Senior Solution Consultant

This is a fully remote position, open to applicants in New Hampshire.

📋 Description

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

• Recognize solution components that provide clear business value to customers, aligning Loftware capabilities with both technical and business challenges.

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

• Design and execute value-driven demonstrations that cater to customer-specific scenarios, effectively communicating differentiation and impact.

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

• Support and, when necessary, lead Proof of Concept (PoC) activities, which include defining the 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.

• Regularly communicate with Sales team members and colleagues from Product Management, Engineering, Professional Services, and senior leadership to ensure alignment with clients' and Company's needs.

• Collaborate 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 execution of sales strategies that lead to new business revenue and the expansion of existing relationships.

• Develop tailored value propositions and account strategies, comprehending both the technical and business challenges of each prospect.

• Engage with customers, including C-level executives, to create presentations, proposals, and statements of work (SOW), assess risks, and aid in navigating complex sales cycles.

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

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

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

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

• Build strong alignment with Sales and incorporate feedback to continuously enhance effectiveness and impact.

⛳️ Requirements

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

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

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

• Strong aptitude for assessing client needs and creatively proposing solutions that address those needs, solve problems, and deliver measurable value.

• Exceptional 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 meet client needs through clear, outcome-focused presentations and demonstrations.

• Comprehensive understanding of technical concepts with a quick learning ability for 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 information security best practices.

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

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

• Proficiency in English.

🏝️ Benefits

• Comprehensive training provided to all employees.

• Focus on employee development.

• Initiatives promoting inclusion, diversity, and belonging.