Senior Solution Consultant

📋 Description

• Collaborate closely with the sales team to collect customer requirements, sample data, and outline specific scenarios through on-site or virtual engagements, leading structured discovery to facilitate customized, value-driven demonstrations.

• Recognize solution components that provide distinct business advantages to the customer, aligning Loftware capabilities with both technical and business challenges.

• Create and deliver business value through customized presentations, demonstrations, and proposals, ensuring a clear connection between customer needs and solution outcomes.

• Design and execute value-driven demonstrations that align with customer-specific scenarios, clearly articulating differentiation and impact.

• Assist and contribute to RFx processes (RFI/RFP/RFQ), ensuring that responses accurately represent solution capabilities and value.

• Support and, when necessary, lead Proof of Concept (PoC) activities, including defining scope, success criteria, and guiding customer evaluations.

• Address technical inquiries regarding the solution and serve as a trusted advisor to both business and technical stakeholders.

• Frequently communicate with members of the Sales team and colleagues across Product Management, Engineering, Professional Services, and senior leadership to ensure that both client and Company needs are met.

• Partner with Loftware Regional Sales Representatives to identify and assess technical solution designs and contribute to successful deal strategies.

• Aid in the creation of presentations, tools, and the execution of sales strategies that lead to new business revenue and the expansion of existing relationships.

• Develop tailored value propositions and account strategies, understanding the technical and business challenges faced by each prospect.

• Engage with customers, including C-level executives, to construct presentations, proposals, and statements of work (SOW), assess risks, and support the navigation of complex sales cycles.

• Report internally on customer requirements in an organized manner to assist Product Marketing and Product Management in defining future product needs.

• Act as a Subject Matter Expert (SME) in designated solution areas, providing support to peers across the Solution Consulting team.

• Contribute to the creation and enhancement of presales assets, including demo content, presentations, and best practices.

• Participate in go-to-market activities such as events, webinars, and thought leadership content.

• Foster strong alignment with Sales and incorporate feedback to continually enhance effectiveness and impact.

⛳️ Requirements

• Over 7 years of experience in software solution consulting, presales, or similar customer-facing positions.

• Demonstrated ability to lead discovery, solution alignment, and value-driven demonstrations within complex sales cycles.

• Experience in supporting RFx processes and/or structured evaluation cycles (e.g., PoCs).

• Strong capacity to assess client needs and creatively propose solutions that address those needs, solve problems, and deliver measurable value.

• Excellent presentation skills with the ability to convey technical and business information in an engaging and persuasive manner.

• Proven ability to illustrate how products or services fulfill client needs through clear, outcome-focused presentations and demonstrations.

• Profound understanding of technical concepts with the ability to quickly learn new technologies.

• Familiarity with Supply Chain Management practices and common Enterprise Resource Planning (ERP), Customer Relationship Management (CRM), Warehouse Management Systems (WMS), or Manufacturing Execution Systems (MES).

• Knowledge of cloud computing and best practices in information security.

• Experience with enterprise-level databases (e.g., Oracle, PostgreSQL, SQL Server).

• Working knowledge of scripting languages (JavaScript, Python, VBScript) is advantageous.

• Proficiency in English.

🏝️ Benefits

• Comprehensive training provided to all employees.

• Strong focus on employee development.

• Initiatives promoting inclusion, diversity, and belonging.