Solution Lead/Solution Director

CBTS; Dublin (OH); Hybrid; USD 140,000 - 170,000; Full time

Job summary

CBTS seeks a Solution Lead / Solution Director in Columbus, OH to shape and win multi‑tower services opportunities and lead enterprise transformation programs. You will partner 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.

This role targets leaders from MSPs, GSIs, or equivalent large-scale service environments who thrive in ambiguity and can

Qualifications

• 10–15+ years in Solution Engineering, Architecture, or Technical Sales.
• Experience leading multi-tower services deals ($5M–$50M+).
• Background in managed and professional services integration.
• Experience in MSP or GSI environments and executive engagement.

Responsibilities

• Shape and win strategic opportunities with early executive engagement.
• Lead discovery to uncover drivers, pain points, and transformation opportunities.
• Define compelling visions connecting technology to measurable business outcomes.
• Lead end-to-end pursuit from initial engagement through close.
• Coordinate architecture and delivery models into a cohesive offering.
• Mentor Solution Leads and presales teams for solution excellence.

Skills

Executive engagement

Strategic thinking

Solution selling

Cross-functional leadership

Storytelling

Education

Cloud certifications

ITIL / Lean / Six Sigma

Sales methodologies (MEDDICC, Challenger)

Tools

Cloud platforms (AWS/Azure/Google)

Commercial models (subscription, consumption)

Job description

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--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

We are seeking a high-impact Solution Lead / Solution Director - Columbus, OH to shape and win complex, multi-tower services opportunities and lead enterprise transformation programs. This is a strategic, client-facing leadership role at the center of our growth—where business outcomes, technology strategy, and commercial innovation intersect.

You will partner closely with Account Executives, presales, and delivery leaders to originate, shape, and close large-scale engagements, while acting as the orchestrator of cross-functional solutioning across professional and managed services.

This role is purpose-built for leaders from Managed Service Providers (MSPs), Global Systems Integrators (GSIs) or those with equivalent skills in large-scale service environments who thrive in ambiguous, high-value pursuits, bring a services-first mindset, and can translate customer challenges into multi-year transformation programs.

At the Solution Director level, you will operate as a trusted advisor to C-level stakeholders, influence enterprise strategy, and play a pivotal role in scaling solution excellence across the organization.

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, i.e. the range is salary not including commission.

The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’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.

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.