Solution Lead

CBTS; Chicago (IL); Hybrid; USD 140,000 - 170,000; Full time

Job summary

CBTS is seeking a Solution Lead / Solution Director to operate from Chicago, IL or Columbus, OH, shaping high-value pursuits and orchestrating cross-functional teams. You will engage CIO/CTO and senior executives, translating technology into measurable business outcomes and defining scalable, services-led solutions.

Role requires substantial experience in solution engineering, architecture, or technical sales, with a track record of leading multi-tower deals and successful client outcomes.

Qualifications

• 10–15+ years in Solution Engineering, Architecture, or Technical Sales.
• Proven success leading complex, multi-tower services deals ranging from $5M–$50M+.
• Experience in MSP, GSI, or large-scale services environments.

Responsibilities

• Engage early with Account Executives to identify, qualify, and shape high-value pursuits.
• Lead consultative discovery to uncover business drivers and transformation opportunities.
• Define compelling solution visions connected 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.
• Craft and deliver executive-level storytelling that differentiates and wins.
• Coordinate design of integrated solutions combining Professional and Managed Services.
• Align architecture, delivery models, and commercial constructs into a cohesive offering.
• Lead solution architects, engineers, SMEs, partners, and delivery teams toward cadence and outcomes.

Skills

Executive engagement

Cross-functional leadership

Strategic thinking

Storytelling

Commercial acumen

Solution architecture

Technical sales

Leadership

Consultative selling

Portfolio strategy

Job description

Solution Lead / Solution Director - Chicago, IL/Columbus, OH

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions—Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions—to develop and deploy modern applications and secure, scalable platforms that support its clients’ transformative business initiatives.

What You Will Do

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 to achieve defined business outcomes

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

What You Bring

• 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

Selling Expertise

• Deep experience in consultative, outcome-based, and value-led selling
• Ability to connect technology decisions to business outcomes and ROI
• Strong track record of executive engagement and influence

Technical & Domain Expertise

• Broad cross-domain knowledge across: Cloud, Infrastructure, Networking, Security, Digital Workplace, Applications, Data & AI
• Strong understanding of: hybrid cloud architectures and workload placement strategies
• Modernization patterns (rehost, replatform, refactor)
• Application and integration architectures (APIs, microservices)
• Data platforms, governance, and 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

Certifications (Preferred)

• Cloud certifications (AWS, Azure, Google Cloud)
• Networking / Security certifications (Cisco, etc.)
• Sales methodologies (e.g., MEDDICC, Challenger, Value Selling)
• IT and 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
• Selling in complex environments: Sales methodologies (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 this 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

$140,000-170,000 per annum (salary only, not including commission). The range is a good‑faith estimate at the time of publication. Base pay will be determined based on location, role scope, responsibilities, required qualifications, and individual 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 per applicable plans and role requirements.

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non‑US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.