Product Solution Consultant

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop in-depth knowledge of a specific product group and its related buyer personas; serve as the primary subject matter expert for current sales opportunities and represent the appropriate product domain during multi-product engagements.

• Collaborate with SDRs and AEs during initial discovery to evaluate opportunities and analyze systems, data flows, integration points, and non-functional requirements.

• Convert functional requirements into practical solution designs and configuration alternatives.

• Spearhead product proofs of concept to confirm solution compatibility and advance the sales pipeline.

• Log MEDDPICC-aligned insights, especially Metrics and Decision Criteria, in the CRM system.

• Deliver precise and comprehensive responses to RFPs and RFIs.

• Act as the SKU configuration subject matter expert to verify quotes against the proposed solution and customer’s technical landscape.

• Create and present persona-focused demos, workshops, and proofs of concept that align with buyer outcomes and Decision Criteria.

• Keep demo environments updated with current data, reusable scripts, scenario assets, and runbooks.

• Prepare thorough post-sale handoff documentation for Services and Customer Success teams.

• Offer structured feedback to Product and Enablement teams regarding gaps, objections, and content requirements.

• Travel frequently (60–75%), with weekly customer visits being common, including onsite demos and executive workshops.

⛳️ Requirements

• Proficient knowledge of one K–12 technical area (such as Student Information Systems and analytics, learning and engagement, or ERP and talent) along with relevant K–12 buyer personas.

• Familiarity with K–12 district operations, funding structures, and stakeholder priorities.

• Capable of co-leading customer demos and workshops and configuring common demo scenarios in real-time.

• Knowledgeable about integrations and data flows (including APIs, rostering, SFTP, authentication, and basic security controls) and able to identify potential risks.

• Strong written and verbal communication skills to convey technical topics to non-technical audiences effectively.

• Comfortable utilizing Salesforce or a comparable CRM for documenting notes, artifacts, and basic MEDDPICC information.

• Excellent organizational and time management skills across multiple ongoing pursuits.

• At least 4 years of experience in solution consulting, sales engineering, implementation, or a similar K–12 SaaS role.

• Bachelor's degree or equivalent experience.

• Preferred: Experience in delivering persona-driven demos for K–12 stakeholders such as Superintendent staff, CIO, Curriculum, Finance, HR, and Procurement.

• Preferred: Background in contributing to RFPs, RFIs, or security questionnaires in the public sector.

• Preferred: Knowledge of EdTech standards and identity models like Ed-Fi, OneRoster, LTI, SAML, and OIDC.

• Preferred: Capability to create simple prototypes or data visualizations to illustrate outcomes and ROI.

• Preferred: Experience in reusing demo materials, runbooks, or checklists that enhanced team demo quality and consistency.

🏝️ Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D).

• Flexible Spending Accounts and Health Savings Accounts.

• Short-Term Disability and Long-Term Disability coverage.

• Comprehensive 401(k) plan.

• Generous Parental Leave policy.

• Unrestricted paid time off (known as Discretionary Time Off - DTO).

• Wellness Program, including ClassPass & Employee Assistance Program.

• Tuition Reimbursement opportunities.

• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program, and Prepaid Legal coverage.