GoComet
Website:
gocomet.com
Job details:
Job Description – Head of Solutioning
Reporting to: Leadership Team
Direct Reports: Solutioning Manager, Product Marketing, Implementation Coordinator
Role Summary
The Head of Solutioning is responsible for ensuring that every deal sold is accurately scoped, correctly positioned, competitively differentiated, and predictably implementable.
This role sits at the intersection of Sales, Key Account Management (KAM), Product Marketing, and Implementation, acting as the single owner of solution quality and value articulation across the customer lifecycle.
It plays a critical role in improving win rates, deal quality, customer trust, and delivery predictability in a B2B Logistics SaaS environment.
Core Objectives
- Ensure what is sold can be delivered as promised
- Improve deal win-rate and deal velocity through strong solutioning
- Establish clear value positioning tied to customer business outcomes
- Build a scalable, high-quality Solution Engineering function
- Reduce post-sale surprises through disciplined scoping
Key Responsibilities
1. Solutioning & Scoping Ownership
- Define and own solutioning frameworks, scoping standards, and assumptions
- Ensure consistent discovery, documentation, and scope definition across deals
- Review and govern large, complex, and non-standard deals
- Act as the final escalation point for scoping risks
2. Value Positioning & Product Marketing
- Own value articulation and positioning across ICPs, industries, and deal types
- Translate product capabilities into business outcomes (not features)
- Lead Product Marketing to create sales decks, value narratives, one-pagers, and use-case messaging
- Enable Sales and KAM teams to clearly communicate “why us”
3. Competitive Intelligence
- Own competitor intelligence and battlecards
- Support Sales and KAM in competitive deal strategy
- Conduct win/loss analysis and convert insights into improvements
- Ensure insights are grounded in real field experience
4. Pricing Feedback & Deal Quality
- Provide structured pricing feedback based on scope, value, and implementation effort
- Support value-based pricing conversations
- Identify discounting patterns caused by weak positioning or scoping gaps
5. Implementation Predictability
- Own scoping quality based on implementation timeline adherence
- Lead tracking of estimated vs. actual timelines
- Continuously improve scoping standards for better delivery predictability
6. Team Leadership & Capability Building
- Build, mentor, and scale a high-performing Solutioning team
- Ensure consistency across Senior and Mid-Market Solution Engineers
- Partner with Sales and KAM leaders on enablement
- Define clear expectations, KPIs, and career paths
Success Metrics (KPIs)
- Win-rate on Solutioning-supported deals
- Reduction in post-sale scope changes and rework
- Implementation timeline deviation percentage
- Sales cycle reduction for SE-supported deals
- Sales and KAM confidence in solution quality
- Quality and usefulness of competitive insights
Ideal Candidate Profile
- 12–18+ years in Solutioning, Presales, or Value Engineering (B2B SaaS)
- Strong experience working with Enterprise Sales and KAM teams
- Exposure to complex, workflow-driven products
- Ability to translate technical capabilities into business outcomes
- Proven experience leading cross-functional teams
- Comfortable challenging Sales/KAM to protect deal and delivery quality
What Will Not Work in This Role
- Pure demo-focused presales profiles
- Avoidance of post-sale ownership
- Delegation-only leadership styles
- Inability to push back on poorly scoped deals
- Short-term deal closure mindset at the cost of long-term value
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