Senior Director, Solutions Architecture & Commercial Strategy
About The Position
The Senior Director, Solutions Architecture & Commercial Strategy serves as a cross-functional bridge across Sales, Operations, Remarketing, and enterprise clients. The role integrates technical deal-scoping and secondary-market pricing models into the pre-sales process to ensure enterprise commitments are technically sound, operationally executable, and financially optimized for margin. The position leads technical solution design and commercial strategy for complex IT Asset Disposition (ITAD), data center decommissioning, and reverse logistics opportunities. It develops pricing models and recovery-yield frameworks, aligns opportunities with operational capacity and remarketing channels, and supports oversight of an enterprise deal pipeline of $50M–$100M+. It also leads a team of Solutions Engineers, Technical Scoping Analysts, and Commercial Strategy Managers, with responsibility for hiring, performance management, coaching, and talent development.
Requirements
- Bachelor’s degree in Business, Computer Science, Engineering, Information Technology, or a related field.
- 10+ years of progressively responsible experience in technical sales, solutions architecture, commercial deal structuring, or IT asset lifecycle management.
- Proven experience in IT Asset Management (ITAM), IT Asset Disposition (ITAD), data center hardware decommissioning, or enterprise IT hardware reverse logistics.
- At least 3–5 years of direct people-management experience leading technical sales engineers, solutions architects, or commercial analysts.
- Deep understanding of enterprise storage and compute architectures, data destruction standards such as NIST 800-88 and DoD, sanitization software, component harvesting, and recycling compliance frameworks.
- Hands-on expertise building pre-sales margin models, hardware yield frameworks, secondary-market valuation strategies, and revenue-share deal structures.
- Proficiency in developing competitive rate cards, scoping custom client SLAs, and balancing service fees against residual market value.
- Strong executive communication and influence skills, including the ability to engage C-suite stakeholders.
- Ability to build alignment across matrixed Sales, Operations, Finance, Legal, and Remarketing teams without direct authority.
- Strong analytical and problem-solving skills for changing market prices, operational bottlenecks, and complex client constraints.
Nice To Haves
- Master’s degree or MBA.
- Experience with enterprise verticals such as BFSI, Healthcare, or Technology.
Responsibilities
- Partner with Commercial Sales on high-value, complex opportunities to scope technical requirements, design customized workflows, and lead technical discovery with client CTOs, CISOs, and procurement executives.
- Develop scalable pricing models, rate cards, and margin-optimization frameworks based on net asset recovery value, secondary-market hardware valuations, component yields, and resale revenue-share structures.
- Conduct pre-contract margin reviews with Finance and Operations.
- Align incoming deal flows with facility capacity, processing capabilities, throughput limits, and remarketing channel velocity.
- Co-develop high-margin upsell programs with Product leads.
- Support oversight of a $50M–$100M+ enterprise deal pipeline, including pre-sales margin optimization, custom SLA cost modeling, and backend remarketing revenue-share yield modeling.
- Execute and refine cross-functional solution architecture and commercial alignment strategy for enterprise sales.
- Implement pricing structures and net-recovery yield models balancing upfront service fees with secondary-market remarketing value share.
- Partner with regional Operations and Sales leads across global regions to ensure operational consistency in solution delivery.
- Resolve issues involving technical customer requirements, operational constraints, and secondary-market pricing volatility; structure commercial frameworks for volatile asset classes.
- Lead and manage Solutions Engineers, Technical Scoping Analysts, and Commercial Strategy Managers, including hiring, performance management, coaching, and talent development.
- Engage senior client stakeholders in technical scoping and executive sales pitches; collaborate with Sales, Operations, Remarketing, Product, Legal, and Finance.
Benefits
- Comprehensive health, wellness, and retirement plans starting on the first day of employment.
- Flexible vacation plan.
- Flexible schedules.
- Ongoing training and corporate learning resources.
- Internal advancement opportunities on a global scale.
- Competitive salary commensurate with experience.
- Comprehensive company-wide benefits package.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
