Vice President, Solution Sales, US

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Role Overview:

The Vice President of Solution Sales is a strategic and technical sales leader responsible for driving CBTS’s U.S. presales function in support of revenue growth across Managed Services, Professional Services, and Product Resale. This role ensures the presales organization delivers differentiated, outcome-driven solutions while enabling the sales organization with strong technical leadership, solution strategy, and customer engagement.

This leader will shape presales strategy, build high-performing teams, and partner closely with Sales, Product, and Delivery to win new clients and expand existing accounts.

Key Responsibilities:

Presales Strategy & Leadership

• Develop and execute a comprehensive U.S. presales strategy aligned to CBTS growth objectives.
• Provide visionary leadership to the presales organization, fostering a culture of collaboration, innovation, accountability, and continuous improvement.
• Build, mentor, and lead a high-performing team of presales and solution sales professionals.

Solution Development & Enablement

• Assess market opportunities and threats to develop solution strategies that drive measurable business outcomes.
• Partner with Product teams as the Voice of the Customer, contributing to solution design and new product introductions.
• Oversee the development of solution demonstrations, proof-of-concepts, and technical presentations.
• Ensure solutions meet customer requirements and are supported by clear SLAs and delivery models.

Sales & Customer Engagement

• Collaborate closely with Sales and Marketing to align solutions to customer needs and market trends.
• Engage directly with key clients and prospects to build trusted relationships and deeply understand business and technical requirements.
• Support complex sales cycles by providing executive-level technical leadership and solution positioning.

Cross-Functional Collaboration

• Partner with Engineering, Architecture, Cloud/Platform, Data, Finance, and Delivery teams to ensure solutions are scalable, cost-effective, and deliverable.
• Drive consistency and quality across proposals, solution design, and presales execution.

Key Performance Indicators (KPIs)

• Improvement in opportunity win rates
• Quality and timeliness of proposal delivery
• Customer and stakeholder satisfaction scores
• Effectiveness of solution propositions aligned to client needs and SLAs
• Team enablement, training effectiveness, and efficient resource allocation

Skills & Competencies:

Technical & Professional Skills

• Presales leadership and solution architecture
• Complex solution design across cloud, data, managed services, and professional services
• Executive-level customer engagement and presentation
• Sales enablement and deal strategy

Leadership & Behavioral Competencies

• External focus and customer orientation
• Ownership and accountability
• Strong communication and executive presence
• Problem solving and proactive decision-making
• Collaboration across cross-functional teams
• Commitment to quality, coaching, and talent development

Qualifications & Experience

• Education: Bachelor’s degree in Business, Technology, or related field (MBA preferred)
• Experience:
• • 20+ years of experience
  • 5+ years in pre-sales, technical sales, or solution consulting
  • 10+ years in senior leadership roles within enterprise or technology services organizations
• Proven experience leading large presales teams and supporting complex enterprise sales cycles

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