Solution Consultant
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Job Description
Solution Consultant expertise in K-12 education, driving customer confidence through technical validation and demos. Collaborating with sales teams, ensuring effective solutions for K-12 decision-makers.
Responsibilities:
- Build deep expertise in a defined product group and associated buyer personas; act as the primary subject matter expert (SME) for active sales opportunities and represent the right product domain in multi-product pursuits.
- Partner with SDRs and AEs in early discovery to qualify opportunities and assess alignment of systems, data flows, integration points, and non-functional requirements (e.g., security, scalability, accessibility) to support pursuit strategy.
- Translate functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to validate solution fit and convert pipeline.
- Document MEDDPICC-aligned insights, particularly Metrics and Decision Criteria, in CRM in pursuit documentation.
- Provide accurate, comprehensive responses to RFPs and RFIs that address the needs of functional buyers.
- Serve as the SKU configuration SME to validate quotes against the proposed solution and customer technical landscape.
- Design and deliver persona-specific demos, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria.
- Maintain demo environments with up-to-date data, reusable scripts, scenario assets, and runbooks that support Sales progression.
- Prepare detailed post-sale handoff materials to ensure seamless transitions to Services and Customer Success.
- Provide structured feedback to Product and Enablement teams on gaps, objections, and content needed based on real-world sales cycles to enhance team effectiveness and performance.
- Travel extensively (60–75%), with weekly customer visits common. Travel supports high-impact activities such as advancing strategic deals, conducting onsite demos, and leading executive workshops.
Requirements:
- Working knowledge of one K–12 technical domain (Student Information Systems and analytics, learning and engagement, or ERP and talent) and relevant K–12 buyer personas.
- Understanding of K–12 district operations, funding models, and stakeholder priorities.
- Able to co-lead customer demos and workshops and configure common demo scenarios live.
- Familiar with integrations and data flows (including APIs, rostering, SFTP, authentication, basic security controls) and able to flag risks.
- Clear written and verbal communication that explains technical topics to non-technical audiences.
- Comfortable using Salesforce or a similar CRM for notes, artifacts, and basic MEDDPICC capture.
- Strong organization and time management across multiple live pursuits.
- 4+ years 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
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