What are the responsibilities and job description for the Solution Consultant position at Locusview?
The Solution Consultant works closely with our Account Executives and performs as the sales team's solution expert. They oversee comprehensive discovery efforts, own the solution definition process, and configure and deliver tailored demonstrations throughout the sales cycle. Their role involves replying to RFXs, conducting POCs, Trial Programs, and discovery workshops.
Key Responsibilities:
- Lead Discovery Efforts - Create discovery engagement plans, providing educational guidance on technical solutions, and maintaining detailed documentation of findings to act as the knowledge repository for all internal stakeholders.
- Lead Solution Definition - Translating discovery findings into comprehensive solution descriptions, clearly articulating Locusview's features and value, and addressing technical feasibility, while ensuring alignment with client expectations. Solution Descriptions are core documents establishing deployment strategies and later serve as guides for our customer ops team.
- RFX Responses - Craft and own tailored solution descriptions, proposals, and technical overview documents for RFX responses.
- POCs and Trial Programs- Devise strategic plans for POCs and Trial Programs, including project charters, objectives and success criteria, while ensuring alignment with the prospect's expectations, guiding the client through the solution's features and functionalities, addressing technical challenges, and demonstrating business value.
- Workshops - Lead solution discovery workshops, including preparation, execution, moderation, and creation of final deliverables. Co-lead value workshops with business strategy teams.
- Demos, Conferences and Event Support - Conduct tailored demos throughout the sales cycle and during events and conferences to address specific needs and concerns raised by prospects, and document key interactions for feedback.
- Continuous Learning and Industry Knowledge - Stay updated on industry trends and maintain deep familiarity with the Gas and Electric industries. Stay current with product releases., value prop and messaging.
- Configure Locusview software to meet client-specific challenges, incorporating best practices and industry knowledge.
Requirements:
- 5 years of experience as a Sales Consultant/Sales Engineer/Solution Consultant at a SaaS company selling to enterprises
- Experience working with utilities preferred
- Experience in GIS preferred
- Significant experience with demo configuration and tailor made value presentations to customers
- Dynamic, self-motivated, creative thinker
- Have a “do whatever it takes” attitude for customer engagements
- Bachelor’s Degree
- Willingness to travel (up to 50%) within assigned territory, including weekends and potential international travel
Salary : $122,000 - $130,000