Director, Solutions Consulting

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Director, Solutions Consulting Position Summary The Director of Solutions Consulting is responsible for leading the day‑to‑day operations, performance, and strategic direction of Calero's Solutions Consulting organization. This is a player‑coach leadership role that combines organizational leadership with hands‑on customer engagement.

The successful candidate will coach, mentor, and develop a team of high‑performing Solution Consultants while personally serving as the lead Solution Consultant on Calero's largest and most strategic enterprise opportunities. The Director will partner closely with Sales, Customer Success, and Product Marketing to ensure consistent execution throughout the pre‑sales lifecycle, from discovery through solution design, executive presentations, demonstrations, technical validation, and deal strategy.

This role requires a strong business leader with deep domain expertise in Managed Mobility Services (MMS) and Telecom Expense Management (TEM). The ideal candidate understands enterprise mobility operations, mobility lifecycle management, and the operational challenges faced by global organizations managing thousands of mobile devices and telecom assets.
Key Responsibilities Leadership & Team Development

• Lead, coach, mentor, and develop a team of Solution Consultants.
• Create a high‑performance culture built around accountability, collaboration, continuous learning, and customer success.
• Conduct regular coaching sessions, performance reviews, career development planning, and technical mentoring.
• Establish individual and team performance metrics that drive execution excellence.
• Recruit, onboard, and retain top technical talent.
• Foster a culture of innovation and knowledge sharing across the Solutions Consulting organization.
• Personally serve as the lead Solution Consultant on Calero's most strategic sales opportunities.
• Lead executive discovery workshops, business process reviews, technical deep dives, and solution strategy sessions.
• Deliver compelling executive demonstrations tailored to customer business outcomes.
• Participate in executive presentations, technical validations, proof‑of‑concepts, and solution architecture discussions.
• Build trusted relationships with executive buyers, IT leaders, sourcing organizations, procurement teams, and mobility stakeholders.
• Lead by example, demonstrating consultative selling techniques and world‑class customer engagement practices.
• Partner with Sales Leadership to improve technical win rates and overall sales effectiveness.
• Participate in strategic account planning and opportunity reviews.
• Ensure proper Solution Consultant alignment across sales opportunities.
• Provide executive guidance on complex enterprise pursuits.
• Support RFPs, RFIs, technical questionnaires, and proposal development.
• Establish repeatable best practices for discovery, demonstrations, solution design, and technical validation.
• Develop scalable demonstration environments and reusable demo assets.
• Translate customer business challenges into compelling technical solutions that demonstrate measurable business value.
• Stay current on industry trends, competitive offerings, and emerging technologies impacting mobility and telecom management.

Cross‑Functional Leadership

• Partner with Product Marketing to provide market feedback and influence product priorities.
• Partner with Marketing on thought leadership, webinars, industry events, and customer presentations.
• Act as the executive escalation point for complex technical opportunities.
• Partner with Sales Operations to improve proposal quality, technical documentation, and sales enablement assets.

Operational Excellence

• Manage Solution Consultant capacity planning and utilization.
• Develop onboarding programs and continuous technical training for the Solutions Consulting organization.
• Drive adoption of value‑based selling methodologies, discovery frameworks, and technical qualification processes.

Required Qualifications

• Bachelor's degree in Business, Information Technology, Engineering, Computer…