Solution Lead

About the role

CBTS serves enterprise and mid‑market clients across the United States and Canada, delivering a full suite of technology solutions—including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure. The company partners with clients to develop, deploy, and operate modern applications and secure, scalable platforms that enable transformative business initiatives.

We are seeking a high‑impact Solution Lead / Solution Director in New York City, NY to shape and win complex, multi‑tower services opportunities and lead enterprise transformation programs. This strategic, client‑facing leadership role sits at the intersection of business outcomes, technology strategy, and commercial innovation. The role partners closely with Account Executives, presales, and delivery leaders to originate, shape, and close large‑scale engagements while orchestrating cross‑functional solutioning across professional and managed services.

Responsibilities

• 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.
• 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.

Experience & Requirements

• 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.
• Broad cross‑domain knowledge across Cloud, Infrastructure, Networking, Security, Digital Workplace, Applications, Data & AI.
• Understanding of hybrid cloud architectures, workload placement strategies, modernization patterns (rehost, replatform, refactor), application and integration architectures (APIs, microservices), data platforms, governance, 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.
• Preferred certifications: Cloud (AWS, Azure, Google Cloud), Networking/Security (Cisco, etc.), Sales methodologies (MEDDICC, Challenger, Value Selling), IT/Process methodologies (ITIL, Lean, Six Sigma).

Leadership Traits & Competencies

• Executive Presence – confident engaging and influencing senior stakeholders.
• Strategic Thinking – shapes complex opportunities into clear, actionable strategies.
• Storytelling Excellence – simplifies complexity into compelling narratives.
• Commercial Acumen – understands how solution design drives business outcomes.
• Operational Discipline – drives structure, pace, and execution across pursuits.
• Collaborative Leadership – operates seamlessly across sales, presales, delivery, and partners.
• Growth Mindset – continuously elevates self, team, and organizational capability.
• Proficiency in sales methodologies for complex environments (e.g., MEDDICC, Challenger, Value Selling).

Location Requirement

Candidates must currently reside within approximately 1–1.5 hours commuting distance of the local CBTS office/market they support. While the position offers remote flexibility, candidates are expected to be local to the assigned market and available for onsite client meetings and office visits as business needs require.

Compensation

The base salary range for this role is $140,000–$170,000 per annum, exclusive of commission. The applicable base pay for any individual will be determined based on primary work location, role scope and responsibilities, required qualifications, and the candidate’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.