Principal Sales Consultant

Ashburn Consulting is seeking a client-facing, senior technical leader to serve as its Principal Architect – Client Solutions and Missions. This role fuses deep technical design capabilities with consultative sales leadership to shape impactful, service-led IT modernization solutions for public and private sector clients. Unlike traditional product-heavy roles, this position is rooted in consulting, emphasizing technical outcomes over resale margins, and relationships over transactions.You will guide customers through the scoping, design, and road-mapping of network, cyber, and cloud solutions—aligning advanced technologies with Ashburn’s services portfolio. You are expected to serve as a trusted technical advisor, capable of identifying business problems, translating them into scalable solutions, and clearly drawing the line between pre-sales value and paid consulting services.-Key ResponsibilitiesClient-Facing Technical Leadership· Partner with Principal Consultants in pre-sales conversations, leading technical discovery and articulating outcomes, especially when clients lack clarity.· Build client confidence in Ashburn by showcasing deep domain expertise and our differentiated service approach.· Serve as the technical conscience of the sales process, ensuring proposed solutions are executable and aligned with client needs.Solution Architecture & Design· Design and document multi-phase solutions that include assessments, implementation, training, and O&M service components.· Architect solutions that may involve hardware/software products, understanding that clients may procure those independently of Ashburn.· Align solution architectures with Ashburn’s services-first delivery model, ensuring product inclusion is only where it enhances the consulting mission.Services Scoping & Differentiation· Define level-of-effort, billable phases, and service transitions in a way that clearly separates advisory from paid engagement.· Distinguish Ashburn’s capabilities from typical VARs and resellers by emphasizing our consulting DNA, advanced services, and specialized expertise.· Produce clear Statements of Work (SOWs), service packages, and engagement outlines that showcase Ashburn’s value and scalability.Collaboration & Enablement· Work cross-functionally with capture, delivery, proposal, and BD teams to translate technical designs into winning proposals.· Contribute to proposal writing, review, and color team support for RFPs that require deep architectural thought.· Mentor junior technical staff and support the maturation of Ashburn’s internal solution development playbooks.-