Principal Architect -Presales in Data and Analytics (Senior Director) (Hartford)

Role: Senior Principal Architect (Senior Director)
Grade: P7
Location: Hartford, Connecticut, USA.( need locals’ 3 days office)
Reporting to: AVP level.

Job description:
Tango Leader – PreSales Lead, Data & Analytics

Role Overview
The PreSales Lead – Data & Analytics is a senior, client-facing leadership role.
Responsible for driving revenue growth through strategic account mining and solution-led presales.
Leads end-to-end presales pursuits for Data & Analytics opportunities.
Acts as a bridge between business, technology, sales, and delivery teams.
Converts qualified opportunities into scalable, profitable, and governable engagements.
Plays a key role in mentoring presales teams and ensuring smooth transition from deal shaping to delivery.
Key Objectives
Drive revenue growth within strategic and key enterprise accounts.
Establish the organization as a trusted Data & Analytics transformation partner.
Ensure strong deal governance and architectural alignment from presales to delivery.
Support talent identification and onboarding aligned with account and solution needs.
Detailed Roles & Responsibilities
1. Account Mining & Revenue Growth
Collaborate closely with Account Managers, Client Partners, and Sales Leadership.
Proactively mine existing client accounts to identify:
Whitespace opportunities
Expansion, cross-sell, and up-sell opportunities
Develop deep understanding of:
Client business models and industry context
Client’s data landscape, maturity, and challenges
Identify and shape value-led Data & Analytics use cases such as:
BI and reporting modernization
Advanced analytics and predictive insights
AI/ML and data science solutions
Cloud data platform modernization
Build and maintain a strong pipeline with predictable revenue outcomes.
Support revenue growth across analytics, cloud, and data engineering service lines.
2. Solution Definition & Deal Shaping
Own solution architecture and deal definition for complex Data & Analytics opportunities.
Design end-to-end solutions across:
Data platforms, lakes, and warehouses
BI, dashboards, and reporting layers
Advanced analytics, AI/ML, and data science use cases
Cloud ecosystems (AWS preferred)
Generative AI–based solutions
Define:
Technical architecture
Operating model and delivery approach
Phasing and roadmap
Lead effort estimation, pricing, commercials, and staffing models.
Ensure solutions are:
Client-value driven
Technically feasible and scalable
Commercially viable and profitable
Clearly articulate solution value propositions to:
Senior business stakeholders
Technology and architecture leaders
3. Proposal Leadership & Sales Support
Lead and own end-to-end proposal creation for:
RFPs, RFIs, and RFQs
Client presentations and solution decks
Develop compelling:
Storyboards
Solution narratives
Differentiation messaging
Lead:
Solution walkthroughs
Technical discussions
Executive and CXO-level presentations
Work closely with Sales, Marketing, and Delivery teams to improve:
Proposal quality
Win ratios
Time-to-response
Ensure proposals comply with:
Organizational standards
Risk and compliance guidelines
Delivery capabilities and constraints
4. Team Mentoring & Capability Building
Mentor and coach:
Solution Architects
Presales Consultants
Analysts and junior team members
Build strong capabilities in:
Solution design
Estimation and commercials
Client storytelling
Develop reusable:
Solution frameworks
Accelerators
Presales artifacts and templates
Coach teams on:
Client communication and executive presence
Storytelling and value articulation
Foster a culture of:
Continuous learning
Quality improvement
Innovation in solutioning
5. Delivery Governance & Deal-to-Execution Transition
Support seamless transition from presales to delivery teams.
Ensure original solution intent and commercials are preserved.
Participate in:
Architecture reviews
Design validations
Governance forums
Act as an escalation point for:
Solution gaps
Scope clarifications
Architectural or commercial concerns
Ensure early delivery aligns with:
Committed scope
Architecture
Timelines and commercials
Provide advisory support during:
Critical delivery milestones
Steering committee meetings
Audits or risk reviews
Required Skills & Experience
Experience
15–20 years of overall IT consulting experience.
Minimum 10 years in Data & Analytics presales, solutioning, or consulting roles.
Proven history of:
Account mining
Revenue generation
Deal closures
Experience working with large enterprises and CXO-level stakeholders.
Technical & Domain Expertise
Strong knowledge of Data & Analytics ecosystem, including:
Data warehousing and BI solutions
Cloud data platforms (AWS preferred)
Modern analytics stacks (Snowflake, Databricks, etc.)
Good understanding of:
ETL and data integration concepts
Data governance, quality, and security
Advanced analytics and AI/ML use cases
Property & Casualty (P&C) Insurance domain experience is a strong plus.

PreSales & Consulting Skills
End-to-end solution architecture and estimation.
Proposal and bid management.
Executive-level client communication and storytelling.
Strong commercial awareness and pricing constructs.
Effective stakeholder management across sales, delivery, and clients.
Key Competencies
Strategic and entrepreneurial mindset.
Strong analytical and problem-solving abilities.
Ability to influence without formal authority.
High degree of ownership and accountability.
Comfortable working in fast-paced and ambiguousP&C environments.
Success Measures
Revenue growth and deal conversion ratios.
Quality, scalability, and reusability of proposed solutions.
Client satisfaction and repeat business.
Smooth and effective transition from deal closure to delivery execution.