Director, Solutions Consulting

Lead the day-to-day operations, performance, and strategic direction of Calero's Solutions Consulting organization in a player-coach role that blends hands-on customer engagement with team leadership.

Responsibilities

• Lead, coach, mentor, and develop a team of Solution Consultants, fostering a high-performance culture built on 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.
• Recruit, onboard, and retain top technical talent while promoting innovation and knowledge sharing.
• Personally serve as the lead Solution Consultant on Calero’s most strategic sales opportunities, including executive discovery workshops, business process reviews, technical deep dives, and solution strategy sessions.
• Deliver compelling executive demonstrations tailored to customer business outcomes and 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.
• Partner with Sales Leadership to improve technical win rates and sales effectiveness through strategic account planning, opportunity reviews, and executive guidance on complex pursuits.
• Support RFPs, RFIs, technical questionnaires, and proposal development.
• Establish repeatable best practices for discovery, demonstrations, solution design, and technical validation; develop scalable demonstration environments and reusable demo assets.
• Drive solution architecture standards and 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.
• Partner with Product Marketing to provide market feedback, influence product priorities, and contribute to thought leadership, webinars, industry events, and customer presentations.
• Act as the executive escalation point for complex technical opportunities and collaborate with Sales Operations to improve proposal quality and sales enablement assets.
• Manage Solution Consultant capacity planning, utilization, and continuous technical training programs.
• Drive adoption of value-based selling methodologies, discovery frameworks, and technical qualification processes.

Requirements

• 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) and a 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

• 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

• Improve technical win rates across enterprise opportunities within the first 12 months.
• 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.

Pay

Base salary: $130,000 to $150,000. On Target Earnings (OTE): $205,000 to $225,000. Compensation depends on geographic location, skills, experience, complexity, travel, and market rate.