Solutions Architect (Boston US)

Preservica’s SaaS and on premise active digital preservation software is changing the way organizations around the world protect and future-proof long-term digital information.

Digital preservation is a fast-emerging segment in the enterprise content services and cloud storage markets enabling organizations to extract value, mitigate risk and use knowledge and brand assets in an intelligent way for competitive advantage.

As a world-leader our award-winning software is trusted by a rapidly growing client base of nearly 200 organizations - from major corporations and government bodies to iconic cultural institutions. And with recent significant funding we are investing to meet demand through sales, alliances and partners and extending our lead in product innovation using emerging technologies such as Blockchain, AI and Machine Learning.

This is an exciting time to join a collaborative and innovative team with big ambitions to grow.

Location & Reporting

Based in Boston, Mass, US and reporting directly to the Vice President of Sales. This position includes outside travel to customer’s premises. Some International travel will be required.

The Role

As a Solutions Architect, you will be responsible for supporting sales productivity and deal flow by securing the “technical and business solution close” across the portfolio of Preservica’s digital preservation solutions.

Your responsibility is to guide Enterprise Customers and Channel Partners by understanding their business drivers and technology systems and translating this knowledge into demonstrations & technical proposals showing Preservica’s capabilities in the most effective way.

Demonstrations may be individual or to groups and may be view remote or face-to-face. Occasionally this may require the installation and support of an on-premise proof of concept. You will have to work with standard data and be able to produce demonstrations based on prospect supplied data or scenarios.

You will also work with the sales and technical teams to produce high quality proposals. These are often formal responses which require careful responses to fulfil the selection criteria.

You will support marketing by developing high quality webinars. You will also attend North American and International conferences and trade shows to persuade customers to move forward with our product.

As Digital Preservation is a relatively new field you will also have to understand its subtleties and be able to articulate them to a wide variety of customers, from C-level executives to practitioners to the IT department, adapting your style appropriately. You will also have to adapt to different vertical markets, using appropriate language to express Digital Preservation in their terms.

Key Responsibilities

  • Educate Enterprise Customers and Channel Partners on the value proposition of digital preservation
  • Lead architectural discussions to ensure Preservica solutions are designed for successful deployment
  • Build deep relationships with decision makers to enable them to be “Digital Preservation Advocates”
  • Develop unique, compelling, and exciting demonstrations of Preservica for prospective Enterprise Customers
  • Build reference architecture, frameworks and toolkits to drive scale of adoption
  • Attend conferences and workshops, to present Preservica’s message and otherwise follow developments in the Digital Preservation domain to report back to the company
  • Capture and share best-practice technical knowledge, acting as a conduit and liaison between customers, engineering teams and support
  • Support the Sales team (and for larger bids the Bid Project Manager) in producing well-written and persuasive technical responses to formal tenders.
  • Continuously improve a directory of “standardized responses” to standard tender requirements
  • Guide and motivate the development of whitepapers, data sheets, and other high-value customer facing guidance and best practices
  • Answer technical queries across the range of Preservica solutions

Key Skills

Here are some of qualities we are looking for:

Having fun while being part of a passionate team, working hard to help Enterprise Clients preserve their vital content and data.

In this role, you will love what you do, and instinctively know how to make work fun. You will be dynamic and creative, and willing to take on any challenge and make a big impact.

Enjoy developing technical talent to achieve great things. You will have a passion for educating, training, and enabling digital preservation solutions for a diverse and challenging set of Enterprise Customers and Channel Partners.

Have a strong understanding of solutions innovation. The ideal candidate will have past experience working in complex Enterprise organizations, particularly in highly regulated verticals like Banking, Insurance, Pharmaceuticals and Energy.

Requirements and Previous Experience

  • 7+ years of pre-sales experience
  • Bachelor’s Degree (Business or Computer Science is an advantage)
  • History of successful technical consulting and/or architecture engagements with large-scale customers or enterprises
  • Proven ability to demonstrate complex software and to craft individual presentations based on prospect supplied material
  • Strong written communication skills
  • High level of comfort communicating effectively across internal and external organizations
  • Knowledge and experience of SaaS, Cloud Services, Data Storage
  • Knowledge of Enterprise Content Services (CS) and Information Lifecycle Management (ILM)
  • Experience contributing to the production of complex formal proposals
  • Experience working within software development or Internet-related industries
  • Demonstrated ability to adapt to new technologies and learn quickly
  • Familiarity with common enterprise services

What We Offer

As well as a competitive salary, commissions and benefits package, we also offer great future prospects in a fast-growing market sector. Our Boston office is growing and our focus for growth is on the US market. We are committed to maintaining high standards and ensuring our people have the access to the best learning and development.

How to Apply Please send your CV with details of your current package and aspirations to our Recruitment team at – – stating the role in the subject line.

If you would like further information or to discuss the role in person, please contact Mark Compton at – or call +44 (0)1235 428946.