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Solution Consultant

2 months ago

Beloit, Wisconsin, United States Comply365 Full time
About Comply365

Comply365 is a leading global provider of compliance, safety, and data intelligence technologies serving the aviation, defense, and rail industries with over 120 customers located in more than 30 countries on 6 continents.

Our company culture is built on a diverse team of driven, energetic, and passionate individuals who work together to make a direct impact on the future of our organization. We celebrate our achievements, foster open communication, and promote transparent leadership.

Job Summary

The Solution Consultant is a key role in building and scaling our company. As the first of its type, this position involves a breadth of experience and responsibilities. The Solution Consultant will serve as a technical consultant, developing, positioning, and demonstrating solutions that deliver value against customer needs during the sales cycle and customer engagement, enabling the efficient and effective closure of sales engagements and retention of current clients.

Main Responsibilities
  • Customer Engagement:
    • Build strong relationships with customers to gain a deep understanding of their goals, challenges, and requirements by proactively supporting throughout the user journey and engaging them with our solutions/products.
    • Ensure optimization of customer products and services.
    • Provide ongoing support and consultation to customers throughout the lifecycle of their engagement.
    • Work closely with Account Management/Customer Success to ensure client satisfaction and retention by promoting value through customer experience.
    • Proactively address any issues or concerns to ensure a positive customer experience.
  • Technical Expertise:
    • Become an expert in our solution(s) as well as in our domain of applicability. Maintain a comprehensive understanding of our products, including their functionalities, technical specifications, and limitations.
    • Develop and maintain demonstration environments.
    • Stay current on competitive analysis, market differentiation, industry trends, and emerging technologies.
    • Conduct proof of concept (POC) implementations to showcase the feasibility and effectiveness of our solutions addressing customer requirements.
  • Pre-Sales Support:
    • Conduct product demonstrations and technical presentations to showcase the features and benefits of our solutions.
    • Collaborate with the commercial team (sales and account management) to develop tailored solutions and positionings that address customer and prospects needs.
    • Assist in preparing proposals, technical documentation, and responses to RFIs/RFPs.
    • Develop sales supporting tools as necessary (solution mapping, gap analysis, diagrams, etc) and assist in preparation of sales and customer presentations.
    • Support marketing events including executive briefings, conferences, user groups, and trade shows.
  • Solution Design and Consultation:
    • Work closely with customers and prospects to analyze their business needs, technical requirements, challenges, and identify opportunities where our solutions can add value. Lead solutioning workshops.
    • Design and architect solutions that meet customer requirements, considering integration, scalability, and compatibility.
    • Create compelling presentations and demonstrations to showcase the value proposition of the proposed solutions.
    • Conduct technical deep dives and whiteboard sessions with customers to explain the technical aspects of our products.
Key Skills and Qualifications
  • Technical sales, pre-sales solution consulting, or Solution Consultant experience in a B2B SaaS environment.
  • Strong knowledge of software or technology products, preferably in the Aviation/Defense domain.
  • Experience of working collaboratively with product management, product marketing, sales, customer success, and professional services.
  • Excellent verbal and presentation skills to present complex technical information in a clear and concise manner to a variety of audiences.
  • Ability to think commercially and solve with clients to achieve a win/win outcome.
  • Can explain product features and benefits, as well as technical specifications to technical and non-technical audiences. Knows the strengths and weaknesses of competitors' products.
  • Ability to develop and maintain strong rapport with clients and cross-functional teams.
  • Must be fluent in English to a very high standard and possess strong communication skills.
  • Experience in the Aviation/Defense industry is beneficial.
  • Experience with technical Safety, Risk Management, or Audit Management systems is beneficial.
  • International travel is required.