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Director of Solutions, C&I
2 weeks ago
Overview and Purpose
The Director of Solutions is a senior technical commercial leader responsible for translating customer requirements into engineered, profitable, and scalable solutions across Baseline's Commercial and Industrial (C&I) platform. This role sits at the intersection of sales, engineering, operations, supply chain and finance enabling value-based selling, accelerating deal velocity, and protecting margin across rental EaaS, and capital equipment transactions
The Director of Solutions leads the Solutions / Applications Engineering team and serves as the technical backbone of the commercial organization, ensuring opportunities are properly scoped, priced and executed from individual components through fully engineered turnkey systems.
Core Responsibilities
Commercial Enablement & Deal Support
Serve as senior technical authority supporting C&I sales across rental, EaaS, & capital equipment opportunities. Develop engineered solutions ranging from standalone components to fully integrated turnkey power systems. Partner with Sales Leadership to improve close rates, shorten sales cycles, and enable complex deal execution. Support executive-level customer discussions requiring technical credibility and solution validationPricing, Margin & Profitability
Develop and enforce solution pricing strategies aligned with margin targets and capital return thresholds Parter with finance to ensure accurate costing, pricing discipline, and deal governance. Support margin gatekeeping processes and deal review workflows for complex or non-standard transactions.Solutions Team Leadership
Lead, develop, and scale the Solutions / Applications Engineering Team. Establish KPI's, OKR's, and performance standards. Drive training, technical skill development, and cross-functional collaboration.Process, Systems & BPM Leadership
Design and improve business processes supporting solution development and sales enablement. Leverage CRM and ERP platforms (Salesforce, HubSpot and NetSuite). Implement workflow automation and standardized solutions catalogs.Inventory, Sourcing & Execution Alignment
Partner with Operations and Supply Chain to align solutions with inventory and lead times. Support equipment allocations, sourcing strategies, and compliance. Enable speed-to-power certainty through availability-aligned solution design.Vendor Relations & EPC Coordination
Own and manage technical relationships with OEMs, suppliers, and strategic partners. Serve as the primary interface with EPC partners including Sargent & Lundh, Stanley, Black & Veatch and Kiewit. Coordinate solution design, technical standards, and execution assumptions. Support joint solution development for large-scale or multi-site projects. Maintain approved vendor and EPC solution playbooks.Multi-year Rental, PPA & EaaS Structuring
Lead assembly of multi-year rental, PPA, and EaaS proposals. Develop pricing structures balancing customer value, utilization risk, and capital recovery. Structure escalation clauses, renewal options, buyout provisions and residual assumptions. Support financial modeling inputs including lifecycle margin and capital return thresholds. Standardize long-term commercial solutions templateQualifications
Bachelor's degree in engineering, or related technical field. 8+ years of progressive solutions engineering or technical leadership in critical power or industrial infrastructure Proven success supporting complex engineered sales. Experience in pricing strategy, margin management, and deal governance. Strong cross-functional leadership and team development experience.Leadership Competencies
Executive presence and strong communication skills Detail-orientated, data-driven, and commercially minded. Collaborative leader comfortable in high-growth environments.Qualifications