Solution Lead

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.

• 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 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

• 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
• 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

• 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
• Strong track record of executive engagement and influence

• 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

• 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)

• Executive Presence:
  Confident engaging and influencing senior stakeholders
• Strategic Thinking:
  Shapes complex opportunities into clear, actionable strategies
• Storytelling Excellence:
  Simplifies complexity into…