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Frontline Education
VP Solutions Architecture
K-12
Edtech.com's Summary
Frontline Education is hiring a VP Solutions Architecture to lead the national pre-sales organization that supports its K-12 software sales teams. The VP sets strategy alongside the Chief Sales Officer, builds the team into a field-facing "SWAT Team" for sellers, and carries customer insights to Product to shape the roadmap. Hands-on and engaged in the most complex deals, the leader also builds relationships with district superintendents, CFOs, CHROs, and CIOs.
Highlights
- Define the vision, charter, and operating model for the national Solutions Architecture organization.
- Partner with the CSO and advise Regional and National Sales Directors on territory and go-to-market strategy.
- Recruit, develop, and coach an elite pre-sales team, backed by competency models, onboarding, and certification programs.
- Influence the product roadmap by turning field and customer insights into prioritized recommendations.
- Establish presales KPIs such as win rate lift, SA engagement impact, and technical qualification accuracy.
- Join the most complex, high-value opportunities personally and represent Frontline at district events, conferences, and user groups.
- Apply AI to segmentation, forecasting, and demo preparation, and coach the team on responsible AI use.
- Bring 10+ years of presales, solutions architecture, or technical sales engineering experience, including 8+ years leading customer-facing technical teams.
- Fully remote role with up to 25% travel.
- Base salary of $225,000 - $250,000 with $100K variable, plus 401(k) matching, personalized PTO, tuition reimbursement, and health and wellness benefits.
VP Solutions Architecture Full Description
Location: Remote
Travel: Up to 25%
This job posting will come down on Monday October, 12th at 12:00 pm ET.
About the Role
The Vice President of Solutions Architecture leads Frontline’s national pre-sales organization and is responsible for defining, scaling, and evolving a world-class Solutions Architecture (SA) practice. This leader owns the enterprise SA strategy, operating model, and organizational direction, ensuring the function scales with Frontline’s business, portfolio, and growth priorities and operates as a strategic, high-impact function across the full customer lifecycle, from discovery and evaluation through implementation readiness and long-term customer outcomes.
The successful leader in this role will build the pre-sales motion and capability set such that the team is viewed as Frontline’s “SWAT Team” in the field. When the going gets tough, this is the team sales will lean on for help and they will answer the call.
The Vice President will partner with the CSO to set the strategic direction for the SA function, establish standards of excellence, drive technical and value-based selling strategy, and ensure SA partnership is tightly integrated with Sales, Product, Professional Services, Customer Support, and Client Success. This role serves as the primary conduit of voice of customer (VOC) and voice of field (VOF), translating insights from districts, partners, and internal stakeholders into recommendations that influence product roadmap, GTM motions, and broader enterprise priorities.
To be clear, this is an in-the-field and hands-on leadership role. This leader is expected to operate at an enterprise level while remaining actively engaged with the field and Frontline’s most strategic opportunities.
The Vice President ensures that every field seller is equipped with exceptional presales partnership, technical guidance, and value-driven solution storytelling. When they need help, are in trouble, are struggling, they will contact their “SWAT Team”. This role is critical in shaping Frontline’s differentiation, competitive posture, and market impact and is accountable for ensuring the SA function delivers measurable impact against Frontline’s broader GTM and growth objectives.
How You Will Make an Impact
Lead the National Solutions Architecture Strategy
- Define the long-term vision, charter, and operating principles for the SA organization in alignment with Frontline’s broader GTM and growth strategy.
- Own the organizational design and investment priorities for the SA function, building a scalable SA structure that aligns to Frontline’s solution portfolio and future growth plans.
- Get out of the ticketing process and into the partnering process with the sales teams.
- This is not a team that answers tickets. This is a team that works deals with the sellers.
- Establish the national SA methodology for discovery, solution mapping, technical evaluation, value articulation, and demonstration excellence.
- Support our ongoing effort to remove the word “demo” from our vocabulary and move to “solution mapping” and “solution presentation”.
- Develop platform-level value narratives that unify Student, ERP, HCM, IHDM, and future solutions into a cohesive story.
- Design and rollout a “solution presentation” systems platform such that pre-sales can run in a more efficient manner.
