Solutions Consultant

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

📋 Description

• Collaborate with sellers to devise strategies for intricate, multi-product opportunities.

• Engage in thorough exploration of utility workflows, data, reporting, stakeholders, priorities, and process inefficiencies.

• Foster relationships with utility stakeholders and empower internal advocates.

• Align existing utility workflows with 120Water platforms and offerings.

• Utilize asset management principles in recommendations related to distribution system assets, GIS, and work order systems.

• Define technical offerings based on pass/fail criteria and provide feasibility recommendations.

• Anchor recommendations in regulatory, operational, and future business drivers.

• Showcase platforms using standard demonstration environments and examples from comparable utilities.

• Develop business cases that encompass current process costs, cost of delays, and changes post-implementation.

• Collaborate with sellers to prepare for prospect meetings and align discovery roles.

• Document delivery and regulatory risks, ensuring a complete record is handed off before closing deals.

• Maintain presales documentation in the presales platform and HubSpot.

• Record product gaps alongside relevant deal and revenue information.

• Provide technical insights for win/loss analysis.

• Enhance templates, scoping criteria, and sales processes.

• Communicate field feedback, product gaps, edge cases, and buyer responses to the Product team.

• Initially shadow live deals, transitioning to lead presales for commercial engagements within the first quarter and strategic engagements within the first three months.

⛳️ Requirements

• Minimum of 3 years experience articulating technical or regulatory information to buyers or clients, preferably in presales or solutions engineering.

• Familiarity with drinking and wastewater regulations, or a proven ability to quickly learn and accurately apply complex regulatory frameworks.

• Experience in constructing a business case for a purchase that was not obligatory for the buyer.

• Preferred: Background in asset management for water utilities, encompassing inventories, condition and risk assessments, maintenance programs, and capital planning.

• Preferred: Proficiency in APIs and system integrations.

• Preferred: Experience with GIS (ESRI) and work order or maintenance management systems like Cityworks.

• Preferred: Knowledge of wastewater regulations under the Clean Water Act.

• Preferred: Experience with statistical sampling or predictive modeling techniques.

• Preferred: Practical experience with Claude or a similar AI assistant in daily tasks.

• Helpful, but not mandatory: Some coding or scripting experience (Python, SQL, or similar).

• Helpful, but not mandatory: A technical degree, such as engineering, GIS, or computer science, or equivalent technical sales experience.

• Capability to comprehend 120Water platforms and offerings, utility workflows, data movement, regulatory requirements, APIs, integrations, and business cases.

• Ability to handle multiple active opportunities while fulfilling commitments.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Opportunities for professional development and career advancement.

• Flexible work schedule and remote work options.

• Collaborative and innovative work environment.