Solutions Consultant

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

📋 Description

• Work in conjunction with sales and leadership to develop Faro’s pre-sales playbook, which encompasses discovery processes, demonstration frameworks, evaluation workflows, and sales handoff standards.

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

• Collaborate with product, marketing, and customer strategy from the initial conversation through to onboarding.

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

• Design and present customized demonstrations that link Faro’s platform capabilities with client outcomes.

• Complete RFI responses and evaluations for complex, multi-stakeholder purchasing organizations alongside the sales team.

• Contribute to the development of customer proposals.

• Build and maintain customized demo environments and collateral.

• Gain the trust of clinical development and operations leaders, innovation stakeholders, and IT evaluators.

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

• Identify and cultivate technical champions within client organizations.

• Convert evaluation feedback into insights for product, marketing, and strategic initiatives.

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

• Assist with security and compliance evaluations.

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

⛳️ Requirements

• A minimum of 7 years in a Solutions Consultant, Sales Engineer, or Pre-Sales position within enterprise SaaS, or relevant experience in a management consulting capacity.

• Significant experience with life sciences, biotech, or pharmaceutical clients.

• Capability to lead intricate evaluations across large, matrixed organizations with prolonged buying cycles.

• Exceptional skills in discovery processes.

• Excellent communication abilities at all organizational levels.

• A builder mindset; adept at establishing structure in unstructured environments and thriving in ownership-driven settings.

• Willingness to travel as needed for client engagements.

• Familiarity with clinical trial design, protocol development, or clinical operations workflows.

• A technical or data analytics background, with comfort in engaging in deeply technical discussions and/or a desire to learn intricate technical details to become an additional subject matter expert on the platform.

• Experience with the Veeva and/or Medidata ecosystem or similar enterprise life sciences platforms.

• Background in selling or implementing AI-powered platforms within the life sciences sector.

• Prior experience at a high-growth technology firm.

🏝️ Benefits

• Competitive salary.

• Comprehensive 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 Leave & Observed Public Holidays).

• Reimbursement for Training & Development.

• Flexible working hours.

• Remote-friendly work arrangements.

• Work from home for remote employees.

• Peer-to-peer bonus program.

• Company and department outings and events.

• Stock Option Plan.

• On-site amenities at HQ; gym, restaurant tenant discounts, Padel Nine.

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