or maintain an intimate knowledge of the Microsoft ecosystem, including Cloud Solutions, Hosting Solutions, Identity Solutions, Information Management Solutions, Database Solutions, Copilot Solutions and Security Solutions.
- Align their learning and development activities with an AI and automation growth mindset.

Vendor Engagement
- Work with partners and vendors to build strong relationships to facilitate timely resolution of product issues and presales support.
- Identify opportunities for rebates, incentives, etc from vendors and work with various teams to exploit such opportunities.
- Influence and negotiate with vendors to ensure we buy at the best possible price point.

General Expectations
- Identify gaps or inconsi