Director, Client Solutions

As a Connected Commerce Client Solution leader, you will act as the critical bridge between our prospective clients’ business challenges and Acosta Group’s omnichannel commerce solutions. You will serve as the strategic and technical advisor during the Go-To-Market (GTM) cycle, partnering with the Business Development Executives to drive value-based selling, technology demonstrations, and proof of concept/validations.

Your primary objective is to deeply understand clients’ pain points, seamlessly align them with our connected commerce capabilities, and definitively prove the financial and operational impact of our solutions. You will own the technical win by scoping requirements, orchestrating internal delivery experts, leading short-form pilots, and delivering compelling Proof of Value (PoV) and ROI assessments to executive stakeholders.

Discovery & Strategic Scoping

• Lead deep-dive discovery sessions to uncover and document customer pain points, business objectives, and current operational bottlenecks.

• Proficiently audit and scope customer needs across four critical domains:

  • Digital Shelf & Content Optimization: Assess compliance gaps, content health, and syndication workflows.

  • eCommerce Management: Evaluate end-to-end operational needs, availability, and marketplace dynamics.

  • Shopper Marketing: Scope strategies for omnichannel conversion and promotional effectiveness.

  • Retail Media Management: Analyze current ad spend efficiency, programmatic strategies (e.g., Amazon DSP), and closed-loop measurement capabilities.

Solution Design, Orchestration & Proposals

• Translate complex customer requirements into tailored, unified, connected commerce solution architectures.

• Own the technical and solutions architecture components of Request for Proposals (RFPs), proactive pitches, and complex commercial proposals, ensuring all deliverables accurately reflect Acosta's capabilities.

• Strategically pull in deep Subject Matter Experts (SMEs) from our specialized delivery practices—specifically across Digital Shelf Management, eCommerce Management, and Shopper Marketing—to validate solutions, provide advanced domain expertise, and strengthen the pitch.

• Deliver high-impact, customized demonstrations of Acosta’s capabilities and platforms, showcasing how specific features directly resolve the scoped pain points.

• Act as the subject matter lead in the room, fielding complex technical, operational, and strategic questions from client e-commerce and marketing leaders.

Pilot Execution & Value Engineering

• Design, launch, and manage short-form pilots or "sandbox" environments that allow clients to experience our capabilities with minimal friction.

• Define clear success criteria for pilots and ensure they are executed flawlessly within the designated timeframe.

• Architect robust, data-driven Proof of Value (PoV) reports and ROI assessments at the conclusion of pilots or deep-dive discoveries.

• Present value realization metrics to client leadership, quantifying the revenue growth, cost savings, or efficiency gains generated by Acosta’s solutions.

GTM Strategy & Process Innovation

• Drive continuous Go-To-Market (GTM) transformation by actively capturing field learnings, client feedback, and market shifts from active sales cycles.

• Relentlessly update and refine the Connected Commerce GTM playbook, standardizing enterprise sales processes and value-based selling models to ensure the broader commercial team is equipped with the most current, high-impact strategies.

• Maintain a cutting-edge understanding of the evolving commerce landscape to continuously evolve our solution architectures and competitive positioning.

Minimum Qualifications-Knowledge, Skills and Abilities

• Bachelor's degree in ⁠⁠⁠⁠⁠⁠⁠business, Digital Marketing or related field.

• Experience: 10-15+ years in a Pre-Sales, Sales Engineering, or eCommerce technical strategy role, ideally within the retail, CPG, or commerce technology sectors (Amazon preferred).

• Domain Expertise: Deep foundational knowledge of the modern commerce landscape, specifically retail media networks (RMNs), digital shelf analytics, shopper marketing ecosystems, and enterprise eCommerce operations.

• Cross-Functional Leadership: Proven ability to marshal resources, manage internal SMEs, and seamlessly integrate specialized practice knowledge into a unified customer-facing solution.

• Value-Based Selling: Proven track record of building financial models, ROI calculators, and business cases that transition technical features into quantifiable business outcomes.

• Presentation Skills: Exceptional ability to craft a narrative, present complex concepts simply, and command a room of cross-functional stakeholders (from VPs to C-suite executives).

• Agility: Ability to manage multiple client pilots and active sales cycles simultaneously while maintaining a high standard of quality in proposal writing and technical sco