Solution Executive

Summary

New Era has an exciting opportunity for a Solution Executive to join our Solutions Organization. This individual serves as a senior sales overlay to the field, acting as a subject matter expert and trusted advisor for New Era's IT Managed Services portfolio.

The primary responsibility of this role is to drive recurring revenue growth across New Era's Managed Services offerings while enabling the field organization to effectively position, qualify, and sell outcome-based managed service solutions. This role partners closely with Account Managers, Sales Directors, Solution Architects, Service Delivery leaders, and strategic technology partners to accelerate managed services adoption and strengthen long-term customer relationships.

The Solution Executive helps customers align operational, financial, and technology objectives with managed service strategies that improve service levels, reduce complexity, increase operational efficiency, and support business transformation initiatives.

Responsibilities Include

• Serve as a trusted advisor to clients by understanding business priorities, operational challenges, current IT operating model, technology roadmap, support requirements, and long-term transformation goals, then aligning those needs to New Era’s Managed Services portfolio.
• Partner with Account Executives and Sales Directors early in the sales cycle to identify, qualify, and advance managed services opportunities across strategic accounts, including Stage 2/3 opportunities, account planning discussions, and top pursuit reviews.
• Lead a structured managed services discovery process that identifies customer pain, business risk, decision process, economic buyer, technical champion, current internal or third-party delivery model, competitive alternatives, and the customer’s readiness for operational change.
• Drive recurring revenue growth by increasing managed services attach across New Era’s broader solution stack, including cloud, cybersecurity, collaboration/CX, networking, infrastructure, Microsoft/CSP, endpoint, data center, lifecycle services, observability, and professional services.
• Lead consultative discussions with executive stakeholders, including CIOs, CFOs, CTOs, COOs, IT Directors, and Operations leaders, with a focus on business outcomes rather than technology features.
• Develop executive-level value propositions that connect managed services to measurable outcomes such as reduced operational risk, improved service levels, predictable spend, better governance, resource continuity, improved security posture, and lower total cost to operate.
• Build ROI, TCO, and business-case justification to help customers understand the financial and operational tradeoffs between maintaining internal operations, using incumbent providers, or partnering with New Era.
• Collaborate with solution architects, service delivery, operations, finance, and sales leadership to ensure the proposed managed services solution is technically sound, operationally supportable, financially viable, and aligned to customer expectations.
• Help customers understand the post-close operating model, including onboarding, SLAs, ticketing, escalation paths, customer portal visibility, reporting, governance, QBR cadence, and continuous improvement processes.
• Create account-level managed services growth strategies that identify expansion opportunities, service modernization initiatives, lifecycle engagements, and wallet-share opportunities within existing customers.
• Position New Era’s managed services as strategic business enablers across service desk, infrastructure management, cloud operations, network operations, unified communications, security operations, observability, and end-user support services.
• Drive field enablement by coaching sales teams on discovery, qualification, attach strategy, financial value articulation, objection handling, and outcome-based positioning for managed services.
• Build repeatable discovery frameworks, talk tracks, customer-facing materials, objection-handling guides, value stories, and attach motions that improve field adoption and sales consistency.
• Build and maintain strategic relationships with technology partners to drive joint go-to-market motions, solution alignment, and customer opportunities.
• Monitor market trends, competitive offerings, managed services consumption models, AI-driven operations, automation technologies, and customer buying patterns.

Required Skills And Professional Experience

• Strong executive presence with the ability to engage and influence CIOs, CFOs, COOs, CTOs, CEOs, IT Directors, and other senior business stakeholders.
• Proven ability to lead structured discovery that uncovers business pain, operational risk, decision processes, stakeholder alignment, competitive dynamics, financial impact, and readiness for change.
• Strong command of value-based selling, MEDDPIC qualification, ROI/TCO analysis, business-case development, and executive stakeholder alignment.
• Experience driving revenue in a pre-sales, overlay, consulting, managed services, or strategic advisory role, with a deep understanding of managed services business models, service delivery frameworks, governance, and recurring revenue strategies.
• Demonstrated ability to attach and position managed services across cloud, cybersecurity, networking, collaboration/CX, infrastructure, Microsoft/CSP, endpoint, data center, observability, lifecycle, and professional services solutions.
• Ability to translate technical service capabilities and operating models, including SLAs, governance, reporting, QBRs, ticketing, customer portals, and continuous improvement programs, into measurable business outcomes.
• Strong understanding of ITIL, service management, customer success, and operational governance frameworks, with experience developing ROI models, TCO analyses, operating model comparisons, and financial justification for managed services adoption.
• Ability to lead consultative, services-led engagements and align sales, architecture, delivery, operations, finance, customer success, and partner resources around customer pursuits and long-term recurring revenue growth.
• Strong communication and commercial acumen with the ability to simplify complex technical concepts, determine opportunity viability, and influence sales teams and executives without direct authority.
• Ability to develop field-ready sales assets, discovery frameworks, customer presentations, enablement content, and repeatable managed services attach motions.

Preferred Skills And Professional Experience

• Experience working within a Managed Service Provider (MSP), Systems Integrator, or Global Systems Integrator.
• Experience developing recurring revenue strategies and managed services go-to-market programs.
• Familiarity with ITIL, ITSM, customer experience frameworks, and service operations best practices.
• Experience with cloud operations and management platforms across Microsoft Azure, AWS, and hybrid environments.
• Experience with automation, AI operations (AIOps), observability, and digital experience monitoring platforms.
• Working knowledge of networking, cloud, collaboration, cybersecurity, infrastructure, and end-user computing technologies.
• Experience building or scaling managed services practices or overlay organizations.

Education And Experience

• Bachelor's degree or equivalent work or military experience.
• 5+ years of experience in Managed Services, IT Services, Technical Sales, Services Consulting, Customer Success, or Service Delivery leadership.
• Experience leading strategic customer engagements and technology transformation initiatives.
• Experience developing account expansion strategies and recurring revenue growth programs.
• Highly proficient in AI tools and their application in customer engagement, operational efficiency, and service delivery optimization.
• Understanding of AI-enabled operations, automation platforms, predictive analytics, AIOps, and modern managed services delivery models.

Success Measures / KPIs

• Managed Services ARR growth and Monthly Recurring Revenue (MRR) contribution.
• Managed Services attach rate across strategic sales opportunities.
• Qualified Managed Services pipeline creation and deal progression.
• Expansion revenue from existing customers through lifecycle and managed service adoption.
• Strategic account penetration and executive engagement quality.
• Partner-sourced or partner-influenced Managed Services opportunities.

Work Environment

Remote

Expected Hours of Work

Standard business hours: Monday - Friday, 8 a.m. - 5 p.m., with flexibility to accommodate client schedules and time zones.

Travel

20-25%