• Build and scale a solutions engineering function to support sales and customer outcomes • Define role profiles and coverage model (segments, regions, product lines) • Establish a repeatable technical discovery and solution design process • Set clear engagement models, roles/responsibilities, and success metrics • Own executive relationships with key customer and internal stakeholders, with accountability for: commercial impact (deal support, win rates, cycle time reduction, revenue influence); technical quality (solution accuracy, implementation readiness, customer satisfaction, escalations, continuous improvement); alignment to product vision (AI adoption, roadmap inputs, standardization) • Contribute to a formal solutions engineering enablement and competency program • Define levels, requirements, and maintenance criteria (training, assessments, quality metrics) • Partner with Solution Architecture to codify technical standards, reference architectures, and best practices • Ensure competencies are measurable, auditable, and scalable • Contribute to the operating rhythm to manage and scale solutions engineering • Business reviews / performance reviews with Sales and key stakeholders • Clear escalation paths and incident learnings • Reporting on team health, coverage, and capability gaps • Helping define product lines and GTM strategies for Remote build • Building ADRs and PRDs for potential products • Identifying and abstracting solution spaces • Putting AI at the forefront of everything we do • Architect and implement AI agent workflows • Translate business processes into agent-enabled workflows (intake, orchestration, guardrails, evaluation) • Prototype with modern LLM tooling and iterate toward production-grade implementations • Design human-in-the-loop patterns, escalation paths, and observability (quality, cost, latency) • Partner with Engineering and Product to ship secure, reliable agent capabilities (APIs, permissions, data access)

• Actively contribute to Zip’s sales efforts by supporting prospective customer-facing conversations, conducting discovery, demonstrating our solutions, handling questions, and overcoming objections to help our prospects see the value in choosing Zip. • Own responsibility for responding to customer asks, including follow-up questions, demos, RFx and IT security questionnaires. • Partner with the Sales team to deliver on our sales objectives. • Partner with the Post-Sales Solutions Consultants to ensure our customers experience a seamless transition from sale to onboarding - communicating their needs and objectives with proper expectations set for successful delivery. • Deliver feedback to help us grow and evolve - ranging from ZIP’s internal processes to the actual product as well as competitive insights and positioning.

• Conduct effective and compelling product demonstrations online and in-person. Lead technical presentations in person and assist sales directors with ROI presentations. • Conduct proof of concept technical installations directly with customers. • Collaborate with Sales to identify and create winning sales strategies and new product opportunities • Use consultative selling to identify customer pain points associated with large directory services environments • Convey and document technical requirements to and from customers • Provide input and feedback to engineering teams and development • Provide pre-sales technical assistance and product education • Design technical solutions to meet customer’s business, technical, and/or financial goals • Partner with the Sales team to develop requirements documents, presentations, proposals, and ROI models, and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned • Maintain expert knowledge of Semperis products to develop and present unique solutions, and maintain knowledge of emerging trends in related technology areas • Willingness to travel to customers or events as necessary

Role Description The Senior Solutions Architect – Managed Services is Marco’s pre-sales technical leader for managed services, responsible for designing and proposing comprehensive managed services engagements for mid-market and enterprise clients. This role bridges deep technical expertise with commercial acumen – architecting solutions across end-user computing, network, server, cloud, and security, then translating that complexity into compelling, executive-ready proposals. The Solutions Architect partners closely with sales executives throughout the pursuit lifecycle, from initial discovery through proposal delivery and handoff to post-sales delivery teams. This is an individual contributor role with an opportunity to mentor junior technical staff. - Lead technical discovery sessions with enterprise and mid-market prospects to assess current environments, uncover pain points, and identify managed services opportunities. - Design comprehensive managed services solutions spanning end-user support, network management, server and cloud infrastructure, and security operations. - Develop detailed statements of work, service level proposals, and pricing models that align client needs with Marco’s managed services capabilities. - Present and defend proposed solutions to technical stakeholders, IT leadership, and C-suite executives with clarity and confidence. - Partner with sales executives to develop pursuit strategies for net-new and expansion managed services opportunities. - Collaborate with delivery and operations teams to ensure proposed managed services solutions are executable, scalable, and profitable. - Serve as a subject matter expert on ITIL frameworks, ITSM tooling, and enterprise service delivery models including co-managed, fully managed, and hybrid arrangements. - Lead and contribute to technical responses to RFPs and RFIs, ensuring proposal quality, accuracy, and competitive differentiation. - Apply deep knowledge of Microsoft technologies – including Microsoft 365, Intune, Azure, and Windows Server – to architect modern managed end-user and infrastructure solutions. - Design and propose managed network solutions including LAN/WAN, SD-WAN, wireless, and network monitoring and management. - Architect server and hybrid cloud managed solutions leveraging virtualization (VMware/Hyper-V), Azure, and on-premises infrastructure. - Contribute to the evolution of Marco’s managed services portfolio by surfacing market intelligence, competitive insights, and client feedback to service line leadership. - Sync with project management and post-sales engineering to provide adequate documentation for successful delivery transitions. - Mentor junior technical staff and contribute to knowledge-sharing and best practice development across the pre-sales team. - Participate in Marco’s Technology Practice Group (TPG) and managed services communities to stay current on service offerings, tooling, and delivery standards. Qualifications - Bachelor’s degree in Information Technology, Computer Science, or a related field, and seven or more years of experience in IT infrastructure, managed services, or solutions architecture; or equivalent combination of education and experience. - Microsoft certifications preferred (Azure Administrator, Azure Solutions Architect, Microsoft 365 Certified, or equivalent). - ITIL Foundation certification or higher preferred. - Valid Driver’s License, proof of personal insurance, and an acceptable driving record. Requirements - Deep expertise in enterprise managed services delivery models, including co-managed, fully managed, and hybrid service arrangements. - Strong knowledge of ITIL frameworks and ITSM best practices; ability to speak fluently about service management and operational governance with enterprise buyers. - Hands-on or architectural knowledge of Microsoft end-user computing technologies including Microsoft 365, Intune, Entra ID, and endpoint management. - Solid understanding of network infrastructure including LAN/WAN, SD-WAN, wireless, and network monitoring and management. - Experience with server and hybrid cloud environments including Windows Server, Azure, VMware/Hyper-V, and on-premises infrastructure management. - Demonstrated ability to develop and present executive-ready proposals, statements of work, and pricing models in a consultative pre-sales environment. - Excellent communication skills with the ability to translate technical complexity for both technical and non-technical audiences across all organizational levels. - Familiarity with PSA/ITSM platforms such as ConnectWise, ServiceNow, or HaloPSA, and RMM tooling such as NinjaOne. - Self-starter with strong organizational skills, the ability to manage multiple pursuits simultaneously, and the judgment to operate with minimal direct supervision. Benefits - Pay Range: $119,193 - $190,709 annually + 10% incentive opportunity. - The pay range listed for this position is based on candidate's skill level, experience, relevant licenses, and educational background. - For detailed information about our benefits, please visit our careers page at www.marconet.com/careers . Location This is a remote-eligible position, however, Marco Technologies requires employees to reside within one of the following states: DE, FL, IA, IL, IN, KY, MD, MI, MN, MO, ME, NE, ND, NJ, PA, RI, SD, TX, WI.