FinOps Solution Architect

Role Description

• Sales Ownership and Customer Impact
• Own a territory, vertical, or named account list and achieve quota through consultative selling of FinOps solutions.
• To support consistent attainment of quota, the FinOps Solution Architect is expected to maintain healthy pipeline coverage across both the current and upcoming quarters:
• Current Quarter: A minimum of 3x coverage on the remaining gap to quota, factoring in already invoiced or committed revenue.
• Next Quarter: A minimum of 3x total quarterly quota, consisting of qualified opportunities that align to SHI’s FinOps offerings and show a clear path to closure.
• Solution Architecture and Consulting
• Design tailored solutions that help customers achieve cloud, AI, and SaaS value realization, financial accountability, and innovation goals.
• Provide FinOps subject matter expertise and align solutions to the FinOps Framework, guiding customers through solutions across its core phases: Inform, Optimize, and Operate, while promoting cross-functional presales engagement between finance, engineering, and business stakeholders and decision makers.
• Apply FinOps Domains and Capabilities to assess customer maturity, benchmark practices, and recommend actionable improvements achievable via SHI FinOps Services.
• Stay current with major cloud, AI, and SaaS provider programs and industry best practices to advise on optimal FinOps strategies.
• Demonstrate deep experience across a range of FinOps tools-both native and third-party – including their strengths, limitations, adoption patterns, and use cases.
• Act as a transformation partner, enabling customers to envision how to mature their FinOps practices over time and realize strategic outcomes via SHI FinOps Services.
• Internal Enablement and Thought Leadership
• Collaborate with internal teams to educate and enable SHI’s broader sales community and delivery teams on FinOps principles and practices.
• Mentor FinOps analysts, consultants, and junior team members to raise overall delivery quality.
• Support marketing events, webinars, and industry forums to promote SHI’s thought leadership in FinOps.
• Provide market insights and feedback to FinOps leadership to refine services and positioning.
• Pipeline expectations will be reviewed regularly with sales leadership to ensure sustained performance, accurate forecasting, and proactive deal strategy. SHI FinOps will follow the MEDDPICC sales methodology.
• Lead customer discovery sessions to identify pain points, transformation goals, and solution needs related to cloud, AI, and SaaS financial management.
• Deliver compelling value propositions through proposals, SOWs, and RFP responses.
• Close deals that drive customer success and position SHI as a strategic FinOps partner.

Behaviors and Competencies

• Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.
• Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
• Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.
• Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
• Teamwork: Can build and lead multiple teams, fostering a cooperative environment and ensuring effective communication between team members.
• Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.

Skill Level Requirements

• Proficiency in overseeing and directing projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied – Intermediate
• Ability to systematically identify, document, and manage the technical needs and specifications of a project by engaging with stakeholders and analyzing business objectives to ensure successful project outcomes – Intermediate
• Ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively – Intermediate
• Ability to write, debug, and maintain code in various scripting and programming languages to automate tasks and develop software solutions – Intermediate
• Ability to understand and manage various infrastructure components (firewalls, load balancers, hypervisors, storage, monitoring, security) and use orchestration tools to develop comprehensive technical solutions – Intermediate
• Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements – Intermediate
• Extensive experience working on large scale IT projects related to design, deployment and configuration – Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience
• Minimum of 4-5 years’ experience in FinOps, cloud, AI, and SaaS financial management, or related field.
• Demonstrable track record of quota achievement in a sales or sales engineering/architect role.
• Experience with FinOps tools (Flexera CCO, Spot, CloudHealth, Apptio, Cloudability, etc.) and practices.
• Recognized certifications in FinOps or related technologies are highly desirable (FinOps Certified Practitioner, AWS/Azure/GCP certifications, etc.).
• Willingness to travel (up to 25%)