We’re UserTesting, a leader in experience research and insights; we believe the path to human understanding and great experiences start with a shared understanding—seeing and hearing how another person engages with the world around them and taking in their perspective. Working at UserTesting, you will be empowered to help organizations discover the human side of business–transforming how they work, collaborate, innovate, and bring new products and experiences to market. This is what inspires us, and it’s how we enable companies to connect with their audiences naturally and organically through an experience that is uniquely, and intentionally human.
A trusted company by top brands for 15+ years, UserTesting, recently merged with UserZoom, has over 3,400 customers in 50 countries, including 75 of the Fortune 100 companies. Joining our team means being part of a passionate group focused on transforming how companies learn from and understand their customers. Come join us and help us build the engine for human understanding.
The Opportunity
We are looking for a Solutions Consultant who is passionate about optimizing sales strategies, driving cross-functional collaboration, and delivering exceptional value to our customers. The ideal candidate will excel in influencing the execution of sales strategies, conducting insightful 1:1 sessions with sales representatives, and partnering with various teams to drive key initiatives forward.
Pipeline Optimization: Conduct regular 1:1 sessions with sales representatives to focus on the holistic pipeline around their book of business. This includes discussing upcoming meetings, setting goals, identifying MEDDICC gaps in opportunities, and strategizing next steps.
Sales Strategy Execution: Influence the overall execution of the sales strategy by leveraging a solid understanding of how different business functions work together to achieve common goals.
Cross-Functional Collaboration: Partner and consult with cross-functional teams such as Customer Success, Product, Professional Services, and Product Marketing to drive and action key initiatives. Provide insights to Product teams regarding trends, use cases, and business impact to enhance product capabilities.
Custom Demonstrations: Deliver full "Custom Demo" sessions and discuss qualitative methodologies, demonstrating a base understanding of integrations to address customer needs effectively.
Proof of Concept and Value: Lead discussions and conduct Proof of Concept (POC) and Proof of Value (POV) activities with customers, showcasing the value of our solutions and guiding them towards successful outcomes.
Solution Consultation: Provide consultation on recommended solutions, including advising on seat and SUS (Single User Session) configurations.
Mentorship: Serve as the designated "Buddy" for new Solutions Consultants joining the team, providing guidance and support to facilitate their onboarding and development.
Objection Handling: Handle complex feature set objections and effectively position our offerings against competitors in competitive deal scenarios.
Project Engagement: Engage in projects aimed at advancing the company's knowledge and progress, contributing to continuous improvement and innovation.
Industry Expertise: Establish yourself as an industry expert within the company and among partners, sharing insights and thought leadership to drive success.
What we're looking for
Experience in solution consulting or a related role.
Strong understanding of sales strategies and pipeline management.
Ability to collaborate effectively with cross-functional teams.
Experience conducting product demonstrations and discussing qualitative methodologies.
Demonstrated ability to lead Proof of Concept and Value discussions with customers.
Proven track record of success in handling objections and competitive deal positioning.
Project management experience is a plus.
Perks/Benefits
Private medical and dental
Monthly wellness and telecommunications reimbursements
Work from home office equipment stipend
Professional development stipend
Flexible hours
Generous holiday entitlement
Your Birthday off!
Mental Wellness Employee Assistance Program
Cycle to Work scheme
Employee Referral Programme
Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee
Enhanced family leave
Employee-led groups to help foster a more inclusive employee experience and build a culture of belonging at UserTesting. Read more here!
Note: You are NOT required to create a Workday account to apply to this position!
UserTesting is an Equal Opportunity Employer and a participant in the U.S. Federal E-Verify program. Women, minorities, individuals with disabilities and protected veterans are encouraged to apply. We welcome people of different backgrounds, experiences, abilities and perspectives. UserTesting will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance, as applicable.
The Recruitment 2.0 Group
Palo Alto Networks
Cgi
ServiceNow
SmartRecruiters