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CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions-including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.
Solution Lead / Solution Director
Full-Time|Columbus, OH • Chicago, IL • Cincinnati, OH • Dallas, TX • Phoenix, AZ|Senior Level
About the Role
We are seeking a high-impact Solution Lead / Solution Director to shape and win complex, multi-tower services opportunities and lead enterprise transformation programs. This is a strategic, client-facing leadership role at the center of our growth-where business outcomes, technology strategy, and commercial innovation intersect.
You will partner closely with Account Executives, presales, and delivery leaders to originate, shape, and close large-scale engagements, while acting as the orchestrator of cross-functional solutioning across professional and managed services.
This role is purpose-built for leaders from Managed Service Providers (MSPs), Global Systems Integrators (GSIs) or those with equivalent skills in large-scale service environments who thrive in ambiguous, high-value pursuits, bring a services-first mindset, and can translate customer challenges into multi-year transformation programs.
At the Solution Director level, you will operate as a trusted advisor to C-level stakeholders, influence enterprise strategy, and play a pivotal role in scaling solution excellence across the organization.
What You Will Do
Shape & Win Strategic Opportunities
• Engage early with Account Executives to identify, qualify, and shape high-value pursuits
• Lead consultative discovery to uncover business drivers, pain points, and transformation opportunities
• Define compelling solution visions that connect technology investments to measurable business outcomes
• Drive end-to-end pursuit leadership from initial engagement through close
Lead Executive Engagement
• Establish credibility with CIO, CTO, and business executives as a trusted advisor
• Facilitate outcome-based conversations that move beyond technology to business impact
• Craft and deliver executive-level storytelling that differentiates and wins
Architect Services-Led Solutions
• Coordinate the design of integrated solutions combining Professional Services, Managed Services, and partner capabilities
• Ensure solutions are technically sound, operationally viable, and commercially compelling
• Align architecture, delivery models, and commercial constructs into a cohesive, scalable offering to achieve defined business outcomes
Orchestrate Cross-Functional Teams
• Lead and align solution architects, engineers, SMEs, partners, and delivery teams
• Drive clarity, accountability, and pace across complex pursuits
• Elevate team performance through coaching, structure, and best practices
Influence Strategy & Commercial Outcomes
• Shape deal strategy, pricing models, and commercial constructs (recurring, consumption, outcome-based)
• Balance competitiveness, risk, and profitability in solution design
• Contribute to portfolio evolution based on market demand and client needs
Solution Director (Advanced Scope)
• Own and lead enterprise-scale transformation programs ($50M+)
• Translate ambiguous opportunities into structured, multi-year engagements
• Act as a strategic advisor to executive stakeholders
• Mentor and elevate Solution Leads and broader presales teams
• Drive solutioning excellence and consistency across the organization
Required Qualifications
• 10-15+ years in Solution Engineering, Architecture, or Technical Sales.
• Proven success leading complex, multi-tower services deals ($5M-$50M+).
• Strong background in managed services and professional services integration.
• Experience in MSP, GSI, or large-scale services environments.
• Demonstrated ability to lead cross-functional pursuit teams at scale.
• Deep experience in consultative, outcome-based, and value-led selling.
• Ability to connect technology decisions to business outcomes and ROI.
• Strong track record of executive engagement and influence.
Broad cross-domain knowledge spanning:
• Cloud, Infrastructure, Networking, Security, Digital Workplace, Applications, and Data & AI.
Strong understanding of:
• Hybrid cloud architectures and workload placement strategies.
• Modernization patterns - rehost, replatform, and refactor.
• Application and integration architectures (APIs, microservices).
• Data platforms, governance, and analytics enablement.
• AI, automation, and their role in managed services.
Deep knowledge of Managed Services operating models, including:
• SLAs, observability, lifecycle management, and continuous optimization.
• Commercial fluency in subscription, consumption, and recurring revenue models.
Certifications (Preferred)
• Cloud certifications (AWS, Azure, Google Cloud)
• Networking / Security certifications (Cisco, etc.)
• Sales methodologies (e.g., MEDDICC, Challenger, Value Selling)
• IT and Process methodologies (ITIL, Lean, Six Sigma)
Success Profile
The ideal candidate is a commercially driven, client-obsessed leader who thrives at the intersection of strategy and execution. You are equally at home leading a discovery session with a client's technology leadership team and presenting a multi-year transformation vision to a CIO or senior business leader. You understand that winning in complex pursuits requires more than technical depth - it requires empathy, influence, and the ability to make clients feel understood before they feel sold to. You thrive in ambiguous, fast-moving pursuit environments and take personal pride in the quality of every solution and conversation you bring to a client.
• Executive Presence: Confident engaging and influencing senior stakeholders with authority and authenticity.
• Strategic Thinking: Shapes complex opportunities into clear, actionable strategies that drive results.
• Storytelling Excellence: Simplifies complexity into compelling narratives that resonate with technical and business audiences alike.
• Commercial Acumen: Understands how solution design drives business outcomes - and structures deals accordingly.
• Operational Discipline: Drives structure, pace, and execution across pursuits without compromising quality.
• Collaborative Leadership: Operates seamlessly across sales, presales, delivery, and partner ecosystems.
• Growth Mindset: Continuously elevates self, team, and organizational capability.
• Complex Selling: Fluent in enterprise sales methodologies (e.g., MEDDICC, Challenger, Value Selling) and applies them naturally to shape and advance pursuits.
What We Offer
• Competitive base salary and performance-based incentive plan.
• Opportunity to shape high-visibility, high-value strategic pursuits and lead enterprise-scale transformation programs.
• Access to a best-in-class partner ecosystem including co-sell programs and joint go-to-market resources.
• Dedicated professional development budget covering certifications, industry conferences, and advanced training.
• Flexible work model across multiple locations (Columbus, Chicago, Cincinnati, Dallas, Phoenix) with travel as required for key client engagements.
• Collaborative team culture that shares assets, wins, and knowledge across a growing community of solution professionals.
We are an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building a diverse and inclusive team.
Salary is $138,115 to $215,804 not including bonus.
#LI-NA1
The compensation range in this posting reflects the Company's good-faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate's designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual's experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales-based variable compensation in accordance with applicable plans and role requirements.
Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.
The pay range for this role is:
138,115 - 215,804 USD per year (Phoenix Office, Phoenix, AZ)