Senior 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 corresponding buyer personas, serving as the key subject matter expert (SME) for active sales initiatives and representing the product domain in multi-product engagements.

• Collaborate with SDRs and AEs during the initial discovery phase to qualify opportunities and evaluate the alignment of systems, data flows, integration points, and non-functional requirements (such as security, scalability, and accessibility) to support the pursuit strategy.

• Convert functional requirements into practical solution designs and configuration options; lead product proofs of concept (POCs) to confirm solution suitability and convert opportunities into sales.

• Record MEDDPICC-aligned insights, especially Metrics and Decision Criteria, in CRM or pursuit documentation.

• Provide thorough and accurate responses to RFPs and RFIs that meet the needs of functional buyers.

• Act as the SKU configuration SME to verify quotes against the proposed solution and the customer's technical landscape.

• Create and present persona-specific demonstrations, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria.

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

• Prepare comprehensive post-sale handoff materials to ensure smooth transitions to Services and Customer Success.

• Offer structured feedback to Product and Enablement teams regarding gaps, objections, and necessary content based on real-world sales cycles to increase team effectiveness and performance.

• Assist in enablement by developing onboarding materials, certification programs, and demo practice cards.

• Travel extensively (~50%), including some customer visits, to support high-impact activities such as advancing strategic deals, conducting onsite demos, and leading executive workshops.

⛳️ Requirements

• Knowledge of one K–12 technical domain (ERP and talent) and relevant K–12 buyer personas.

• Demonstrated ability to lead complex demonstrations and validate solutions with senior-level K–12 buyers (e.g., CIO, CFO, CHRO).

• Capable of creating reusable demo assets, runbooks, or checklists that enhance team demo quality and consistency.

• Experience in contributing to RFPs, RFIs, or security questionnaires in the public sector.

• Familiarity with integrations, data flows, and EdTech standards, including APIs, rostering, SFTP, authentication, basic security controls, and identity models such as Ed-Fi, OneRoster, LTI, SAML, and OIDC; able to identify and highlight technical risks.

• Excellent written and verbal communication skills that clarify technical topics for non-technical audiences.

• Comfortable using Salesforce or a similar CRM for maintaining notes, artifacts, and basic MEDDPICC documentation.

• Strong organizational and time management skills across multiple active pursuits.

• 8+ years of experience in solution consulting, sales engineering, implementation, or a related K–12 SaaS role.

• Bachelor’s degree or equivalent experience.

🏝️ 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

• Comprehensive 401(k) plan

• Generous Parental Leave

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

• Wellness Program, including ClassPass & Employee Assistance Program

• Tuition Reimbursement

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