Solutions Consultant

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Collaborate with sales and leadership to develop Faro’s pre-sales playbook, which includes discovery processes, demo frameworks, evaluation workflows, and sales handoff standards.

• Create reusable resources such as demo scripts, objection handling guides, technical FAQs, and competitive positioning materials.

• Work across product, marketing, and customer strategy from the initial conversation through to onboarding.

• Co-lead discovery discussions to identify clinical, operational, and strategic evaluation challenges.

• Design and deliver customized demonstrations that link Faro’s platform capabilities to client outcomes.

• Complete RFI responses and evaluations within complex, multi-stakeholder buying organizations.

• Contribute to the development of customer proposals.

• Construct and maintain tailored demo environments and collateral for enterprise clinical development.

• Establish trust with clinical development and operations leaders, innovation stakeholders, and IT evaluators.

• Shape account strategies and align Faro’s value proposition with each client’s specific context.

• Identify and cultivate technical champions within client organizations.

• Translate client evaluation feedback into insights for product, marketing, and strategic development.

• Address integration and product inquiries with technical product managers and implementation services professionals.

• Assist with security and compliance reviews.

• Quantify business impact through ROI analysis and the development of business cases.

• Report directly to the Chief Commercial Officer while collaborating with the Enterprise Account Partner team.

⛳️ Requirements

• 7+ years of experience in a Solutions Consultant, Sales Engineer, or Pre-Sales role within enterprise SaaS, or equivalent experience in a management consulting position.

• Significant exposure to life sciences, biotech, or pharmaceutical clients.

• Proven ability to lead complex evaluations across large, matrixed organizations with lengthy buying cycles.

• Exceptional discovery and investigation skills.

• Excellent communication skills across all organizational levels.

• Builder mindset; capable of creating structure where none exists and thriving in ownership-oriented environments.

• Willingness to travel as necessary for client engagements.

• Familiarity with clinical trial design, protocol development, or clinical operations workflows (Nice to Have).

• Technical or data analytics background with comfort in engaging in deeply technical conversations and/or a desire to learn detailed technical information (Nice to Have).

• Experience with the Veeva and/or Medidata ecosystem or similar enterprise life sciences platforms (Nice to Have).

• Background in selling or implementing AI-powered platforms in life sciences (Nice to Have).

• Previous experience at a high-growth technology company (Nice to Have).

🏝️ Benefits

• Competitive compensation.

• Generous vacation and parental leave.

• Flexible working hours.

• Remote-friendly working arrangements.

• Work from home options for remote employees.

• Occasional travel for in-person collaboration and team events.

• Health Care Plan (Medical, Dental & Vision).

• Retirement Plan (401k).

• Basic Life Insurance.

• Short Term and Long Term Disability coverage.

• Paid Time Off (Flexible Vacation Policy; Paid Sick & Public Holidays Observed).

• Training & Development Reimbursement.

• Hybrid Work Environment.

• Peer-to-peer bonus program.

• Company/department outings and events.

• Stock Option Plan.

• On-Premises Amenities at HQ; gym, restaurants tenant discount, Padel Nine.

• Equity compensation.