Strategic Solutions Architect

Role Overview

• Partner with Sales to develop account strategies and solution approaches for complex enterprise opportunities.
• Design multi-product solution architectures spanning XR's platform, integrations, and partner ecosystem.
• Provide subject matter expertise across advertising operations, creative workflows, rights management, asset management, ad serving, and content delivery.
• Lead executive-level discussions by translating technical capabilities into business outcomes and operational value.
• Lead strategic discovery sessions with business and technical stakeholders to align customer objectives with XR's platform capabilities.
• Clearly articulate business value, operational efficiencies, and expected outcomes associated with proposed solutions.
• Collaborate with Sales to understand prospective clients' business goals, technical environments, and operational workflows.
• Deliver compelling product demos, technical presentations, and proof-of-concepts that clearly demonstrate business value.
• Advise on best practices for implementation, integration, and platform adoption—ensuring technical feasibility and scalability.
• Serve as a technical liaison between clients and internal teams, including Product, Engineering, and Customer Success, during the sales process.
• Create solution architecture documentation, integration diagrams, and technical scoping materials to support deal proposals and handoffs.
• Provide high-quality responses to technical RFPs and security/compliance questionnaires.
• Gather client feedback to inform roadmap planning, working closely with Product to ensure the platform evolves in line with market needs.
• Own the demo certification program; coach AEs/SAEs on delivering Tier-1 light demos.
• Maintain ≥80% technical validation win rate and <2-week POC cycle-time.
• Document product gaps in Product board/Jira within 24 hours of field discovery.
• Tailor solutioning approaches based on respective industry segment buying patterns.
• Travel up to 30% for customer meetings and on-site workshops.
• Maintain deep knowledge of advertising technology, media workflows, content supply chains, and emerging industry trends.
• Develop competitive positioning and differentiation against industry platforms and alternative solutions.
• Identify opportunities to expand XR's footprint through platform-led solutioning and cross-functional workflows.
• Support strategic pursuits involving multiple XR products, integrations, and stakeholder groups.
• Drive technical qualification, solution alignment, and risk identification throughout the sales cycle.
• Contribute to account planning, opportunity strategy, and expansion discussions for key customers.

Requirements

• Bachelor's degree in Computer Science, Engineering, Information Technology, or related field (or equivalent experience).
• Recommended: 10+ years of experience in Solutions Engineering, Solutions Architecture, Sales Engineering, Enterprise Architecture, Media Technology, AdTech, MarTech, or related enterprise software environments.
• Experience leading enterprise customers and complex, multi-stakeholder sales cycles involving technical, operational, and executive decision-makers.
• Demonstrated ability to position and solution enterprise platforms that span multiple business functions, workflows, and technology domains.
• Prior experience supporting complex software sales cycles in the ad tech, martech, content management, or broadcast space.
• Previous management and leadership experience is preferred.
• Hands-on experience with REST APIs and tools such as Postman or GraphQL clients.
• Familiarity with SSO (SAML, OpenID, OAuth).
• Working knowledge of cloud-based media workflows (e.g., AWS MediaConvert, Elemental, etc).
• Familiarity with ad serving technologies (e.g., SSPs, DSPs, VAST, VPAID), asset and rights management systems, and/or media delivery pipelines.
• Knowledge of content delivery networks (CDNs), cloud infrastructure (AWS, GCP), and video streaming formats (HLS, MPEG-DASH).
• Ability to create technical documentation, diagrams, and integration plans that are client-facing and sales-ready.

Tech Stack

• AWS
• Cloud
• Google Cloud Platform
• GraphQL