Role Summary
The Senior Solutions Consultant is a strategic technical and business advisor embedded within the Business Unit leadership team. This role provides deep expertise across the BU product portfolio and influences roadmap priorities to align with market needs and customer requirements. Senior Solutions Consultants play a critical role in shaping complex, large-scale deals—including Global Flagship and Large Account opportunities—by partnering with Commercial Solution Consultants and Account Management teams. They engage directly with executive stakeholders at customer organizations to ensure integrated solutions are positioned effectively, driving adoption and long-term value.
Key Responsibilities
1. Lead Solution Discovery & Requirements Gathering
- Engage with prospective and existing customers to understand business goals, technical requirements, and key workflows.
- Conduct stakeholder interviews and facilitate discovery workshops across business and IT functions.
- Translate discovery insights into tailored solution strategies that incorporate SaaS, licensed software, and services components.
2. Design and Present End-to-End Solution Proposals
- Build and communicate solution designs that demonstrate how the company’s offerings (cloud, on-prem, services) solve customer challenges.
- Collaborate with Sales Engineers and Product Managers to align on architecture, integration, and deployment strategy.
- Tailor solution proposals based on customer needs, deployment preferences (SaaS vs. license), and service level expectations.
3. Support the Sales Process Across Product Lines
- Act as a strategic advisor to Sales during key stages of the sales cycle.
- Provide input into RFPs, RFIs, and customer-facing documents, ensuring solution alignment and feasibility.
- Partner with Account Executives, SEs, and Services teams to develop holistic value propositions and pricing strategies.
4. Develop and Deliver Value-Based Presentations
- Create compelling, business-oriented presentations and ROI models that connect the solution to customer outcomes.
- Articulate the unique value of each product and service offering, including cloud benefits, software scalability, and professional services ROI.
5. Collaborate with Cross-Functional Teams
- Work closely with Product Management, Engineering, Services, and Customer Success to ensure feasibility, alignment, and execution readiness.
- Provide feedback from the field to inform product roadmap, packaging, and go-to-market strategies.
- Contribute to internal enablement materials to scale knowledge across teams.
6. Support Professional Services Scoping
- Help scope services engagements by defining business process needs, functional requirements, implementation complexity, and integration points.
- Collaborate with Services Solution Architects or Delivery leads to build accurate Statements of Work (SOWs).
7. Maintain Product and Industry Expertise
- Stay current on product updates, emerging features, competitive landscape, and industry trends.
- Serve as a subject matter expert for both internal and external stakeholders on how the product portfolio addresses vertical-specific challenges.
Qualifications
- 10+ years of experience in solution consulting, enterprise architecture, or technical pre-sales roles, preferably in SaaS and enterprise software environments.
- Proven track record of influencing product strategy and shaping complex, multi-product deals with executive-level stakeholders.
- Deep understanding of enterprise IT ecosystems, integration frameworks, and deployment methodologies (cloud and on-prem).
- Exceptional communication and executive presentation skills, with the ability to translate technical concepts into business value.
- Strong knowledge of security, compliance, and industry-specific regulatory requirements.
- Experience collaborating with cross-functional teams to align product capabilities with customer needs and market trends.