Solutions Architect – Presales & RFPs (US GovTech & Enterprise)

Location: India (Remote)

Experience: 8–12 years, including 5+ years in Solutions Architecture / Technical Presales / Enterprise Architecture with demonstrated ownership of complex pursuits

Work Schedule: Must provide 3–4 hours of daily overlap with US Eastern Time (ET) mornings, typically between 8:00 AM and 12:00 PM EST.

About the Role

We are seeking an experienced Solutions Architect to join our Presales & Proposals team. In this pivotal role, you will own end-to-end technical architecture strategy for complex Request for Proposals (RFPs), Request for Information (RFIs), and proactive bids. Beyond architecting the response, you will shape what we propose and why it wins — developing solution strategy, technical win themes, and differentiators for every pursuit.

You will design robust solutions spanning solution architecture, data strategy, system integration, and security compliance. You will also serve as the lead technical point of contact when bidding jointly with partner organizations, lead cross-functional architecture reviews, partner closely with Product and Engineering on solution feasibility, and help drive oral presentations and demos.

Key Responsibilities

Responsibilities are organized into five pillars: Pursuit Strategy, Solution Architecture, Proposal Engineering, Partner & Product Alignment, and Demos & Orals.

- Pursuit Strategy & Win Themes

RFP Analysis & Win Themes: Analyze RFP/RFI requirements to identify technical win themes, differentiators, and evaluation drivers.

Solution Strategy: Develop the overall solution strategy; shape solution options and trade-offs that maximize competitiveness while remaining deliverable.

Gap Analysis & Sourcing Decisions: Identify gaps between customer requirements and existing product/platform capabilities; recommend configure vs. customize vs. build vs. partner approaches.

Risk Identification: Identify technical risks that could affect competitiveness or delivery, with mitigation strategies.

Pricing Inputs: Contribute to technical pricing and effort estimation as the technical basis for commercial decisions.

- Solution Architecture

Technical Solution Ownership: Own and architect technical solutions for RFPs, ensuring alignment with customer requirements, system constraints, and industry best practices.

Core Technical Domains: Address technical requirements across Solution Architecture, Data Management/Pipeline Design, Integration Strategies (APIs, middleware),



and Information Security/Compliance, including non-functional requirements (performance, scalability, availability, accessibility).

Architecture Visualizations: Design clear, qualified architecture diagrams, data flow diagrams, and integration maps for proposal submissions using tools like Visio, Lucidchart, or Draw.io.

- Proposal Engineering

Content Creation & Review: Draft clear, persuasive technical response narratives and rigorously review response sections for accuracy, technical feasibility, and competitive advantage.

Requirement Traceability: Decompose RFP requirements, build compliance matrices, and maintain requirement-to-solution traceability, with documented technical assumptions and any exceptions/deviations. Ensure cross-referencing between RFP requirements, architecture, the proposal response, and the demo.

Estimation & Commercial Inputs: Provide high-level effort estimates, resource/skill requirements, implementation timelines, TCO considerations, dependencies, risks, and support/operations implications to underpin pricing and delivery planning.

- Partner, Product & Engineering Alignment

Partner Point of Contact: Serve as the primary technical liaison when co-bidding or partnering with third-party tech vendors and System Integrators (SIs).

Joint Strategy: Lead technical discovery meetings with partner architecture teams to integrate multi-party systems, define responsibility matrices, and align solution boundaries.

Product & Engineering Alignment: Partner with Product and Engineering teams to assess product capabilities, identify solution gaps, define extension/configuration requirements, and ensure proposed solutions are technically feasible and aligned with the product roadmap.

- Demos & Orals

Demo Alignment: Collaborate closely with the Demo/Presales team upon reaching shortlists, RFPs, or Oral Presentation stages to ensure demo environments reflect proposed technical architectures.

Orals Defense: Lead technical discussions, answer deep-dive architectural questions, and present solutions directly to prospective clients during demo and oral evaluation phases.





Required Experience & Qualifications:

Experience: 8–12 years in technical presales, solutions architecture, or system engineering within SaaS or enterprise software environments, including 5+ years in Solutions Architecture / Technical Presales / Enterprise Architecture with demonstrated ownership of complex pursuits.

GovTech Experience: Preferred: 3+ years supporting US Federal, State, or Local Government or Healthcare IT pursuits, with familiarity with RFP/RFI/BAFO processes, state and federal procurement, and ecosystems such as HHS, Medicaid, human services, and workforce systems.

Security & Compliance Awareness: Working knowledge of government security and compliance frameworks — FedRAMP, NIST, FISMA, Section 508/WCAG, HIPAA (where applicable), SOC 2, and data privacy/security requirements — with the judgment to interpret requirements and engage security specialists where needed (deep expertise in every framework is not required).

Architecture Depth: Proven expertise in designing SaaS, cloud-native (AWS/Azure/GCP), API-driven, and enterprise integration topologies.

Partner Alignment: Proven track record of representing technical teams in joint partner pursuits and joint-bid architectures.

AI-Assisted Ways of Working: Experience using AI-assisted tools for RFP analysis, requirements traceability, solution design, proposal content development, knowledge retrieval, and technical documentation. Ability to evaluate AI/GenAI opportunities and incorporate appropriate AI capabilities into enterprise and GovTech solutions.

Communication Skills: Exceptional written and verbal English communication skills, with a strong ability to translate complex technical concepts into accessible business language for non-technical stakeholders.

Success in This Role Will Be Measured By

Quality, technical accuracy, and RFP compliance/requirement coverage of proposal responses

Strength of technical win themes and solution differentiation

Proposal turnaround time

Shortlist and oral presentation success rates

Technical feasibility of proposed solutions and reduction in solution/implementation risk

Partner alignment on joint pursuits

Reusability of solution assets and proposal components

Working Hours & Schedule:

Daily shift includes 3 to 4 hours of overlap with US Eastern Time (ET) mornings, typically between 8:00 AM and 12:00 PM EST, to lead live syncs with US-based sales, solutioning, and partner teams.

📌 Pre Sales Solution Architect (India)
🏢 Cardinality.ai
📍 India