Solutions Architect Associate

Major retailers keep tightening their supplier compliance requirements, and small and mid-market companies often lack the staff or systems to keep up. The Solutions Architect is the technical owner of the sales cycle for these customers, with defined, repeatable use cases such as trading partner compliance, EDI onboarding, and standard B2B supply chain connectivity. Working directly with the Sales team, the Solutions Architect runs discovery, scopes the solution, delivers the demo or POC, and hands off to Customer Success and Professional Services. The role suits someone who has worked in a customer-facing technical role, can run a deal independently, and can explain EDI and supply chain requirements clearly to business owners and IT managers. They draw on expertise across the team and organization, and use AI and other tools in their daily work to produce better outcomes for prospects and for Cleo.

Essential Duties & Responsibilities

Own the technical side of the sales cycle for standard use cases, from first discovery call through close, working alongside the Sales team Conduct discovery sessions directly with prospective and existing customers to gather business and technology requirements, including identifying where AI-powered capabilities deliver the highest value Explain the business case for Cleo to business owners, IT managers, and operations leads at small and mid-market organizations Recommend and scope standard integration patterns for each prospect’s ERP or accounting system and trading partner requirements, using Cleo reference architectures and templates Demonstrate the value of Cleo solutions through presentations and demonstrations on-site and remote Complete the technical sections of RFI/RFPs and security questionnaires Explain Cleo’s AI capabilities accurately in customer conversations Apply AI tools across the sales cycle and in day-to-day work, from researching new concepts and understanding customer scenarios to sharpening discovery hypotheses and producing customer-facing assets and demonstration proof points Manage a high volume of concurrent opportunities with short cycle times Recognize when an opportunity falls outside the standard patterns, and flag it to Sales and Solutions leadership early so it is qualified and staffed correctly Collaborate with Product Management to provide voice-of-the-customer feedback, influencing the roadmap based on patterns observed across prospect engagements Partner with Customer Success and Professional Services to ensure smooth technical handoffs post-close, with clear documentation of customer architecture and agreed use cases Contribute to the SA knowledge base by building reusable assets, demo scripts, and POC frameworks that scale pre-sales team capacity