Presales Solutions Architect

Pigment Solutions Lead Argano is a digital consultancy that specializes in high-performance business operations, digital transformation, and AI-driven solutions. We help enterprise and mid-market organizations modernize their core systems, streamline supply chains, and improve financial, data, and workforce operations to exceed customer expectations and fuel commercial growth. About the Practice Argano’s Pigment Practice is redefining business planning consulting by combining deep domain expertise with cutting-edge technology. As a Solution Architect, you are the engine of our delivery — you design and build the Pigment solutions that transform how our clients plan, forecast, and make decisions. You work within our pod model alongside experienced Pod Leads, Delivery Managers, and Consultants. Role Summary We are building a differentiated consulting practice around Pigment, the leading enterprise planning platform, and we're looking for a Pigment Solutions Lead who defies the traditional software sales mold. This is not a sales only rep who hands off to delivery—this is a player-coach who can walk into a CFO's office, whiteboard a connected planning architecture, run a compelling demo tailored to the customer's actual data challenges, and then help scope the engagement that makes it real. The ideal candidate has been in the trenches. They've led FP&A transformations, implemented planning tools, wrestled with supply chain complexity, or built sales performance frameworks. They know what good looks like because they've delivered it. Now, they want to channel that expertise into building something new—a practice rooted in delivery excellence, deep customer collaboration, and tangible business outcomes. This role sits at the intersection of business development, solution architecture, and practice building. You will be responsible for generating pipeline, qualifying opportunities, leading discovery workshops, conducting product demonstrations, and co-authoring proposals that blend consulting services with Pigment software adoption. Success is measured not just by revenue, but by the quality of relationships built and the credibility we establish in the market. Key Activities Pipeline Development & Market Positioning (30%) Identify and cultivate relationships with Finance, Supply Chain, and Commercial leaders at target accounts across Consumer Goods, Food & Beverage, and Life Sciences Develop account strategies that position the practice as a trusted advisor, not a vendor Build referral networks through delivery excellence—every engagement should generate the next opportunity Represent the practice at industry events, Pigment partner gatherings, and customer roundtables Create thought leadership content (use cases, implementation playbooks, industry POVs) that demonstrates practitioner credibility Consultative Discovery & Solution Design (35%) Lead discovery sessions that go beyond requirements gathering—diagnose root causes, challenge assumptions, map stakeholder dynamics Translate business problems into Pigment-enabled solutions, articulating clear before/after states Build lightweight POCs or solution mockups that bring the vision to life for customers Develop phased roadmaps that balance quick wins with long-term transformation, maximizing both consulting revenue and software adoption Collaborate with Pigment's sales team on joint opportunities, serving as the implementation voice in the room Demonstration & Proposal Excellence (25%) Conduct tailored product demonstrations that connect Pigment capabilities to specific customer pain points—no generic decks Own the technical credibility in sales conversations; speak fluently about data integration, model design, workflow automation, and user adoption Author proposals that clearly articulate scope, approach, team composition, timeline, and commercial terms Lead pricing strategy conversations, balancing practice economics with customer value creation Practice Building & Knowledge Development (10%) Contribute to practice IP: reusable models, industry templates, implementation accelerators, training materials Stay current on Pigment product roadmap and competitive landscape Mentor other team members on consultative selling and solution design Provide feedback loop from market to leadership on positioning, pricing, and service offerings Preferred Qualifications Experience & Background 6-10 years of progressive experience across a combination of: management consulting, enterprise software implementation, corporate FP&A/finance transformation, or supply chain planning Direct, hands-on experience implementing or using planning platforms (Pigment strongly preferred; Anaplan, Planful, OneStream, or SAP IBP also valued) Track record of client-facing roles where you owned outcomes—not just activities Demonstrated success in business development, whether formally in sales or informally through practice/account growth Functional Expertise Deep understanding of at least two of the following: financial planning & analysis, supply chain planning (demand, supply, S&OP/IBP), or sales performance management (quota, territory, incentive compensation) Ability to speak credibly with C-suite and senior directors about their planning challenges and transformation journeys Familiarity with connected planning concepts and how modern EPM architectures differ from legacy approaches Technical Fluency Comfortable navigating a planning platform: building basic models, understanding data flows, configuring dashboards Able to conduct live product demonstrations without heavy reliance on pre-sales engineers Understanding of integration patterns, data modeling principles, and common enterprise data sources (ERP, CRM, data warehouses) Mindset & Working Style Entrepreneurial orientation—excited to build something new rather than optimize an existing playbook High intellectual curiosity; genuinely interested in how businesses operate and make decisions Collaborative by default; views Pigment, customers, and internal teams as partners in shared success Comfortable with ambiguity; can structure problems and drive toward clarity without heavy process Strong written and verbal communication; can distill complexity into clear, compelling narratives Compensation Philosophy This role will be compensated through a blend of base salary, performance incentives tied to pipeline and bookings, and practice-level success metrics (utilization, customer satisfaction, referral generation). We are not building a "coin-operated" sales culture—we're building a team of owners who are invested in the long-term health of the practice. Target Industries & Functions Primary Industries Core Functional Areas Consumer Goods Food & Beverage Life Sciences Finance (FP&A) Supply Chain Planning Sales Performance Management