Senior Director, Solutions Architecture

Job Role: Senior Director, Solutions Architecture
Base location: North East USA
Remote/Hybrid or Office Based: Hybrid
Employment Type: Permanent
Salary Range/Rates: $250-300K USD (OTE)
Reports To: VP of Sales

About us
FT Select is a niche technology search and selection company, specialising in recruiting elite Sales Executives and high-end
Technology specialists for high-growth tech businesses.

About the Company
An IT services and solutions provider modernizing, securing, and scaling IT environments. They offer modern networks,
cybersecurity, and hybrid-cloud solutions and has become a leading technology partner for some of the world's most prominent
IT vendors. Circa $55m in Revenues and 650 + employees, serving over 300 clients in 50 countries.

Description of Role:
Responsible for providing leadership, direction, and resource stewardship in support of the US sales teams through facilitation of
technical pre-sales oversight and execution. This includes, but is not limited to, managing employee performance, recruiting new
resources, developing team members, and reinforcing the organization’s sales and technology strategies.
The primary objective is to drive revenue growth, scale the US Pre-Sales team and expand the company's customer base by
promoting and selling their technology products and services to businesses and organizations; working closely with the Sales,
inside Sales Operations, solutions area practices, and collaborating with various departments to achieve sales targets and
enhance customer satisfaction that leads to client loyalty. Performance will be measured against established quarterly and
annual KPIs including but not limited to booked /invoiced gross profit across the company’s business types.

Key Responsibilities
• Drive a scaling methodology: Build and enable a scalable talent pipeline.
• Daily, engaged management of a team of solutions architects both remotely and onsite
• Participate as a member of the leadership team, supporting the corporate strategic direction, defined global and
regional OKR’s, culture and fundamentals.
• Develop, implement, and execute on a comprehensive pre-sales strategy for the US Theater, aligning with the
company's overall business objectives for the region.
• Analyze technical market trends, competitor activities, and customer needs, while leveraging existing relationships to
identify new opportunities and potential growth areas.
• Collaborate with the sales and solutions area practices leadership team to establish US sales targets, performance
metrics, and budgets. Regularly review performance against targets and adjust strategies as necessary.
• Support planning and execution for US, while representing the perspectives and needs of the functions supervised.
• Responsible for the recruitment, development, retention, and organization of the regional US Pre-sales Teams in
accordance with corporate budgetary objectives and personnel policies, including influence over top grading staff.
• Bolster team performance by leading, mentoring, and motivating the US pre-sales teams to achieve individual and
collective sales targets. Provide guidance, coaching, and performance feedback to help team members excel in their
roles, meeting or exceeding assigned targets for profitable sales volume and other KPIs.
• Identify and establish relationships with potential clients, core go-to-market partners and technical leaders from the
industry’s ecosystem.

• Work with emerging technology partnerships to facilitate innovative roadmap discussions with the sales team and
customers.
• Manage, nurture, and enhance technical relationships with key accounts and high-value clients. Ensure customer
satisfaction, address their concerns, and maintain strong customer retention rates.
• Lead or facilitate workshops with customers on complex technical topics as a part of a consistent consultative approach
to positioning solutions and services.
• Lead solutions architects in trainings for technical and pre-sales skills development as well as drive continuous
professional development that both satisfies the company’s certification requirements for strategic partnerships as well
as career development for the team.
• Oversee and guide scope of work development, quality, accuracy and profitability for professional and managed
services.
• Oversee and guide bill of material development, quality, accuracy and profitability for product resale.
• Act as the technical “face” of the company at US at events, conferences, partner meetings and strategic customer
engagement.
• Stay up-to-date with the company’ s product portfolio, including hardware, software, and service offerings.
• Effectively communicate our value proposition by demonstrating a deep understanding of the company’s competitive
advantages.
• Orchestrate the team to contribute meaningful content for business proposal presentations to potential clients. Assist
in negotiating pricing, contracts, and terms to close deals while ensuring mutually beneficial outcomes, as directed by
the VP, Sales - US.
• Collaborate closely with the Director of Global Alliances and VP, Sales - US to ensure alignment on focused go to market
with channel partnerships and their strategies
• Collaborate with all regions and departments as required.
• Act as a technical escalation point for the US region where senior technical sponsorship and problem solving are
necessary.
• Provide clear and concise summary on a weekly basis to the VP, Sales - US of pre-sales support activity, SOW status,
project health, personnel performance, headwinds, and measurement against published goals.

Requirements & Skills
• Bachelor’s degree in business, Computer Science, or a related field (MBA is a plus), greater than 10 years experience, or
equivalent combination of education and experience in related field.
• 3-5 years of experience managing a team of 10+ technical pre-sales architects, with 1-2 years of experience managing a
geographically dispersed technical team.
• Significant experience in an immature, growing business - rolling-up sleeves and being ‘scrappy’ regardless of seniority.
• Has driven significant transformation in a business with the ability to impact the business and enact major change.
• Track record as an individual contributing solutions architect, consulting systems engineer, having worked for a direct
selling organization from the IT solutions provider / VAR / IT professional services end of the industry.
• 5-7 years of experience in large enterprise technology implementation projects