Solution Lead/Solution Director

About the role

CBTS serves enterprise and mid‑market clients across the United States and Canada, delivering technology solutions that span Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure. The company is seeking a high‑impact Solution Lead / Solution Director in Columbus, OH to shape and win complex, multi‑tower services opportunities and lead enterprise transformation programs. This strategic, client‑facing leadership 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

• 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.
• 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.
• Coordinate the design of integrated services‑led 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.
• 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.
• 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.
• Own and lead enterprise‑scale transformation programs ($50M+).
• Translate ambiguous opportunities into structured, multi‑year engagements.
• Mentor and elevate Solution Leads and broader presales teams.
• Drive solutioning excellence and consistency across the organization.

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.
• Deep consultative, outcome‑based, and value‑led selling expertise.
• Ability to connect technology decisions to business outcomes and ROI.
• Extensive executive engagement and influence experience.
• Broad cross‑domain knowledge: Cloud, Infrastructure, Networking, Security, Digital Workplace, Applications, Data & AI.
• Understanding of hybrid cloud architectures, modernization patterns, API/microservices, data platforms, governance, analytics, AI, and automation.
• Deep knowledge of Managed Services operating models (SLAs, observability, lifecycle management, 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 (ITIL, Lean, Six Sigma).
• Leadership traits: executive presence, strategic thinking, storytelling excellence, commercial acumen, operational discipline, collaborative leadership, growth mindset.
• Location requirement: must reside within ~1–1.5 hours commuting distance of the Columbus, OH CBTS office/market; remote flexibility is offered but onsite client meetings and office visits are required.

Pay

Salary range: $140,000 – $170,000 per annum (base salary only; commissions and variable compensation are additional). The applicable base pay will be determined based on the candidate’s primary work location, role scope, qualifications, experience, education, skills, knowledge, and performance. Additional compensation may include discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.