Director, Client Solutions

Acosta Group; Chicago (IL); On-site; USD 150,000 - 230,000; Full time

Job summary

Acosta seeks a Connected Commerce Client Solution leader to bridge client challenges with Acosta's omnichannel solutions. You will guide GTM, run value-based selling, and orchestrate pilots to prove financial and operational impact.

You will lead SMEs from Digital Shelf, eCommerce, and Shopper Marketing to craft tailored architectures and compelling demonstrations. You will own technical wins, scope requirements, and deliver PoV/ROI assessments to executives, while aligning delivery teams and

Qualifications

• Bachelor's degree in business, digital marketing or related field.
• 10-15+ years in pre-sales, sales engineering or ecommerce strategy.
• Deep knowledge of modern commerce, RMNs, digital shelf analytics.

Responsibilities

• Lead discovery sessions to uncover pain points and objectives.
• Scope needs across Digital Shelf, eCommerce, Shopper Marketing, Retail Media.
• Translate requirements into connected commerce architectures.
• Own RFPs, pitches and complex proposals with SMEs.
• Design pilots and PoV/ROI reports for executive review.
• Present value metrics to client leadership.

Skills

Pre-Sales

Sales Engineering

eCommerce strategy

ROI modeling

Value-based selling

Presentation skills

Cross-functional leadership

Education

Bachelor's degree in business or related field

Job description

DESCRIPTION

As a Connected Commerce Client Solution leader, you will act as the critical bridge between our prospective clients’ business challenges and Acosta Group’s omnichannel commerce solutions. You will serve as the strategic and technical advisor during the Go-To-Market (GTM) cycle, partnering with the Business Development Executives to drive value-based selling, technology demonstrations, and proof of concept/validations.

Your primary objective is to deeply understand clients’ pain points, seamlessly align them with our connected commerce capabilities, and definitively prove the financial and operational impact of our solutions. You will own the technical win by scoping requirements, orchestrating internal delivery experts, leading short-form pilots, and delivering compelling Proof of Value (PoV) and ROI assessments to executive stakeholders.

RESPONSIBILITIES

Discovery & Strategic Scoping

• Lead deep-dive discovery sessions to uncover and document customer pain points, business objectives, and current operational bottlenecks.

• Proficiently audit and scope customer needs across four critical domains:

• Digital Shelf & Content Optimization: Assess compliance gaps, content health, and syndication workflows.

• eCommerce Management: Evaluate end-to-end operational needs, availability, and marketplace dynamics.

• Shopper Marketing: Scope strategies for omnichannel conversion and promotional effectiveness.

• Retail Media Management: Analyze current ad spend efficiency, programmatic strategies (e.g., Amazon DSP), and closed-loop measurement capabilities.

Solution Design, Orchestration & Proposals

• Translate complex customer requirements into tailored, unified, connected commerce solution architectures.

• Own the technical and solutions architecture components of Request for Proposals (RFPs), proactive pitches, and complex commercial proposals, ensuring all deliverables accurately reflect Acosta's capabilities.

• Strategically pull in deep Subject Matter Experts (SMEs) from our specialized delivery practices—specifically across Digital Shelf Management, eCommerce Management, and Shopper Marketing—to validate solutions, provide advanced domain expertise, and strengthen the pitch.

• Deliver high-impact, customized demonstrations of Acosta’s capabilities and platforms, showcasing how specific features directly resolve the scoped pain points.

• Act as the subject matter lead in the room, fielding complex technical, operational, and strategic questions from client e-commerce and marketing leaders.

Pilot Execution & Value Engineering

• Design, launch, and manage short-form pilots or "sandbox" environments that allow clients to experience our capabilities with minimal friction.

• Define clear success criteria for pilots and ensure they are executed flawlessly within the designated timeframe.

• Architect robust, data-driven Proof of Value (PoV) reports and ROI assessments at the conclusion of pilots or deep-dive discoveries.

• Present value realization metrics to client leadership, quantifying the revenue growth, cost savings, or efficiency gains generated by Acosta’s solutions.

GTM Strategy & Process Innovation

• Drive continuous Go-To-Market (GTM) transformation by actively capturing field learnings, client feedback, and market shifts from active sales cycles.

• Relentlessly update and refine the Connected Commerce GTM playbook, standardizing enterprise sales processes and value-based selling models to ensure the broader commercial team is equipped with the most current, high-impact strategies.

• Maintain a cutting-edge understanding of the evolving commerce landscape to continuously evolve our solution architectures and competitive positioning.

QUALIFICATIONS

Minimum Qualifications-Knowledge, Skills and Abilities

• Bachelor's degree in business, Digital Marketing or related field.

• Experience: 10-15+ years in a Pre-Sales, Sales Engineering, or eCommerce technical strategy role, ideally within the retail, CPG, or commerce technology sectors (Amazon preferred).

• Domain Expertise: Deep foundational knowledge of the modern commerce landscape, specifically retail media networks (RMNs), digital shelf analytics, shopper marketing ecosystems, and enterprise eCommerce operations.

• Cross-Functional Leadership: Proven ability to marshal resources, manage internal SMEs, and seamlessly integrate specialized practice knowledge into a unified customer-facing solution.

• Value-Based Selling: Proven track record of building financial models, ROI calculators, and business cases that transition technical features into quantifiable business outcomes.

• Presentation Skills: Exceptional ability to craft a narrative, present complex concepts simply, and command a room of cross-functional stakeholders (from VPs to C-suite executives).

• Agility: Ability to manage multiple client pilots and active sales cycles simultaneously while maintaining a high standard of quality in proposal writing and technical sco

ABOUT US

Acosta, and its subsidiaries, is an Equal Opportunity Employer

Job Category: Administration

Position Type: Full time

Business Unit: Corporate

Salary Range: $########### - $###########

Company: Acosta Employee Holdco LLC

Req ID: 43375