Principal Solutions Architect

Company Description

QumulusAI is a high-growth AI infrastructure company on a mission to universalize access to AI compute. We deliver scalable, high-performance GPU infrastructure without compromise eliminating the bottlenecks of legacy HPC, including generic compute environments, inefficient data centers, and power grid dependency. Through vertically integrated, AI-optimized facilities and purpose-built power strategy, we enable enterprises, research institutions, and AI-native companies to scale faster with predictable performance and economics. More than a provider, QumulusAI is a strategic partner in the AI revolution, engineering systems that evolve alongside the world’s most ambitious innovations.

Role Summary 

QumulusAI is seeking a Solution Architect to help scale a high-velocity sales motion for AI infrastructure. You will partner with Sales and channel partners as the technical lead across discovery, solution design, demonstrations, proof-of-concepts (POCs), security reviews, and the technical close. This role requires strong technical depth, crisp communication, and the ability to manage multiple deals in parallel while creating repeatable technical sales assets that reduce cycle time and improve win rate. 

This is a customer-facing role with travel up to 50% to support onsite workshops, partner enablement, and key field events. 

Key Responsibilities 

Strategic Technical Discovery & Architecture 

* Lead complex technical discovery and define scalable GPU and platform architectures aligned to customer business outcomes. 

* Set technical success criteria, architecture standards, and partner with Sales on executive-level account strategy. 

Executive Demos, POCs & Validation 

* Own high-impact demos and POCs with clear performance, cost, and risk outcomes. 

* Guide benchmarking, surface tradeoffs, and influence technical and executive decision-makers. 

Technical Close, Risk & Governance 

* Resolve critical technical objections and guide customers from evaluation to production. 

* Lead security and compliance discussions; shape technical scope for proposals, SOWs, and RFPs. 

Partner Strategy & Co-Sell Leadership 

* Define partner technical motions, reference architectures, and evaluation standards. 

* Act as senior technical escalation for partner-led deals and complex opportunities. 

Scale & Standards 

* Establish repeatable architectures, POC frameworks, and technical sales best practices. 

* Translate field learnings into improved processes, enablement, and clean delivery handoffs. 

Qualifications 

Experience & Background 

* 6–10+ years in customer-facing technical roles (Principal/Senior Solutions Architect, Sales Engineer, Systems Engineer, or Technical Consultant) supporting infrastructure, cloud, HPC, or AI/ML platforms. 

* Proven experience working with large enterprise or strategic customers in complex, multi-stakeholder environments. 

* Bachelor’s or Master’s degree in Computer Science, Engineering, Mathematics, or a related technical field (or equivalent practical experience). 

* Willingness to travel up to 50%. 

Technical Expertise 

* Deep understanding of IaaS, cloud-native and on-prem HPC/GPU architectures, and the requirements for running AI/HPC workloads at scale. 

* Strong hands-on experience with Linux, networking, security fundamentals, and performance troubleshooting. 

* Expertise with GPUs and AI/ML compute stacks, including training vs. inference, distributed workloads, and common frameworks and tooling. 

* Experience designing and operating distributed systems, including: 

* High-performance networking (TCP/IP, RDMA, InfiniBand, cluster networking) 

* Parallel/distributed storage systems and data pipelines 

* HPC schedulers and workloads (e.g., Slurm, PBS, MPI) 

* Observability, hardware health and performance telemetry 

* Proficiency with containers and orchestration (Docker, Kubernetes) and model or workload deployment patterns. 

* Scripting and automation skills (Python, shell/bash) and infrastructure automation using tools such as Terraform and Ansible. 

Business & Pre-Sales Acumen 

* Strong consultative technical selling skills with disciplined discovery and structured problem-solving. 

* Experience leading technical evaluations, POCs, and enterprise security and compliance reviews. 

* Ability to manage multiple concurrent engagements with clear ownership and follow-through. 

* Demonstrated success enabling and co-selling with channel partners (SI/MSP/reseller). 

Leadership & Core Competencies 

* Principal-level judgment with the ability to connect deep technical decisions to measurable business outcomes. 

* Strategic thinker and technical storyteller, capable of influencing both practitioners and executive stakeholders. 

* High ownership, strong cross-functional collaboration with Sales, Product, Engineering, and Operations. 

* Ability to produce high-quality technical content (architectures, white papers, reference designs) that scales across teams. 

* Startup mindset: biased toward action, adaptable, and comfortable tackling ambiguous, high-impact challenges. 

* Strong documentation habits and integrity in handling confidential customer information.