Senior Principal, Pre-sales Solution Architect

The Role: Senior Principal, Pre-sales Solution Architect

The Segment Senior Principal, Pre-Sales Solution Architect owns the holistic solution architecture and commercial strategy for 4–6 assigned Zone/Regional accounts within a geographic region. This role is the primary customer relationship owner and the accountable leader for each account's fighting unit (KAM, System Architect Presales - Electrical, System Architect Presales - Mechanical, System Architect Presales - Digital). The Senior Principal, Pre-Sales Solution Architect ensures that every solution delivered is technically competitive, commercially compelling, and strategically aligned with Schneider Electric's market positioning. The Senior Principal, Pre-Sales Solution Architect is accountable for solution quality, account profitability, customer satisfaction, and the technical excellence of the fighting unit team.

What will you do?

Account Strategy & Commercial Leadership

• Own assigned accounts: define strategy, lead customer discovery, manage relationship lifecycle from presales through post-sale
• Define segment reference architecture for account's specific business model (hyperscaler, colocation, sovereign DC)
• Lead RFP responses and technical presentations to customer C-level and engineering stakeholders
• Represent Schneider Electric as trusted technical advisor throughout customer relationship lifecycle
• Track competitor solutions and maintain segment intelligence; influence market positioning
• Define win strategy for each major opportunity; align customer requirements with Schneider capabilities

Fighting Unit Leadership & Team Assembly

• Assemble cross-functional fighting unit: request System Architect Presales - Electrical, System Architect Presales - Mechanical, System Architect Presales - Digital specialists from respective Principal Architects
• Lead fighting unit on each opportunity: set technical direction, drive integration, ensure quality before customer presentation
• Manage specialist team dynamics: ensure System Architect Presales - Electrical, System Architect Presales - Mechanical, System Architect Presales - Digital collaborate effectively and deliver as an integrated solution
• Hold fighting unit accountable for solution quality: technical correctness, standards compliance, competitive positioning
• Escalate cross-discipline conflicts (electrical vs. cooling vs. digital) to Segment Leader , CVP’s or Offer Leader when consensus cannot be reached

Solution Architecture & Design

• Own overall solution architecture: integration of electrical, mechanical, and digital systems into a coherent, optimized design
• Define total cost of ownership (TCO) for each solution: CAPEX, OPEX, efficiency trade-offs, customer ROI
• Drive solution standardization through repeatable modules: PDU room configs, cooling skids, electrical distribution patterns
• Incorporate leading-edge technologies into segment architecture roadmap working with Technology Evangelists
• Make IG vs. OG product decisions: specify Schneider products where competitive; recommend third-party products where IG has gaps
• Produce detailed solution proposals: technical architecture, commercial terms, implementation timeline, risk mitigation

Customer Engagement & Relationship Building

• Lead customer engagement from discovery through solution proposal and contract negotiation along with CR/KAM
• Conduct technical workshops with customer teams to clarify requirements and present solutions along with CR/KAM
• Engage with design consultants and system integrators: position Schneider solutions, influence specifications along with CR/KAM
• Support EPC contractor engagement: technical partnerships, design reviews, issue resolution along with CR/KAM
• Build deep, long-term relationships with customer infrastructure teams and C-level decision-makers along with CR/KAM

Handover & Post-Sale Partnership

• Remain relationship owner through warranty/commissioning; support customer operational ramp-up
• Participate in win/loss debrief reviews: capture lessons for fighting unit development and standards evolution

Standards & Continuous Improvement

• Ensure all solutions comply with Schneider standards (electrical, mechanical, digital) at proposal stage
• Work with Principal Architects on standards exceptions: request approval, document rationale when customer needs drive non-standard design
• Provide market and competitive feedback to Principal Architects and Product Management
• Contribute to regional reference architectures, solution playbooks, and proposal libraries

What qualifications will make you successful?

TECHNICAL COMPETENCY REQUIREMENTS

Systems-level thinking is essential. The Senior Principal, Pre-Sales Solution Architect must understand the integration points between electrical, mechanical, and digital systems — and be able to make design trade-offs that optimize total solution performance and customer economics.

Core Technical Domains

Datacenter Infrastructure: End-to-end understanding of electrical, mechanical, and digital systems. Deep domain knowledge in 1-2 areas (primary expertise); working-level understanding of all three.

Solution Architecture: Ability to integrate electrical, cooling, and controls into coherent, optimized designs. Understanding of syste