Principal Solution Lead, Born in the Cloud
Role details
Job location
Tech stack
Job description
Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion - it's a place where you can grow, belong and thrive.
Solution Leads engage from opportunity inception through contract signature, defining the overall solution vision, pursuit strategy, and commercial storyline. They lead client-facing workshops, executive pitches, and internal governance, working closely with Sales, Industry teams, Delivery, Commercial, and Legal stakeholders.
Solution Leads focus primarily on large-scale opportunities (€1M+ ACV) originating from internal sales corridors, with exceptions for strategic accounts or incubated portfolio offerings. They are supported by offshore presales teams for detailed solution design, pricing, SOW development, and RFP response execution.
Most Solution Leads cover the end-to-end cloud and network portfolio, with some roles aligned to specific focus areas:
- Network Transformation
- Infrastructure Modernisation
- Born-in-the-Cloud Transformation
Key Roles and Responsibilities
Opportunity Qualification & Pursuit Leadership
Qualify early-stage opportunities and determine deal viability, client fit, and strategic alignment.
Define and lead the pursuit strategy, win themes, solution positioning, and executive storyline.
Own opportunities from qualification through contract signature for deals within scope.
Solution & Value Definition
Architect the overall end-to-end solution, aligning client business outcomes with cloud and network capabilities.
Lead client workshops to shape requirements, transformation roadmaps, and operating models.
Translate complex technical solutions into clear executive-level value propositions.
Deal Governance & Execution
Lead internal deal governance, securing approvals across Delivery, Commercial, Finance, Legal, and Risk teams.
Coordinate offshore presales teams delivering pricing models, SOWs, and detailed proposal content.
Ensure solution feasibility, commercial robustness, and delivery readiness prior to contract signature.
Sales & Account Collaboration
Partner closely with local Sales and Industry teams to support account planning and pipeline development.
Build trusted relationships with account teams and act as the cloud/network solution authority.
Support strategic account development initiatives aligned to portfolio growth priorities.
Portfolio & Capability Development
Contribute to the evolution of solution offerings, reference architectures, and GTM assets.
Share deal insights and lessons learned to continuously improve pursuit effectiveness.
Requirements
Do you have experience in Pricing?, Proven experience leading large-scale cloud and/or network transformation pursuits (€1M+ ACV).
Strong end-to-end understanding of cloud, network, and managed service operating models.
Ability to operate credibly at both executive and technical levels.
Excellent stakeholder management and internal orchestration skills.
Strong commercial awareness, including pricing models, risk management, and contractual structures.
Confident facilitator of client workshops and executive presentations., Born-in-the-Cloud
Hyperscaler-native architectures (AWS, Azure, GCP)
DevSecOps, CI/CD, observability, and SRE
FinOps, application modernisation, and cloud-native platforms
Academic Qualifications and Certifications
Degree in Information Technology, Engineering, or related discipline
Relevant cloud certifications (AWS, Azure, GCP - Professional/Expert level preferred)
SAFe or Agile certifications advantageous
