The SA should either be included in a discovery call or provided with Outcome / Infrastructure / Challenges information uncovered by prior interactions with the account. Occasionally, SA's may support a combination call of discovery and technical demonstration/deep-dive on a single call, but this is suboptimal as the latter approach does not allow the SA time to prepare for and/or tailor the discussion.
The SA is also responsible for any pre-sales technical customer inquiry or audit from associated accounts, including RFI, RFP or security audits. For details on the audit process, proceed to the Security page.
The SA is always responsible for drafting Professional Services SOW's, regardless of the account status (pre- and post-sales).
As a general guideline, no more than 2 Solutions Architects should join any single client-facing call, whether it be assistive for the topic or for learning / shadowing.