Sr. Director, Solutions Architecture

• Define the long-term vision, charter, and operating principles for the SA organization. 
• Build a scalable SA structure that aligns to Frontline’s solution portfolio and future growth plans. 
• Establish the national SA methodology for discovery, solution mapping, technical evaluation, value articulation, and demonstration excellence. 
• Partner with Revenue Operations to build SA capacity models, forecast SA coverage needs, and refine national engagement frameworks. 
• Develop platform-level value narratives that unify Student, ERP, HCM, IHDM, and future solutions into a cohesive story. 

• Serve as the organization’s clearest, most structured voice of customer across all solution lines. 
• Identify product gaps, competitive risks, and high-value opportunities informed by SA field engagement. 
• Collaborate with Product leadership on roadmap prioritization, feature validation, GTM rollout planning, and pre-launch field enablement. 
• Evaluate new product releases to ensure SA teams are trained, certified, and able to articulate value and differentiation. 
• Communicate meaningful product updates and competitive shifts back to Sales, CS, and PS. 

• Act as a strategic advisor to Regional Sales Directors and National Sales Directors on territory and national GTM strategy. 
• Ensure SA support is aligned to territory priority accounts, strategic pursuits, whitespace initiatives, and renewal/adoption risks. 
• Oversee SA engagement in complex, high-value, politically sensitive, or competitive opportunities. 
• Strengthen win rates by aligning presales strategy to deal risks, personas, discovery insights, and evaluation design. 
• Drive SA involvement in account planning, pipeline reviews, and territory strategy sessions. 

• Recruit, develop, and retain a diverse, highly skilled team of SA Managers, Strategists, SA II, and SA I professionals. 
• Define competency models and career ladders (SA I → SA II → Strategist → Manager). 
• Lead performance management, including coaching, calibration, and professional development. 
• Establish SA onboarding, certification, and continuous learning programs that align with product evolution and sales priorities. 
• Foster a collaborative culture focused on technical excellence, curiosity, customer empathy, and continuous improvement. 

• Establish presales KPIs such as demo quality, SA engagement impact, win rate lift, technical qualification accuracy, and cycle acceleration. 
• Standardize discovery frameworks, demo templates, solution maps, RFP guidance, and value engineering artifacts. 
• Partner with Sales Enablement to ensure all teams are trained on demo methodology, positioning, and technical fundamentals. 
• Implement SA systems, workflows, and documentation standards to increase visibility and reduce operational burden. 
• Analyze SA performance data to refine capacity planning, improve effectiveness, and support organizational decision-making. 

• Represent Frontline’s solutions and strategy at large district events, conferences, advisory boards, user groups, and partner engagements. 
• Provide technical leadership, architectural thinking, and executive-level storytelling for mission-critical opportunities. 
• Build trusted relationships with district superintendents, CFOs, CHROs, CIOs, cabinet members, and state-level agency leaders. 
• Elevate Frontline’s presence and thinking in the K–12 technology landscape through thought leadership, webinars, content, and field education. 

• Ten or more years of presales, solutions architecture, or technical sales engineering experience. 
• Eight or more years leading presales or technical customer-facing teams at scale. 
• Strong expertise across K–12 operational workflows, including Student Information, Special Programs, ERP/Finance, HR, and instructional systems. 
• Mastery of value-based storytelling, advanced discovery techniques, and multi-solution demonstration strategy. 
• Proven ability to influence product roadmap and collaborate deeply with Product, PS, CS, and Support. 
• Experience leading complex technical evaluations, enterprise solution design, and multi-stakeholder decision cycles. 
• Executive presence and the ability to communicate with district and state leadership with confidence and clarity. 
• Commitment to developing talent and scaling a best-in-class SA organization. 
• Strong analytical, strategic planning, and organizational skills. 
• Ability to travel 10–20%. 

• Comfort navigating ambiguity and evolving priorities while building clarity for others. 
• A coaching-oriented leadership style that develops talent, encourages curiosity, and supports continuous growth.  
• A thoughtful, ethical approach to using emerging technologies to improve quality, efficiency, and insight.  
• Strong judgment, organizational awareness, and the ability to align people, process, and tools toward shared goals.  
• Willingness to travel periodically to support teams, customers, and strategic engagements. 

• Leverages AI-powered insights for segmentation, forecasting, technical evaluation modeling, and competitive analysis. 
• Establishes AI best practices for presales research, demo preparation, narrative design, and value engineering. 
• Ensures ethical and responsible AI use across the SA organization, especially in public-sector contexts. 
• Coaches SA Managers, Strategists, and ICs on effective AI adoption to accelerate quality and efficiency. 

• Personalized Time Off: Take time when it’s needed most — whether that’s a family vacation, a reset day, or simply time to rest and refocus.  
• Paid Sick Time: Separate, dedicated sick leave to care for yourself or loved ones. 
• Volunteer Time Off: Paid time to give back and support causes that matter to you. 
• Ten Paid Holidays: Enjoy meaningful moments and traditions throughout the year. 
• Our Philosophy: We believe time away from work helps you bring your best self to it. 

• World-Class Learning Access: Explore thousands of on-demand courses through platforms like LinkedIn Learning. 
• Leadership & Technical Skill Building: Develop new capabilities and chart your own professional path. 
• AI Empowerment: Use OpenAI tools to build fluency with emerging technology and harness AI as a creative partner for innovation and problem-solving. 
• Tuition Reimbursement: Invest in formal education to advance your skills and career. 
• Ongoing Learning Culture: Participate in company-led webinars on AI, inclusion, and industry trends—designed to inspire curiosity and continuous improvement. 

• Wellness Initiatives: Company-sponsored programs that support physical, mental, and emotional well-being. 
• Employee Assistance Program (EAP): Confidential support for you and your family’s needs. 
• Comprehensive Benefits: Health and financial benefits that support your happiness and future. 
• A Culture That Cares: At Frontline Education, we want every team member to learn, grow, and thrive—personally, professionally, and purposefully.