Director of Market Solutions
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Job Description
Drips Director shaping go-to-market strategy and competitive intelligence for SaaS solutions. Leading Solutions Consulting operations from qualified opportunity through executable proposal.
Responsibilities:
- Own market and competitive intelligence, maintaining current views of the competitive landscape and broader market trends
- Produce point-of-view documents that inform roadmap and positioning decisions
- Research strategic questions, including new capability areas and potential partner opportunities, and provide recommendations
- Partner with Product and Engineering leadership to size product opportunities using TAM/SAM/SOM and assess strategic fit
- Prepare and present Commercial Briefs for the early Assess stage of Drips' go-to-market process
- Define use cases for new capabilities and establish ideal client profiles with subject matter experts
- Build repeatable frameworks and playbooks for expansion into new verticals
- Hire, coach, and manage the Solutions Consulting team
- Ensure Solution Consultants take qualified opportunities from discovery through proposal delivery
- Develop and scale KPIs, SLAs, quota structures, and coverage models
- Communicate and align Product, Sales, Solutions Consulting, and Marketing after strategic decisions
Requirements:
- Bachelor's degree in business, marketing, or a related field, or equivalent experience
- 8 to 12 years of experience in product strategy, product management, solutions consulting, sales engineering, or a hybrid strategy/pre-sales role, ideally in B2B SaaS
- At least 2 to 3 years directly managing or mentoring a team
- Experience working in or selling into healthcare, insurance, education, or another highly regulated industry, or demonstrated ability to ramp quickly in a regulated market
- Experience turning market or competitive research into a business case or roadmap recommendation
- Experience building or maturing operational infrastructure, including KPIs, SLAs, coverage models, or quota structures
- Ability to identify risks in potential opportunities and outline mitigation plans
- Ability to establish new processes and mature and scale existing processes
- Comfort operating without formal authority on strategic recommendations, with ownership and accountability for team management and operations
- Strong written and verbal communication skills
- Comfort presenting analysis and recommendations to senior leadership
- Comfort communicating directly with clients
- Working knowledge of TAM/SAM/SOM market-sizing frameworks and competitive analysis methods
- Experience partnering closely with Product and Engineering teams without owning execution is a plus
- Familiarity with generative AI tools to enhance and automate workflows is a plus
- Cover letter under 250 words, submitted with resume, addressing specified applicant instructions
Benefits:
- Full-time employment
- Remote work option (Cleveland, OH - Remote)
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