The Solutions Consultant is responsible for supporting enterprise sales opportunities through solution consulting, technical discovery, product demonstrations, proposal development, and solution design.
This role serves as a trusted advisor to prospective customers and internal stakeholders, helping organizations understand how our platform can address clinical, operational, compliance, and business objectives. The Solutions Consultant partners closely with Sales, Product, and Customer Success teams to drive successful outcomes throughout the sales cycle.
The ideal candidate combines strong business acumen, exceptional presentation skills, healthcare technology expertise, and the ability to translate complex customer requirements into practical solutions.
Key Responsibilities
Sales Support & Discovery
- Partner with Account Executives to support strategic sales opportunities.
- Lead and participate in customer discovery sessions.
- Gather, document, and validate business, clinical, operational, and technical requirements.
- Develop solution strategies aligned with customer goals and platform capabilities.
- Serve as a trusted advisor throughout the evaluation process.
Product Demonstrations
- Deliver compelling, tailored demonstrations to executive, clinical, operational, and technical audiences.
- Build and maintain demonstration environments that reflect real-world customer scenarios.
- Develop reusable demonstration scripts, workflows, and sales assets.
- Support proof-of-concept and pilot activities when required.
Solution Design & Technical Consulting
- Translate customer requirements into recommended solution approaches.
- Support integration, interoperability, API, data exchange, and technical architecture discussions as needed.
- Collaborate with VP of Solution Engineering, Product and EDI teams to validate requirements and solution feasibility.
- Assist customers in understanding system capabilities, implementation considerations, and best practices.
- Participate in technical due diligence and security review processes.
RFP & Proposal Management
- Assist in completing responses to Requests for Proposal (RFPs), Requests for Information (RFIs), and security questionnaires.
- Maintain and improve proposal content libraries and response repositories.
- Coordinate responses across teams as needed.
- Ensure timely, accurate, and high-quality submissions.
Cross-Functional Leadership
- Share market intelligence and customer feedback with Senior Director of Solutions Consulting.
- Contribute to sales enablement programs and best practices.
- Mentor newer team members as the Solutions Consulting organization grows.
- Identify opportunities to improve pre-sales processes, tools, and efficiency.
Qualifications
- 5+ years of experience in SaaS pre-sales, solutions consulting, solutions engineering, healthcare technology, or enterprise software.
- Demonstrated experience conducting executive-level software demonstrations.
- Experience supporting enterprise sales cycles and complex evaluations.
- Familiarity with APIs, integrations, interoperability, security reviews, and enterprise software architecture.
- Experience responding to RFPs, RFIs, and due diligence requests.
- Excellent written, verbal, and presentation skills.
- Strong organizational and project management abilities.
Preferred Qualifications
- Experience with EMR, EHR, occupational health, employee health, healthcare IT, or clinical software platforms.
- Understanding of healthcare workflows, compliance requirements, and regulatory considerations.
- Experience working within a high-growth SaaS environment.
Success Metrics
- Sales support effectiveness and stakeholder satisfaction.
- Closed-won ARR influenced.
- Demo quality and customer feedback.
- RFP turnaround time and quality.
- Win rates on supported opportunities.
- Contribution to process improvement and organizational scalability.
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