Director, Strategic Solutions - Facilities FourKites, Inc.

FourKites is looking for an Director, Strategic Solutions who will establish industry credibility and solution expertise to lead the Facilities business unit (BU). 

As a Strategic Solutions Subject Matter Expert (SME) at FourKites, you will serve as a key knowledge resource for the organization, leveraging your expertise to support team goals and drive innovation in facility management solutions (YMS, Yard Automation, Digital Appointment Scheduling, AI Agents for Facilities Execution). This role requires both technical proficiency and leadership qualities to advance FourKites' strategic vision while building strong relationships across the organization and with customers.  You will drive cross-functional alignment to generate revenue by leveraging industry expertise and consultative selling approaches in the supply chain and logistics domain. You will be a key member of the Strategic Solution Execution Pursuit Team, responsible for maximizing deal size, creating competitive differentiation, and elevating the entire sales organization.

What you'll be doing:

Sales Leadership & Opportunity Execution

• Drive revenue attainment through consultative selling approaches tailored to specific industries and personas
• Elevate the sales process from demand generation through qualification, solution fit, validation, and selection by providing practitioner and industry expertise
• Establish and ensure first meeting POV readiness with sales demand generation, account executives, and presales teams
• Support complex customer engagements with specialized domain expertise (industry, solution, competitive positioning, innovation)
• Lead emerging solutions/functions and industry-specific use cases for pursuit teams
• Contribute to forecast reviews, QBRs, and deal desk activities
• Consistently communicate strategic vision with enthusiasm and commitment

Cross-Functional Alignment

• Great team player and effective coordination and collaboration skills to align with product, marketing, sales, implementation, and customer success teams
• Work proactively with management to clarify goals and expected results
• Partner with marketing on content and messaging development
• Represent FourKites at conferences, opportunistic speaking engagements and industry specific interviews, etc.
• Collaborate with Partnerships & Alliances to ensure broader ecosystem solution fit and messaging
• Support customer EBR (Executive Business Reviews) as needed
• Provide input to product GTM, CAB, beta offerings, and upcoming alignments to ensure sales readiness

Team Development & Enablement

• Elevate the sales field through industry and persona-specific consultative messaging
• Lead by example through effective communication, collaboration, and elevating others
• Lead and contribute to enablement programs for account executives, presales, customer success and implementation teams
• Lead with leadership skills by advocating for ideas and proactively proposing solutions to overcome challenges
• Coach account executives on platform enablement and value messaging

Strategy & Planning

• Develop account/opportunity strategic mapping for both new and customer growth opportunities
• Adjust to changes in priorities and technology with minimal direction and support
• Describe organizational needs to executives in ways that connect to long-term business objectives
• Provide key debriefs and input to the presales teams
• Contribute to FY goals across all functional areas (sales demand generation, account execs, presales, customer success, etc.)
• Develop and refine playbooks, frameworks, and messaging for solution prospecting and delivery

Who you are:

• Relentless passion to solve facility challenges and eager to provide a transformation strategy in context of business impacts and outcomes
• Extensive experience in strategic solution sales within the supply chain/logistics industry
• 10+ years experience working with Facilities execution (TMS, WMS, YMS, OMS, ERP, telematics, hardware (IoT, RFID)
• 10+ years in enterprise solution sales - customer facing experience
• Proven track record of revenue attainment and deal size maximization
• Strong understanding of complex Facilities sales cycles and consultative selling approaches
• Experience leading cross-functional teams to achieve sales objectives
• Excellent communication and presentation skills with ability to message effectively to various personas