Job Description
Job Description
We're looking for a Senior Solutions Consultant to sit at the center of our sales motion — the technical and strategic partner who works side-by-side with Sales to turn business problems into scoped, credible, winnable engagements.
This is a customer-facing pre-sales role, not a delivery role. You'll be in the room from the first conversation through the signed statement of work: earning trust with client architects and engineers, framing business value for executive stakeholders, shaping the solution, scoping the work, and then carrying that intent cleanly into our Delivery organization so that what we sell is what we build. You'll report to the Senior Director of Sales and serve as his technical voice across accounts.
Location: Fully remote within the United States. Approximately 25% travel for client meetings.
What you'll do:
- Partner with Sales across the full cycle — discovery, solution shaping, technical validation, and proposal — as the technical and strategic counterpart on the deal.
- Lead technical discovery with client stakeholders at every level, from CIOs and business owners to architects and engineers, adapting the conversation to the audience.
- Frame the business case: connect the client's strategic goals and desired outcomes to a solution, articulating value and ROI rather than only cataloguing features or scoping a single project in isolation.
- Shape solutions across cloud, integration-heavy architectures, data platforms, and AI/ML-enabled systems — weighing options, trade-offs, and feasibility together with Delivery.
- Scope engagements into implementation-ready shape: define outcomes, boundaries, assumptions, risks, dependencies, and a phased approach that can be estimated and delivered.
- Translate business needs into clear system behavior, integrations (APIs/events), and data models the Delivery team can act on.
- Partner with Delivery on the handoff — be the voice of the deal so that context, intent, and commitments transfer without loss.
- Support estimation, SOW and proposal development, and solution defense; contribute to refinement and planning where needed.
- Facilitate workshops, solution reviews, and demos that build client confidence and move deals forward.
What you bring:
- 5+ years in pre-sales, solution consulting, technical/business analysis, or a client-facing consulting role on complex IT projects — including time spent shaping solutions before or at the start of engagements.
- A strong technical foundation: you can reason about system architecture, integrations (APIs/events), data models, and cloud-based systems, and hold your own with senior technical stakeholders.
- Genuine range — able to discuss strategy and business value with executives and technical detail with engineers, often in the same meeting.
- Ability to scope and structure ambiguous problems end-to-end: identifying root causes, challenging assumptions, and asking the questions that surface the real requirements.
- Ability to learn complex domains and systems quickly and translate them into clear, decision-ready framing.
- Excellent communication, facilitation, and executive-presence skills.
- Comfort operating as the connective tissue between Sales and Delivery, representing each to the other with credibility.
- Based in the United States, with approximately 25% travel for client meetings.
Nice to have:
- Background in a consulting, professional services, or systems-integrator environment.
- Experience with integration-heavy, cloud-based systems, including IoT/edge and AI/ML-enabled solutions.
- Experience with data analysis and visualization tools.
- Familiarity with one or more of our core verticals — energy, construction, healthcare, agriculture, transportation, logistics, or hospitality.
- Experience applying AI-assisted tools to discovery, scoping, and solution shaping.
- Exposure to nearshore or distributed delivery models.
Level, reporting & compensation:
- Individual contributor, pre-sales overlay — this role does not carry an individual sales quota.
- Reports to the Senior Director of Sales.
- Competitive base salary plus performance bonus.