Job Overview:
The Solutions Consultant Director is a senior, customer-facing commercial professional responsible for supporting revenue growth by accelerating market adoption of Fortrea Intelligent Technology (FIT) solutions across FSO, FSP, and SaaS clinical trial delivery models. This role operates as a key pre-sales contributor—supporting discovery, value/ROI storytelling, solution positioning, and bid strategy to improve win rates and expand FIT penetration within target accounts.
This role partners closely with Sales/Business Development, Product Management, Solution Consultants, Clinical SMEs, and Marketing to translate market and customer insights into differentiated go-to-market messaging, proposal strategies, and customer engagement plans. Success is measured by pipeline contribution, proposal wins, FIT adoption, strengthened sponsor relationships, and compliance with SOPs and required training. Up to ~25% travel is expected.
Summary of Responsibilities:
1) Pipeline & Revenue Support (Pre-Sales Execution)
Support new business opportunities and revenue growth by positioning FIT solutions within sponsor strategies and Fortrea delivery models (FSO/FSP/SaaS).
Contribute to pre-sales activities for priority opportunities, including discovery sessions, solution workshops, value mapping, and proposal development in partnership with Sales/BD.
Help develop business cases that articulate FIT value proposition and differentiation.
Maintain awareness of key accounts and pursuits in alignment with Sales leadership.
2) Proposal Strategy & Competitive Positioning
Support proposal development, early customer engagement, and bid defense preparation to help shape competitive solution narratives.
Contribute to FIT win themes (why Fortrea + why FIT + why now), leveraging available data and use cases.
Ensure consistency and quality of FIT-related proposal content and messaging.
3) Customer Engagement & Relationship Management
Build and maintain relationships with key customer stakeholders; engage effectively with mid- to senior-level decision-makers.
Provide consultative guidance on FIT capabilities, adoption approaches, and use cases aligned with customer needs.
Support customer presentations, demonstrations, and workshops in partnership with SMEs and senior leaders.
4) Market & Product Feedback Loop (Voice of Customer)
Provide structured field feedback to Product Management to support roadmap discussions and continuous improvement.
Contribute to the translation of market insights into improved messaging, positioning, and sales enablement materials.
5) Thought Leadership & Market Engagement
Support Marketing in developing content such as webinars, case studies, and presentations.
Participate in internal and external events to promote FIT capabilities and build domain expertise.
6) Cross-Functional Collaboration
Partner with Sales, Clinical Technology, Product, and Marketing teams to support consistent positioning of FIT solutions.
Contribute to internal enablement efforts through development of materials and knowledge sharing.
7) Team Contribution & Compliance
Contribute as a strong individual contributor; may provide informal coaching or mentoring to junior team members.
Strong expertise in clinical trial technologies and/or digital health solutions, with demonstrated success in customer-facing roles.
Qualifications (Minimum Required):
Bachelor’s degree required (or equivalent industry experience).
Deep expertise in clinical trial technologies and/or digital health solutions, with demonstrated success in customer-facing roles (commercialization, solutioning, implementation leadership, or hybrid).
Fortrea may consider relevant and equivalent experience and successful project outcomes in lieu of educational requirements.
Experience (Minimum Required):
6+ years of experience in clinical operations, clinical data management, and/or clinical technology roles within pharma/biotech/CRO/vendor environments.
Experience supporting technology implementation on global studies.
Ability to build relationships with customer stakeholders and contribute to solution discussions.
Working knowledge of regulatory guidelines (GCP/ICH, FDA/EMA, 21 CFR Part 11, GxP validation).
Experience contributing to solution design sessions and supporting complex workflows.
Preferred Qualifications Include:
Experience supporting pipeline development and contributing to competitive pursuits.
Strong understanding of clinical trial workflows and technologies (e.g., RBQM, CTMS, EDC).
Strong communication and presentation skills.
Ability to collaborate across matrixed teams and contribute to process improvements.
Comfortable working in a fast-paced, remote environment with travel (~25%).
Physical Demands / Work Environment:
Office/Home-Based:
Work Environment:
Physical Requirements:
Frequently stationary for 6-8 hours per day.
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Occasional crouching, stooping, with frequent bending and twisting of upper body and neck.
Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
Light to moderate lifting and carrying, or moving of objects, including luggage and laptop computer with a maximum lift of 15-20 lbs.
Regular and consistent attendance.
Varied hours may be required.
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