Senior Sales Solution Consultant – West

Role Overview

• Build deep expertise in a defined product group and associated buyer personas; act as the primary subject matter expert (SME) for active sales opportunities and representing their product domain in multi-product pursuits.
• Partner with SDRs and AEs in early discovery to qualify opportunities and assess alignment of systems, data flows, integration points, and non-functional requirements (e.g., security, scalability, accessibility) to support pursuit strategy.
• Translate functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to validate solution fit and convert pipeline.
• Document MEDDPICC-aligned insights, particularly Metrics and Decision Criteria, in CRM or pursuit documentation.
• Provide accurate, comprehensive responses to RFPs and RFIs that address the needs of functional buyers.
• Serve as the SKU configuration SME to validate quotes against the proposed solution and customer technical landscape.
• Design and deliver persona-specific demos, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria.
• Maintain demo environments with up-to-date data, reusable scripts, scenario assets, and runbooks that support Sales progression.
• Prepare detailed post-sale handoff materials to ensure seamless transitions to Services and Customer Success.
• Provide structured feedback to Product and Enablement teams on gaps, objections, and content needed based on real-world sales cycles to enhance team effectiveness and performance.
• Support enablement by developing onboarding content, certification programs, and demo practice cards.
• Travel extensively (60–75%), with weekly customer visits common.

Requirements

• Understanding of one K–12 technical domain (Student Information Systems and analytics, learning and engagement, or ERP and talent) and relevant K–12 buyer personas.
• Proven ability to lead complex demos and validate solutions with senior-level K–12 buyers (e.g., CIO, CFO, CAO).
• Able to build reusable demo assets, runbooks, or checklists that improved team demo quality and consistency.
• Experience contributing to RFPs, RFIs, or security questionnaires in the public sector.
• Familiar with integrations, data flows, and EdTech standards, including APIs, rostering, SFTP, authentication, basic security controls, and identity models such as Ed-Fi, OneRoster, LTI, SAML, and OIDC; able to identify and flag technical risks.
• Clear written and verbal communication that explains technical topics to non-technical audiences.
• Comfortable using Salesforce or a similar CRM for notes, artifacts, and basic MEDDPICC capture.
• Strong organization and time management across multiple live pursuits.
• 8+ years in solution consulting, sales engineering, implementation, or a related K–12 SaaS role.
• Bachelor’s degree or equivalent experience.

Tech Stack

• ERP

Benefits

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off
• DTO)
• Wellness Program, including ClassPass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage