Job Family Group

Sales

Job Profile

Principal Sales Engineer

Management Level

Director

Flexible Work Option

Can work remotely but need to live in the specified city, state, or region

Travel %

Yes, 50% of the time

Work Shift

Day

Compensation
Compensation includes a base salary in the range of $148,500.00 - $247,500.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate's knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Job Description

Role Overview:

The Solution Director - Strategic Enterprise Pursuits is the senior authority responsible for owning complex enterprise solutions as commercially viable, operationally executable, and outcome-driven business constructs.

This role partners closely with strategic Account Executives / Dealmakers to shape, qualify, and win RapidScale's largest and most complex opportunities-typically involving multi-year managed services, hybrid cloud transformations, carve-outs, divestitures, and Walk-In Takeovers (WITO).

The Solution Director is accountable not just for what is sold, but for how it will be delivered, governed, and sustained over time.

Key Responsibilities

1. End-to-End Solution Ownership
• Own the solution as a business outcome, from pursuit strategy through transition and early stabilization which includes formal handoff to Delivery Executive and securing operational / delivery approvals
• Ensure solutions are technically sound, commercially viable, and operationally executable
• Act as the final solution authority within strategic pursuits

2. Commercial & Financial Accountability
• Develop and defend full commercial solution models, including:
• Pricing structures, Margin targets, Cost models
• Risk reserves and assumptions
• Partner with Finance to validate profitability, scalability, and long-term economics
• Shape deal constructs, including phasing, scope boundaries, and contractual guardrails

3. Large-Scale & Complex Deal Leadership
• Lead solution strategy for $20M-$100M+ TCV enterprise pursuits
• Complex Commercial constructs could include solution design for:
• Carve-outs and divestitures
• Walk-In Takeovers (WITO)
• Large managed services transitions
• Datacenter consolidation
• Define Day-0 / Day-1 assumptions, TSA dependencies, and transition feasibility

4. Operating Model & Transition Design
• Design the target operating model across people, process, tooling, and governance
• Partner with Delivery, Operations, and PMO to validate stand-up and stabilization plans
• Ensure delivery readiness prior to commercial commitment

5. Risk Ownership & Governance
• Identify, assess, and own technical, delivery, operational, and financial risk
• Lead executive trade-off discussions and mitigation planning
• Provide clear go / no-go recommendations based on risk and feasibility

6. Executive Advisory & Narrative Leadership
• Serve as a trusted advisor to CIOs, CTOs, CFOs, COOs, and executive sponsors
• Lead executive workshops, solution reviews, and steering discussions
• Craft and deliver a compelling executive solution narrative that ties technology to business outcomes including high quality, customer facing deliverables (architectural diagrams, documents, spreadsheets and presentations).

7. Cross-Functional Leadership
• Collaborate deeply with Sales, Finance, Legal, Delivery, Product, and Partner teams
• Align all stakeholders around a unified solution strategy, deal thesis, and operating model
• Act as Technical Solution leader to direct, collaborate with, and manage functional technical solution architects as dictated by solution scope - ex. VMware Architect, AWS Architect, Application Services Team - which includes directing the documentation and artifacts required to move from technical discovery and solutioning (ex. BOM, reference architecture) to the creation of customer and executive level artifacts in business outcome language (TCO, Business Case, Solution Narrative)
• Set standards for solution quality, consistency, and governance across strategic pursuits

Required Qualifications
• 12-20+ years of experience in enterprise technology services, MSPs, GSIs, or cloud consulting organizations
• Proven leadership in large, complex enterprise deals ($20M-$100M+ TCV)
• Demonstrated experience with:
• Carve-outs and divestitures
• Walk-In Takeovers (WITO)
• Multi-year managed services transitions
• Datacenter consolidation
• Deep understanding of hybrid cloud, private cloud, hyperscaler ecosystems, and managed services operating models
• Strong commercial acumen, including pricing, margin management, and financial modeling
• Executive presence with the ability to influence C-suite and board-level stakeholders
• High tolerance for ambiguity and comfort leading through complex, multi-variable deal cycles

Preferred Qualifications
• Experience working with private equity-backed environments or complex M&A scenarios
• Background in global system integrators or large MSPs
• Familiarity with regulated industries (financial services, healthcare, SaaS, retail)
• Cloud certifications (AWS, Azure, GCP, VMware) a plus but not required

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.