Strategic Solutions Partner

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

📋 Description

• Lead tailored product demonstrations and pre-sales execution for new prospects and expansion opportunities across the entire CAI Maritech portfolio, modifying each demo to fit the prospect’s industry, workflow, and challenges.

• Collaborate closely with Account Executives and Customer Success Managers to strategically position products before and during the sales process.

• Customize demo environments to simulate real-world operational scenarios that resonate with the target audience.

• Address technical and functional questions on the spot, fostering buyer confidence in the platform.

• Provide support for strategic sales opportunities and high-level customer discussions as required.

• Act as a Strategic Customer Engagement partner by collaborating with Customer Success Managers to support high-value, strategic customer accounts throughout their lifecycle.

• Cultivate a thorough understanding of customer organizations, business objectives, operational processes, and key challenges.

• Conduct discovery sessions, workflow assessments, and process mapping exercises to pinpoint areas for improvement.

• Establish yourself as a trusted advisor by recommending solutions that align platform capabilities with the customer's business goals.

• Focus on Value Realization & Business Consulting by building business cases and value realization plans that illustrate measurable outcomes from platform adoption.

• Identify opportunities to enhance efficiency, improve workflows, and boost operational performance.

• Guide customers in achieving defined success metrics and return on investment (ROI) objectives.

• Assist customers in establishing and monitoring key performance indicators (KPIs) related to platform usage and business outcomes.

• In the Adoption & Risk Mitigation phase, monitor customer adoption trends and identify signs of underutilization, workflow misalignment, or decreasing engagement.

• Collaborate with Customer Success Managers to create action plans that mitigate customer risk and enhance overall account health.

• Spearhead strategic intervention initiatives to stabilize at-risk accounts and bolster renewal confidence.

• Serve as the Product Liaison & Technical Escalation point for technical and functional inquiries that fall outside standard sales or Customer Success Manager discussions.

• Manage prospect and client inquiries that require product team input, ensuring timely responses that keep deals and initiatives progressing.

• Collect and communicate field intelligence, feature requests, and competitive insights to Product and Go-To-Market leadership regularly.

• Maintain a thorough and up-to-date knowledge of the product roadmap to communicate effectively about upcoming features and timelines.

• Oversee Internal Training & Enablement by managing onboarding and ongoing product training for new sales hires, enhancing their confidence to conduct demos and qualify opportunities.

• Develop and sustain demo playbooks, training materials, and competitive talk tracks for each product in the portfolio.

• Conduct regular enablement sessions to keep the team informed about product updates, new features, and changes in messaging.

• Identify skill gaps within the team and proactively create training programs to address them.

⛳️ Requirements

• A minimum of 5 years of experience in Solutions Engineering, Customer Success, Professional Services, Consulting, Business Analysis, or a similar customer-facing role.

• Demonstrated ability to comprehend complex business processes and translate them into technology-driven solutions.

• Proficient in learning multiple products in-depth and presenting them fluently to various buyer personas and industries.

• Strong technical aptitude—comfortable in product environments, capable of troubleshooting live, and confident in addressing challenging questions without a script.

• Excellent communication skills. You simplify complex concepts and adjust your message according to the audience.

• Experience leading cross-functional initiatives and managing customer-facing projects.

• Background in training others and transforming knowledge into repeatable, scalable enablement.

• A team-oriented mindset and adaptability to ambiguity—you thrive in situations where no established playbook exists.

• Preferred Bachelor’s degree in Business, Engineering, Information Systems, Computer Science, or a related field; equivalent experience will be considered.

• Experience in SaaS, enterprise software, manufacturing technology, ERP, MES, or digital workflow solutions.

• Familiarity with process improvement methodologies and operational excellence practices.

• Experience in developing ROI analyses, business cases, and value realization frameworks.

• Understanding of customer success metrics, renewal management, and strategies for expansion.

🏝️ Benefits

• Health insurance

• Paid time off

• Professional development opportunities