- Identify and design a support process that allows us to expand SA reach and coverage without needing to ask for headcount at every turn, making strategic decisions around resource deployment, capacity, and scalability.
Partner with Product to Influence Roadmap
- Serve as the organization’s clearest, most structured voice of customer across all solution lines, bringing an enterprise and market perspective to product strategy and investment decisions.
- Identify product gaps, competitive risks, and high-value opportunities informed by SA field engagement, and translate those insights into prioritized recommendations based on customer, revenue, and market impact.
- 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.
Support Sales Leadership Across Regions
- Act as a strategy partner to the Chief Sales Officer, bringing an informed point of view and the ability to think through complex issues at the whiteboard, constructively challenging and shaping GTM strategy and business decisions.
- Act as a strategic advisor to Regional Sales Directors and National Sales Directors on territory and overall GTM strategy.
- Ensure SA support is aligned to territory priority accounts, strategic pursuits, whitespace initiatives, and renewal/adoption risks, making prioritization and resource allocation decisions across competing business needs. Oversee SA engagement in complex, high-value, politically sensitive, or competitive opportunities.
- You are personally expected to be involved in our most complex and demanding 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.
Build and Lead a High-Performing Solutions Architecture Organization
- Recruit, develop, and retain an elite team of pre-sales resources and build a strong leadership bench capable of scaling with the organization.
- Define competency models and clearly build and manage a cross-training plan to strengthen organizational capability, succession, and flexibility across the solution portfolio.
- 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.
Drive Operational Excellence
- Establish presales KPIs such as demo quality, SA engagement impact, win rate lift, technical qualification accuracy, and cycle acceleration, and hold the organization accountable for measurable business impact. 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 inform resource allocation, investment, and organizational decisions.
Act as a Senior Technical Voice for Frontline
- 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 and other executive-level customer and industry stakeholders.
- Elevate Frontline’s presence and thinking in the K–12 technology landscape through thought leadership, webinars, content, and field education, helping shape Frontline’s external point of view on market trends, customer needs, and solution strategy.
What You Bring
- 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, including leadership of complex, multi-layered organizations.
- 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.
- Demonstrated ability to set strategic direction, exercise sound business judgment, and make decisions involving competing priorities, resources, and organizational needs.
- Proven ability to lead organizational transformation and translate business strategy into scalable capabilities and measurable outcomes.
- 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 25%.
AI-First Competencies
The Vice President of Solutions Architecture:
- 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.
Our Mission, Our People, Our Purpose
At Frontline Education, we’re reimagining what’s possible by becoming an AI-first organization, transforming how we think, work, and serve the educators who shape our schools every day. By using AI in thoughtful, practical ways, we’re creating tools that help educators save time, gain insights, and focus more on what matters most — their students.
As part of our team, you’ll be expected and empowered to build and apply AI skillsets that grow with you, because at Frontline Education, technology amplifies what matters most: the human drive to learn, improve, and make a difference.
How We Support Growth, Balance, and Well-Being
- 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.
Continuous Learning and Growth
- 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.
Health, Happiness, and Purpose
- 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.
Compensation & Benefits:
The full-based compensation range for this position is $225,000-$250,000 with $100K variable.
Frontline offers a competitive compensation package that includes base salary, bonus opportunities, 401(k) matching, and comprehensive health and wellness benefits.
Additional benefits include:
- Personalized PTO
- Tuition reimbursement for eligible coursework
- Career development opportunities
- Employee-focused wellness resources
- A collaborative, mission-driven culture focused on meaningful impact
Inclusion, Belonging & Equal Opportunity:
Frontline Education is an equal opportunity/affirmative action employer. We aspire to have an inclusive workplace and strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join our team.
Interview Process & Data Privacy:
As part of our interview process, Frontline uses video conferencing tools that may include photo capture and automated transcription features. A screenshot or photo may be taken at the start of the interview for internal identification and record-keeping purposes only, and transcription may be used to support notetaking and evaluation consistency. These materials are used solely by our recruiting and hiring teams, stored securely, and not shared outside the hiring process. Candidates may opt out of transcription at any time by notifying their recruiter in advance. Frontline processes this information in accordance with applicable data privacy laws and only for legitimate business purposes related to recruitment and hiring.
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