Director of Solutions

Role Overview

• Lead, develop, and inspire domain experts across Racking, Automation, LED, Electrical, Consulting, and New Products to deliver integrated, high-value customer solutions
• Partner with ESMs and RSDs to co-develop differentiated solutions, shape proposals, and define go-to-market strategies that drive customer and business success
• Collaborate with EPMs and operations teams to validate feasibility, manage risk, and ensure seamless delivery execution
• Own the end-to-end solution development lifecycle, from scoping and design through cost modeling, risk assessment, and implementation handoff
• Build scalable frameworks, playbooks, and reusable solution assets to reduce custom effort, enhance speed, and improve consistency across deals
• Drive alignment across engineering, finance, legal, product, and operations to balance tradeoffs and support cross-functional decision-making
• Build credibility with internal stakeholders across engineering, product, finance, legal, and operations, ensuring alignment and transparency in decisions
• Foster a culture of accountability, innovation, and continuous improvement across the Solutions function
• Lead or co-lead pursuit efforts for flagship, multi-domain accounts, setting the standard for technical excellence and commercial success
• Track and optimize key performance metrics such as win rate, margin uplift, cycle time, rework, and team utilization to improve operational efficiency
• Present pipeline health, resource needs, risks, and strategic investment recommendations to executive leadership
• Mentor, develop, and grow team capability to ensure bench strength and readiness for future scale

Requirements

• 10+ years of experience in technical sales, solution consulting, sales engineering, or similar roles supporting complex B2B deals
• Proven success leading or managing a Solutions, Presales, or Solution Architecture team
• Demonstrated ability to translate between business and technical domains — skilled in evaluating cost, ROI, scalability, and tradeoffs
• Exceptional stakeholder management and influence skills across senior cross-functional teams
• Strong communication capabilities — effective in both conceptual business strategy and detailed technical discussions
• Track record of success managing multi-domain, multi-stakeholder deals (9–18+ month cycles)
• Ability to travel as needed (client sites, workshops, and strategic engagements)

Benefits

• healthcare, dental, and vision insurance for employees and eligible dependents
• several other wellness, financial, and work/lifestyle-specific benefits
• 401(k) retirement plan with a company match of 50% up to 12% of eligible compensation
• generous PTO with a starting accrual of 22 days a year in addition to paid holidays and volunteer time