Introducing the Pre-sales Solution Architect Role

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Most of the ServiceNow architects I’ve met have grown through the ranks, often starting out as developers. It’s rare to see architects in a pre-sales role—but it’s a path worth exploring.

A pre-sales Solution Architect (SA) is responsible for crafting a solution tailored to the client’s needs during the early stages of an opportunity. This role involves working closely with the client, the sales team, and the delivery team to build a solution that works for everyone involved.

I’ve seen this role go by different titles—Solution Consultant, Solution Architect, Solution Development Consultant, and other variations, sometimes with “pre-sales” tagged on. Regardless of the title, the core responsibility remains the same: understand the customer’s goals and build a solution that meets them.

That said, the best solution from your perspective might not be the best one for the client. In many cases, the client is comparing your proposal with others, and you may or may not know their evaluation criteria. Ultimately, they make the final call on whether your solution gets selected.

At the same time, you also need to understand your own organization’s goals—usually represented by the sales team but backed by the delivery team. Your solution needs to align with sales targets, profitability goals, and must be something that can be delivered.

So, if you're a developer thinking about stepping into an architect role—or you're already there—consider dipping your toes into pre-sales. It’s not just about building cool solutions; it’s about building the right ones, for the right reasons. Balancing client needs with internal goals is a bit of an art, but when you get it right, it’s incredibly rewarding. Plus, you get a front-row seat to how your work drives real business impact. Worth considering, right?