Own federal solution strategy for complex, enterprise level opportunities, serving as the keystone that unifies existing and emerging technology capabilities, services, integration considerations, and future state architecture
Support and shape enterprise level federal capture and expansion strategies, including multiprogram, multistakeholder opportunities
Act as the presales point of integration, proactively aligning Sales, Product, Security, and Professional Services around a shared point of view
Prepare executive level narratives and artifacts for federal CIO, OCIO, and program leadership audiences, including security, governance, and mission alignment considerations
Develop and apply scalable value engineering frameworks, identifying the key metrics that matter for each solution and translating them into clear, defensible ROI and impact narratives that support executive alignment and internal justification
Translate customer insight into action, serving as a primary conduit between the field and Product/Emerging Solutions teams to influence roadmap, positioning, and GTM readiness
Raise the bar for the Solutions function, mentoring peers, contributing reusable IP, and representing presales in internal strategy forums and customer-facing briefings

10+ years of experience in presales, consulting, solution architecture, or enterprise SaaS strategy
Experience operating inside or adjacent to federal agencies, or advising them at a systems level (policy, operations, digital transformation)
Demonstrated ownership of complex, high-stakes opportunities from discovery through design and alignment
Executive-level communication skills with experience influencing technical, programmatic, and business stakeholders inside and outside the organization
Experience applying value engineering or ROI frameworks to support executive decision-making, investment justification, or outcome-based selling in complex environments
A track record of internal thought leadership through reusable frameworks, templates, or enablement assets
A reputation for mentorship, thought leadership, and setting standards of excellence in presales or GTM functions
Deep understanding of public sector challenges and how technology can drive transformation.

Flexibility & Balance
Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Health & Wellness
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Family & Future
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Growth & Recognition
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Principal Solutions Consultant

Key skills