VP, Value & Solutions Architects

Summary

Join DISCO as the VP, Value & Solutions Consulting, a pivotal role bridging cutting-edge technology and customer strategic outcomes. Lead and mentor a high-performing team of Solutions Architects, driving value articulation and demonstration. Build and scale a new Value Engineering function, quantifying and showcasing the tangible business value of solutions. Collaborate with Sales, Product, and Engineering teams. Act as a key technical advisor to strategic accounts, understanding their unique challenges and architecting impactful solutions. Contribute to overall sales strategy and drive cross-functional collaboration. Recruit, retain, and develop top talent within Solutions Architecture and Value Engineering functions.

Requirements

• 6–-10+ years of experience in customer-facing roles within enterprise software/SaaS, with at least 4 years in a leadership role overseeing Solutions Architecture, Sales Engineering, or a similar function
• Proven track record of building and scaling high-performing teams, with a strong emphasis on talent development and performance management
• Demonstrated experience in Value Engineering or a similar discipline focused on quantifying business value (e.g., management consulting, financial analysis, business consulting)
• Deep technical acumen with the ability to understand complex software solutions and articulate their value to both technical and non-technical audiences
• Exceptional communication and presentation skills, with the ability to command executive presence and build strong stakeholder relationships
• Strong business acumen and understanding of various business processes and financial models
• Analytical mindset with the ability to leverage data to drive insights and inform strategy
• Ability to thrive in a fast-paced, dynamic environment and adapt to evolving priorities
• Bachelor's degree in a technical field, Business, or equivalent practical experience

Responsibilities

• Lead and mentor a high-performing team of Solutions Architects, fostering technical expertise, communication skills, and a customer-centric approach
• Define and optimize the Solutions Architecture engagement model within the sales process, ensuring seamless collaboration with Sales, Product, and Engineering teams
• Elevate the technical sales process by providing deep product expertise, conducting compelling demonstrations, and addressing complex technical inquiries from prospective customers
• Drive the development of technical best practices, solution blueprints, and proof-of-concept frameworks
• Act as a key technical advisor to strategic accounts, understanding their unique challenges and architecting solutions that drive significant business impact
• Collaborate closely with Product Management and Engineering to provide market feedback, influence the product roadmap, and ensure the Solutions Architecture team remains well-versed in new features and functionalities
• Design, build, and scale a new Value Engineering function from the ground up, establishing methodologies, tools, and processes to quantify and articulate the business value of our solutions
• Partner with Sales, Marketing & Customer Success to develop compelling value propositions, business cases, and ROI models that resonate with C-level executives and key stakeholders
• Conduct in-depth discovery sessions with prospects and customers to understand their business challenges, quantify the impact, and model the financial benefits of our solutions
• Develop and deliver executive-level presentations that clearly communicate the economic and strategic value of our platform
• Continuously refine value frameworks and tools based on market feedback and business results
• Contribute to overall sales strategy as a key member of the Chief Sales Officer's leadership team
• Drive cross-functional collaboration to ensure alignment across Sales, Customer Success, Solutions Architecture, Value Engineering, Product, and Engineering teams
• Recruit, retain, and develop top talent within both the Solutions Architecture and Value Engineering functions
• Stay abreast of industry trends, competitive landscapes, and emerging technologies to inform strategic decisions

Preferred Qualifications

Experience in the legal tech, eDiscovery, or the enterprise SaaS space is a strong plus, but not required

Benefits

• Benefits, including medical, dental and vision insurance, as well as 401(k)
• Competitive salary plus RSUs
• Flexible PTO