Senior Director, Solution Consulting

About the Role

The Senior Director of Solution Consulting at OneRail leads the Solutions Consulting department, reporting to the VP of Solutions and Implementation. This remote position is exempt under FLSA status and centers around revolutionary last-mile delivery solutions that combine advanced logistics technology with an extensive network of final-mile drivers. The role involves guiding a high-performing team to address complex fulfillment, transportation, and omnichannel delivery challenges for enterprise customers through strategic consultations and operational assessments.

Key Responsibilities

• Recruit, mentor, and develop a Solutions Consulting team skilled in consultative selling, operational expertise, and value-based storytelling.
• Cultivate a culture emphasizing intellectual curiosity, continual learning, collaboration, and customer-centric problem resolution.
• Enhance team performance via coaching, standardized methodologies, operational metrics, and process improvements to boost customer results and sales efficiency.
• Prioritize the team’s focus on impactful customer opportunities and strategic business initiatives.
• Define standards for evaluating customer operations, designing tailored fulfillment strategies and transportation workflows to enable effective implementation.
• Own and continuously refine value engineering practices, including ROI models, assessments, benchmarking, executive presentations, and business case creation.
• Guide the team in identifying operational savings, optimizing labor, improving customer experiences, and expanding revenue, translating findings into compelling business value stories.
• Create reusable consulting materials such as executive presentations, ROI calculators, and discovery frameworks to increase productivity and consistency.
• Oversee the preparation of Statements of Work, solution designs, implementation plans, and delivery approaches supporting sales efforts.
• Collaborate with Sales leadership to influence account strategies and assist customers through complex supply chain and omnichannel transformations.
• Ensure smooth transitions to Implementation with thorough discovery, documented requirements, solution design, and success criteria.
• Partner with Customer Success for strategic reviews, solution planning, roadmaps, and growth prospects.
• Represent the customer’s voice to Product Management by identifying market needs, competitive gaps, and innovation opportunities.
• Act as an industry thought leader through executive briefings, webinars, conferences, and advisory sessions.
• Stay informed on industry trends, competition, and SaaS developments to inform strategies and product direction.

Qualifications

• Bachelor’s degree in Business, Supply Chain, Engineering, or related disciplines; advanced degrees are advantageous.
• More than 10 years of experience in Solution Consulting, Pre-Sales, or similar consultative roles within retail, transportation, supply chain, or enterprise SaaS, including leadership responsibilities.
• Proven ability to build and nurture high-performing consulting teams.
• Experience engaging with C-suite executives and acting as a trusted advisor to senior business and technology leaders.
• Expertise in creating and delivering executive business cases, ROI analyses, and financial justification for enterprise clients.
• Technical knowledge covering APIs, system integrations, enterprise architecture, and platforms such as ERP, OMS, WMS, and TMS.
• Willingness and ability to travel both domestically and internationally as needed.

Leadership Skills

• Demonstrates intellectual curiosity, strategic foresight, and consultative problem-solving capability.
• Excellent executive communication, presentation, and storytelling skills to translate technical concepts into business value.
• Strong cross-functional collaboration skills with the capability to align multiple departments including Sales, Product, and Operations.
• Passionate about coaching, talent development, and leading high-performing teams.

Success Metrics

• Improved sales efficiency and increased win rates.
• Reduced implementation risks through thorough discovery and well-crafted solutions.
• High levels of customer executive satisfaction.
• Support for customer growth and revenue expansion.
• Effective development, engagement, and retention of the Solutions Consulting team.
• Widespread adoption and success of the organization's Value Engineering approach.
• Ongoing enhancement of consulting processes and interdepartmental cooperation.

About OneRail

OneRail delivers a leading omnichannel fulfillment solution that combines exceptional software capabilities with logistics-as-a-service. Their expansive driver network of 12 million across North America enables optimized delivery with enhanced speed and cost-effectiveness. OneRail maintains a high on-time delivery rate through a dedicated USA-based exceptions team. The company has earned multiple accolades including placement on Deloitte Technology Fast 500, FreightTech 25 & 100, Inc. magazine's Best Workplaces, and Forbes’ Best Startup Employers.

Compensation

The target base salary range is $190,000 to $215,000 annually, with additional variable compensation.