Position OverviewThe Director of Product & Solutions Strategy is a critical leadership role responsible for defining, managing, and optimizing ComTec's portfolio of products and services. This individual will serve as the central "quarterback" across vendor relationships, sales, marketing, and leadership-ensuring that ComTec delivers competitive, profitable, and scalable solutions to its clients.
This is not a traditional product management or procurement role. Instead, it is a
commercially driven, strategic position focused on aligning market opportunities with the right vendor partnerships, pricing strategies, and go-to-market execution.
Key Responsibilities1. Product & Vendor Strategy- Identify, evaluate, and onboard new vendors, technologies, and service offerings aligned with market demand
- Conduct thorough analysis of:
- Margin potential
- Competitive differentiation
- Scalability and operational fit
- Lead vendor negotiations, including pricing, commissions, and partnership terms
- Establish and maintain strong relationships with key vendor partners
2. Portfolio Ownership & Optimization- Own the full lifecycle of ComTec's solution portfolio
- Continuously assess and rationalize offerings:
- Identify high-performing solutions to scale
- Sunset underperforming or redundant offerings
- Ensure alignment between:
- Sales demand
- Delivery capabilities
- Profitability targets
3. Sales Enablement & Support- Translate products and services into clear, sellable solutions
- Develop:
- Pricing frameworks
- Bundling and packaging strategies
- Sales playbooks and positioning guides
- Train internal sales teams and downstream agents on:
- Product knowledge
- Competitive positioning
- Value-based selling strategies
- Support high-value or complex deals as a subject matter expert
4. Commercial & Pricing Strategy- Define pricing models that balance competitiveness with margin protection
- Partner with finance to develop profitability models and deal structures
- Provide guidance on non-standard pricing scenarios and large enterprise opportunities
- Ensure consistency and discipline in pricing across the organization
5. Go-To-Market Alignment- Collaborate with marketing to:
- Develop messaging and positioning
- Create collateral and sales materials
- Launch new products and services
- Ensure alignment between brand, messaging, and actual delivery capabilities
6. Subject Matter Expertise- Serve as the internal expert across all product and service lines
- Stay ahead of industry trends, emerging technologies, and competitive landscape
- Participate in key client presentations and strategic opportunities as needed
7. Performance Management & Continuous Improvement- Track and analyze product performance metrics, including:
- Revenue growth
- Gross margin contribution
- Sales adoption rates
- Use data-driven insights to refine portfolio strategy and vendor selection
- Continuously optimize solution offerings to improve profitability and competitiveness
QualificationsRequired Experience- 7-12+ years of experience in:
- Product management, solutions consulting, or vendor/channel management
- Telecom, cloud, SaaS, or managed services industries
- Proven ability to bridge technical, commercial, and operational perspectives
- Strong experience in vendor evaluation, negotiation, and partnership management
- Demonstrated success in supporting or enabling sales organizations
Preferred Experience- Background in a VAR, MSP, telecom broker, or consulting organization
- Experience working with agent/channel-driven sales models
- Familiarity with recurring revenue and subscription-based business models
Education- Bachelor's degree in Business, Finance, Technology, or a related field
- MBA or advanced degree is a plus, but not required
Core Competencies- Strategic thinking with strong execution capability
- Commercial acumen and margin-focused decision-making
- Exceptional communication and cross-functional leadership skills
- Ability to simplify complex solutions into clear, actionable strategies
- High level of ownership, accountability, and adaptability
Compensation & Benefits- Base Salary: $120,000 - $165,000 (commensurate with experience)
- Performance Bonus:
- Revenue growth of solution portfolio
- Gross margin improvement
- Successful product launches and adoption rates
