Director Solutions Engineering Jobs in Rochester, NY

Position SummaryThe Director of Solutions Consulting is responsible for leading the day-to-day operations, performance, and strategic direction of Calero's Solutions Consulting organization.
This is a player-coach leadership role that combines organizational leadership with hands-on customer engagement. The successful candidate will coach, mentor, and develop a team of high-performing Solution Consultants while personally serving as the lead Solution Consultant on Calero's largest and most strategic enterprise opportunities.
The Director will partner closely with Sales, Customer Success, and Product Marketing to ensure consistent execution throughout the pre-sales lifecycle, from discovery through solution design, executive presentations, demonstrations, technical validation, and deal strategy.
This role requires a strong business leader with deep domain expertise in Managed Mobility Services (MMS) and Telecom Expense Management (TEM). The ideal candidate understands enterprise mobility operations, mobility lifecycle management, and the operational challenges faced by global organizations managing thousands of mobile devices and telecom assets.

Key Responsibilities
Leadership & Team Development

• Lead, coach, mentor, and develop a team of Solution Consultants.
• Create a high-performance culture built around accountability, collaboration, continuous learning, and customer success.
• Conduct regular coaching sessions, performance reviews, career development planning, and technical mentoring.
• Establish individual and team performance metrics that drive execution excellence.
• Recruit, onboard, and retain top technical talent.
• Foster a culture of innovation and knowledge sharing across the Solutions Consulting organization.

Player-Coach Responsibilities

• Personally serve as the lead Solution Consultant on Calero's most strategic sales opportunities.
• Lead executive discovery workshops, business process reviews, technical deep dives, and solution strategy sessions.
• Deliver compelling executive demonstrations tailored to customer business outcomes.
• Participate in executive presentations, technical validations, proof-of-concepts, and solution architecture discussions.
• Build trusted relationships with executive buyers, IT leaders, sourcing organizations, procurement teams, and mobility stakeholders.
• Lead by example, demonstrating consultative selling techniques and world-class customer engagement practices.

Sales Partnership

• Partner with Sales Leadership to improve technical win rates and overall sales effectiveness.
• Participate in strategic account planning and opportunity reviews.
• Ensure proper Solution Consultant alignment across sales opportunities.
• Provide executive guidance on complex enterprise pursuits.
• Support RFPs, RFIs, technical questionnaires, and proposal development.

Solution Strategy & Innovation

• Establish repeatable best practices for discovery, demonstrations, solution design, and technical validation.
• Develop scalable demonstration environments and reusable demo assets.
• Drive solution architecture standards across enterprise opportunities.
• Translate customer business challenges into compelling technical solutions that demonstrate measurable business value.
• Stay current on industry trends, competitive offerings, and emerging technologies impacting mobility and telecom management.

Cross-Functional Leadership

• Partner with Product Marketing to provide market feedback and influence product priorities.
• Partner with Marketing on thought leadership, webinars, industry events, and customer presentations.
• Act as the executive escalation point for complex technical opportunities.
• Partner with Sales Operations to improve proposal quality, technical documentation, and sales enablement assets.

Operational Excellence

• Manage Solution Consultant capacity planning and utilization.
• Develop onboarding programs and continuous technical training for the Solutions Consulting organization.
• Drive adoption of value-based selling methodologies, discovery frameworks, and technical qualification processes.

Required Qualifications

• Bachelor's degree in Business, Information Technology, Engineering, Computer Science, or a related field (or equivalent experience).
• 8+ years of enterprise pre-sales, Solutions Consulting, Sales Engineering, or technical consulting experience.
• 5+ years leading Solutions Consulting or Sales Engineering organizations.
• Deep expertise in Managed Mobility Services (MMS).
• Strong understanding of Telecom Expense Management (TEM).
• Experience supporting Fortune 1000 and global enterprise organizations.
• Demonstrated success leading complex enterprise software sales engagements.
• Strong executive communication and presentation skills.
• Proven ability to coach, mentor, and develop technical teams.
• Experience leading cross-functional initiatives in a fast-paced software organization.

Preferred Qualifications

Experience with one or more of the following technologies or disciplines:

• Enterprise Mobility Management (EMM/UEM)
• Microsoft Intune
• Jamf
• Samsung Knox
• Apple Business Manager
• Mobile lifecycle management
• Enterprise mobility operations
• IT Asset Management (ITAM)
• SaaS Management Platforms
• IT Service Management (ITSM)
• ServiceNow
• API integrations
• Workflow automation
• AI-powered enterprise solutions

Leadership Competencies

The successful candidate will demonstrate:

• Executive presence
• Customer-first mindset
• Strategic thinking
• Operational excellence
• Technical credibility
• Strong coaching and talent development skills
• Cross-functional collaboration
• Data-driven decision making
• Intellectual curiosity
• Continuous improvement mindset
• Bias for action
• High emotional intelligence

What Success Looks Like

Within your first 12 months, you will:

• Improve technical win rates across enterprise opportunities.
• Personally influence and help close Calero's most strategic enterprise deals.
• Standardize discovery, demonstrations, and solution architecture across the organization.
• Implement scalable enablement programs that elevate the capabilities of every Solution Consultant.
• Become a trusted advisor to Sales Leadership, Product Marketing, and Calero Customers.
• Strengthen collaboration across Sales, Customer Success, Product, Operations and Product Marketing.
• Foster a player-coach culture where leaders remain engaged with customers while continuously developing their teams.

Calero is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sexual orientation, gender identity, age, protected veteran status, or status as a qualified individual with a disability.

The On Target Earnings (OTE) for this role is $225,000. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional, and/or senior-level positions, that meet all required qualifications. Actual offers take candidate’s knowledge, skills, abilities, and experience into account. Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.