Solutions Consultant

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, Dental and Vision

• Health Savings Account

• Pre-Tax Benefit Accounts (FSA)

• Commuter Benefits - transit and parking 

• Flexible Time off (Full time salaried (exempt) employees)

• 12 Days of observed holiday entitlement

• Basic Life insurance, Short-Term Disability and Long-Term Disability insurance

• 401(k) Retirement Plan 

• Professional Development Stipend

• Remote Equipment Expense Reimbursement

• Mental Wellness Employee Assistance Program

• Monthly wellness and telecommunications reimbursements

• Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee

• Perks at Work discount scheme

• Pet Insurance reimbursement 

• Employee Referral Programme 

• 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.