Customer Solutions Architect

Caylent is looking for a Customer Solutions Architect who thrives in the space between a customer problem and a signed contract. This is a pre-sales role. You are the technical expert who joins a sales opportunity once it's qualified, owns the discovery and scoping process with the customer, and translates what you learn into a commercial proposal that's accurate, winnable, and structured to deliver.

Your day-to-day is customer conversations, scoping workshops, effort estimation, proposal authoring, and presenting your recommendations directly to customer stakeholders. You are not writing internal documentation or designing architectures for delivery.  You are building the business case and the contract that makes delivery possible.

You will partner directly with Account Executives, not support them. You will be the trusted advisor in the room: the person who earns a customer's confidence, asks the questions that uncover the real problem behind the stated problem, and translates that into a proposal that proves we were actually listening.

This is not a delivery role. It is not a sales engineering role where you demo products. It is a professional services consulting and commercial role where your output is scoped engagements that are winnable, deliverable, and valuable to the customer.

Caylent is fully remote. In practice, that means your office is a camera and a calendar.  Most customer and internal interactions happen over video and Slack.  Showing up professionally and prepared is part of the job.

• Engage with mid-market customers across the United States and Canada. These are fast-moving organizations where you'll own more of the pre-sales cycle with less support structure around you than you'd find in a large enterprise motion. If your entire background is Fortune 500, this will be a different kind of engagement.
• Scope as a generalist across a wide technical surface area. You will be expected to scope across infrastructure and migrations, cloud native application development and modernization, big data and analytics, and analytical and generative AI. You won't be an expert in everything, but you will be asked to engage across all of it, and the expectation is that you show up ready.
• Find the right opportunity, then right-size it. When a customer tells you what they want, your job is to identify what they actually need.  That might mean surfacing an adjacent workload or reframing the conversation around outcomes rather than tasks. Then you balance what they want, what they can afford, and what we can deliver successfully. Maximizing cost-to-value is a core part of how you think about scope.
• Author proposals and Statements of Work that prove you were listening. These are two documents solving for different needs.  A proposal earns confidence, an SOW protects everyone. You own both, including the effort estimates behind them. What you write should reflect the customer's language, their constraints, and the things they didn't know to ask for but needed someone to surface.

• Demonstrated experience in a pre-sales, consulting, or advisory capacity, combined with hands-on experience designing architectures for customers (not just implementing or operating them).
• Demonstrated bias for action.  You don't hand off and wait. If something is stalled, you find out why and fix it. In pre-sales, the deal moves because you move it.
• AWS Solutions Architect – Associate certification.
• Deep expertise in at least one requisite technical domain, with working knowledge across the others. Domain fluency here means knowing which AWS services solve for a given problem, not just understanding the problem space. You’re curious enough to engage anywhere but honest enough to know when to bring in reinforcements.
• Comfort operating in ambiguity and learning just-in-time for the opportunity in front of you.
• Strong verbal and written communication.  You tailor your message to your audience whether that's a C-level executive, a mid-level manager, or an individual contributor. Your proposals are readable by a business buyer and your presentations land at the right altitude for whoever is in the room.
• Occasional travel required for internal company events, AWS conferences, and customer meetings.

• AWS Solutions Architect – Professional certification.
• Background at an AWS Partner, systems integrator, or cloud-focused consultancy.
• Hands-on experience across the full pre-sales cycle: discovery, scoping, estimation, proposal authoring, and customer presentation.

This role carries a sales target. We set people up to hit it. New CSAs spend their first few weeks learning Caylent's offerings, tooling, and motions through structured simulations before taking live opportunities. The expectation is a first win within 90 days and full ramp by 180. Beyond the number, success looks like:

• Sales teams who trust you to be dropped into any technical conversation and come back with usable scope and not a summary of what the customer said.
• Customers who feel heard in what you propose to them because your SOW reflects their language, their constraints, and the things they didn't know to ask for.
• Contracts that close, get delivered, and make customers want to come back.
• A year from now you are sharper: technically broader, more consultative in how you engage customers, and more fluent in the business conversations that close deals. Growth in this role is not optional, it's how we measure it.