Senior Principal, Pre-sales Solution Architect

MISSION

The Segment Solution Architect owns the holistic solution architecture and commercial strategy for 4-6 assigned strategic accounts within a geographic region. This role is the primary customer relationship owner and the accountable leader for each account's fighting unit (KAM, SAE-Electrical, SAC-Cooling, SAD-Digital). The SSA ensures that every solution delivered is technically competitive, commercially compelling, and strategically aligned with Schneider Electric's market positioning. The SSA is accountable for solution quality, account profitability, customer satisfaction, and the technical excellence of the fighting unit team.
KEY RESPONSIBILITIES
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

• Assemble cross-functional fighting unit: request SAE-Electrical, SAC-Cooling, SAD-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 SAE/SAC/SAD 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 Director or Offer Leader when consensus cannot be reached

• Own overall solution architecture: integration of electrical, Cooling, 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

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

• 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

• Ensure all solutions comply with Schneider standards (electrical, Cooling, 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

Systems-level thinking is essential. The SSA must understand the integration points between electrical, Cooling, 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, Cooling, 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 system interactions and trade-offs (power vs. cooling, redundancy vs. cost, performance vs. efficiency).

Customer Economics: Deep understanding of TCO, CAPEX/OPEX trade-offs, ROI arguments. Ability to present and defend financial justifications to customer stakeholders.

Standards & Compliance: Working knowledge of IEC, IEEE, ASHRAE, TIA-942, Uptime Institute Tier criteria. Ability to explain standards constraints and navigate exceptions.

Market & Technology: Awareness of emerging technologies (AI DC, immersion cooling, hyperscaler innovations). Ability to assess and position new capabilities.
EXPERIENCE & QUALIFICATIONS
Essential

• Degree in Mechanical, Electrical, Civil Engineering, or related field (10+ years in datacenter presales strongly preferred)
• 10+ years in datacenter solution architecture, presales, or account management
• Demonstrated success leading complex, multi-discipline technical sales for large accounts ($5M+ contracts)
• Ability to present and defend at C-level and technical decision-maker level
• Experience assembling and leading cross-functional technical teams
• Proficiency in full datacenter infrastructure portfolio (electrical, cooling, controls)
• Familiarity with ASHRAE, IEC, IEEE, Uptime Institute standards
• Strong commercial acumen and negotiation skills

• Uptime Institute Accredited Tier Designer (ATD) certification across multiple modules
• Direct experience with hyperscalers (AWS, Google, Meta, Microsoft) or Tier 1 co-location operators
• AI DC infrastructure experience: GPU cooling and power architecture
• Experience managing relationship lifecycle from discovery through post-sale commissioning
• Track record of account growth and customer expansion