Dir, Solutions Engineering

Konica Minolta Business Solutions, U.S.A., Inc.•Atlanta, GA

About The Position

The Director, Solutions Engineering is a hands-on, revenue-aligned technical leader responsible for building and leading a unified team of Technical Consultants and Solutions Architects. The role owns the technical presales operating model from discovery through solution design, client presentation, scope development, statement of work creation, and transition to delivery. The Director ensures solutions address client priorities, align with approved offerings and standards, protect delivery feasibility and margin, and provide a consistent client experience. The Director leads the Solutions Engineering function in translating client business and technology needs into commercially sound, technically viable, deliverable solutions that accelerate growth and strengthen customer outcomes. This leader is the primary bridge between sales, offering strategy, solution architecture, and service delivery, balancing sales velocity with technical quality, delivery readiness, customer value, and profitability. The role establishes shared accountability across the opportunity lifecycle and ensures sold solutions can be delivered successfully. The ideal candidate is a credible technical leader, effective people manager, and commercially minded operator. They can engage hands-on in critical opportunities while creating standards and systems that help the broader team scale, leading with accountability, collaboration, sound judgment, and a client-first mindset.

Requirements

10+ years of experience in solutions engineering, presales, technical consulting, solution architecture, managed services, professional services, or a related technology services function.
5+ years of people leadership experience, including building, coaching, and leading customer-facing technical teams.
Proven success supporting complex technology sales cycles from discovery through proposal, negotiation support, and transition to delivery.
Experience developing solution designs, estimates, assumptions, statements of work, proposals, presentations, and client technology roadmaps.
Broad knowledge across managed IT services, cloud and Microsoft 365, cybersecurity, infrastructure, networking, unified communications, and modern workplace solutions.
Strong commercial judgment, including familiarity with services economics, labor estimation, pricing inputs, gross margin drivers, risk management, and scope control.
Demonstrated ability to establish scalable presales processes, governance, metrics, resource planning, and quality standards.
Executive-level communication and presentation skills, including the ability to translate complex technical concepts into business value for technical and nontechnical audiences.
Strong cross-functional influence and collaboration skills across sales, delivery, operations, finance, product or portfolio, and executive stakeholders.
Bachelor’s degree in technology, engineering, business, or a related discipline, or equivalent practical experience.

Nice To Haves

Deep expertise in one or more of the technology domains listed, including managed IT services, cloud and Microsoft 365, cybersecurity, infrastructure, networking, unified communications, or modern workplace solutions.
Relevant cloud, architecture, security, IT service management, or vendor certifications.

Responsibilities

Lead, coach, develop, and scale the Solutions Engineering team, establishing role expectations, career paths, technical depth, and commercial acumen.
Own the end-to-end technical sales engagement model, including intake, qualification, triage, discovery, solution design, estimation, statement of work development, technical presentations, and delivery handoff.
Partner with sales leadership to align Solutions Engineering capacity to priority accounts, industries, territories, and opportunities, and maintain clear engagement and escalation rules.
Provide executive and technical leadership on strategic, complex, or multi-domain opportunities, involving Solutions Architects and subject-matter experts when needed.
Establish and enforce standards for discovery, solution architecture, assumptions, pricing inputs, scope quality, risk identification, and statement of work completeness.
Ensure proposed solutions are technically viable, operationally supportable, commercially competitive, and aligned with target margins and client outcome expectations.
Guide the creation of client technology roadmaps and modernization plans that connect business priorities to sequenced technology investments.
Build a reusable library of reference architectures, statement of work templates, discovery tools, demonstrations, presentations, and technical sales playbooks.
Partner with Portfolio, Professional Services, Application Development, Sales, Revenue Enablement, Business Operations, and Finance to improve the opportunity-to-delivery lifecycle.
Create a feedback loop that translates field insights, win/loss themes, delivery lessons, and customer requirements into offering and enablement improvements.
Forecast workload and capacity, establish coverage and backup models, and develop staffing and skills plans based on pipeline demand and strategic priorities.
Promote appropriate use of automation and AI-assisted tools to improve discovery, solutioning, statement of work quality, knowledge reuse, and cycle time while maintaining human review and accountability.
Establish shared accountability across the opportunity lifecycle and ensure that solutions sold can be delivered successfully.