Solution Consultant

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

📋 Description

• Develop extensive knowledge in a specified product category and related buyer personas; serve as the main subject matter expert (SME) for current sales initiatives and represent the appropriate product domain in multi-product efforts.

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

• Convert functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to confirm solution fit and advance the sales pipeline.

• Document insights aligned with MEDDPICC, especially Metrics and Decision Criteria, in the CRM as part of 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 validate quotes against the proposed solution and customer technical landscape.

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

• Maintain demo environments with current data, reusable scripts, scenario assets, and runbooks to support 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 content requirements based on actual sales cycles to improve team effectiveness and performance.

• Travel extensively (60–75%), with weekly customer visits being common. Travel facilitates high-impact activities such as advancing strategic deals, conducting onsite demonstrations, and leading executive workshops.

⛳️ Requirements

• Proficient knowledge in one K–12 technical domain (Student Information Systems and analytics, learning and engagement, or ERP and talent) and understanding of relevant K–12 buyer personas.

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

• Ability to co-lead customer demonstrations and workshops and configure standard demo scenarios in real-time.

• Knowledgeable about integrations and data flows (including APIs, rostering, SFTP, authentication, and basic security controls) and capable of identifying risks.

• Excellent written and verbal communication skills to explain technical subjects to non-technical audiences.

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

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

• Over 4 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