Director, Strategic Solutions - Facilities

Position Overview

• Location Type: Not Specified
• Job Type: Director, Strategic Solutions
• Salary: Not Specified

FourKites is seeking a Director, Strategic Solutions to lead the Facilities business unit (BU) by establishing industry credibility and solution expertise. As a Subject Matter Expert (SME), you will be a key knowledge resource, driving innovation in facility management solutions such as YMS, Yard Automation, Digital Appointment Scheduling, and AI Agents for Facilities Execution. This role demands both technical proficiency and leadership to advance FourKites' strategic vision, build relationships internally and externally, and drive revenue through consultative selling in the supply chain and logistics domain. You will be instrumental in maximizing deal size, creating competitive differentiation, and elevating the sales organization.

Requirements

• Relentless passion for solving facility challenges and providing transformative strategies aligned with business impacts and outcomes.
• Extensive experience in strategic solution sales within the supply chain/logistics industry.
• 10+ years of experience.

Responsibilities

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

• Act as a great team player with 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.
• 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.

Company Information

• Company: FourKites, Inc.
• Focus: Facilities business unit (BU), YMS, Yard Automation, Digital Appointment Scheduling, AI Agents for Facilities Execution.