Principal Solutions Consultant

Role Overview

• Become a Trusted Partner: Collaborate closely with sales to understand the unique needs of enterprise customers, conduct insightful pre-demo analyses, and balance multiple exciting sales cycles.
• Lead and Mentor: Share your expertise by mentoring and training your peers and colleagues across the organization, contributing to a culture of continuous learning and growth.
• Showcase Innovation: Deliver compelling demonstrations of Mindtickle's cutting-edge solutions, tailored to the specific challenges and opportunities of prospects and existing customers, both in person and virtually.
• Craft the Narrative: Develop engaging product demo scripts and scenarios, and maintain dynamic demo environments that bring our value proposition to life.
• Architect Solutions: Lead the development and execution of impactful Proof of Concept engagements that demonstrate tangible results for our prospects.
• Influence Our Growth: Contribute to our success by responding to RFIs/RFPs, staying ahead of our product roadmap and the competitive landscape, and collaborating cross-functionally with Product, Customer Success, and Marketing teams.
• Be the Voice of the Customer: Translate critical business needs into product requirements, ensuring we exceed customer expectations and identify exciting opportunities to strengthen our brand.
• Master the Landscape: Develop a deep understanding of the business and technical challenges our product addresses, including key industry regulations, business drivers, evolving needs, and security considerations.
• Make Your Mark: Represent Mindtickle at key marketing events, including user conferences, trade shows, and webinars.
• Shape Market Perception: Go beyond individual sales cycles by co-leading Analyst Relations inquiries and evaluations. You will build the specialized demos and deliver the technical narratives that influence top-tier industry reports.

Requirements

• Proven track record of 7+ years in a pre-sales role in a B2B SaaS environment (Solution Consulting, Sales Engineering, Management Consulting, or similar), demonstrating your ability to create strong solutions, drive customer value and build strong relationships.
• Deep understanding of the sales process, positioning you as a trusted advisor to enterprise sales teams. Familiarity with running 6-9+ months sales cycles, with average deal values in excess of $250k.
• Exceptional communication and presentation skills, showcasing your principal-level selling capabilities in complex, consultative engagements.
• A proactive and ownership-driven approach, fueled by initiative, energy, and a sense of urgency to deliver impactful results.
• The agility to excel in a dynamic, small team environment, seamlessly transitioning between strategic thinking and hands-on execution.
• Bonus points for experience in Revenue Productivity or Sales Enablement, giving you a head start in understanding our domain.
• Experience positioning and selling AI-powered SaaS solutions, with the ability to demystify complex concepts (like LLMs, agentic workflows, and machine learning) for non-technical business leaders (CROs, CMOs).
• Executive presence and the ability to comfortably command a room of C-suite executives, successfully navigating high-stakes technical and commercial objections.

Tech Stack

• Go

Benefits

• Collaborate with sales to qualify enterprise customer needs and conduct pre-demo analysis.
• Manage multiple sales cycles concurrently, providing support or leading as needed.
• Mentor and train colleagues across the organization.
• Deliver standard and customized product demonstrations to prospects and customers, both in person and virtually.
• Create and maintain product demo scripts, scenarios, and environments.
• Scope and execute Proof of Concept engagements.
• Prepare responses to RFIs and RFPs.
• Maintain up-to-date knowledge of the product roadmap for demos and POCs.
• Stay informed about competitive offerings and Mindtickle's differentiators.
• Engage in regular internal collaboration with Product, Customer Success, and Marketing teams.
• Translate business needs into product requirements, capture customer expectations, and identify brand-building opportunities.
• Understand the business and technical aspects of our product, including regulations, drivers, needs, and security.
• Support marketing events such as conferences, trade shows, and webinars.
• Tailoring demos to specific personas by understanding their roles, challenges, and desired outcomes creates more engaging and relevant presentations.
• Understanding the Ideal Customer Profile (ICP), creating competitive battle cards, and staying informed about industry trends are crucial for effective solution consulting and sales strategies.
• Lead executive-level value discussions, partnering with sales to build compelling “Art of possible” storylines and business cases for C-level stakeholders (CRO, CIO, CISO, CHRO).