Solutions Consultant

Title:  Solutions Consultant

Location: Remote - US

WHY YOU’LL LOVE SALESLOFT:

Put Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.

These are the values that define who we are, that have empowered our staggering growth, and could be instrumental to your career development.

Headquartered in Atlanta, Georgia, with offices in San Francisco, New York, London, Indianapolis, and Guadalajara, Salesloft is growing rapidly and is looking for future Lofters to join our team.  As a testament to our Organizational Health, Salesloft has been named by Forbes as one of America’s Best Startup Employers in 2020, twice by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ featured by The New York Times as a start-up on a path to a $1B valuation, and has been recognized as a ‘#1 Best Place to Work in Atlanta’ three separate years.  Salesloft is ranked #1 in the emerging category of Sales Engagement software and is on a mission to equip companies to maximize revenue by creating a fantastic buying experience. 

We’re redefining an age old industry! This is challenging work – but our team of brilliant creatives makes the journey thrilling.  We’re fast-paced, innovative, and collaborative.  We pursue excellence in everything and have a lot of fun along the way.  Come join us!

THE OPPORTUNITY:

Although we’re proud of our history, we’re just as excited about the future.  We want to create a world-class culture and company that attracts, develops, engages and retains elite talent.  

At Salesloft, our Solutions Consultants are pivotal to our company’s success.  You will be a key member of our fast-growing and high-performing Consulting Services team.  Our Solutions Consultants are the voice of the Consulting organization to our customers in the pre-sales process.  They are the most senior consultants in the organization, ensuring that our consulting teams are set up for success on our client engagements.   

On a day-to-day basis, you will be responsible for meeting with customers, earning client trust, collaborating with the consulting org, and designing custom solutions to help our customers achieve success.  

Specifically, you will:

• Collaborate with our Sales teams on priority pursuits
• Conduct appropriate discovery sessions with prospects (in partnership with Sales) to understand their current objectives and challenges and desired future states
• Lead customer  business discovery sessions to uncover pain points, establish goals and objectives, and business requirements (functionally from the solution but also strategy, planning, customer roadmap)
• Lead customer  technical discovery sessions to identify technical requirements, complexities, and considerations for implementation
• Maintain a detailed knowledge/understanding of clients’ business challenges, technology stack, roll-out goals
• Translate customer requirements to Consulting Services offerings, capabilities, and custom-scoped engagements
• Design custom implementation and onboarding plans to ensure customer success
• Identify and document project risks
• Build custom proposal decks for customers
• Present services proposals and custom project plans to customers
• Compose and approve customer-facing statements of work
• Regularly pitch the value of the services organization  (virtual and in-person) with both a Sales and Consulting mentality
• Assist in knowledge transfer and transition of closed business to the assigned Consulting Services team who will be responsible for delivery
• Participate on client engagements as a senior advisor to the consulting organization and trusted voice to the client
• Participate in client strategy sessions and QBRs as a member of the account team, positioned to drive growth and expansion in our accounts
• Be seen as a thought-leader and industry expert, staying up-to-date on industry trends, competitive landscape, and customer needs
• Internal stakeholder management and problem solving (working with Sales and Legal to close out redlines)

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to deeply understand prospect and customer and pain points and advise on proven solutions to achieve their desired outcomes. You will have an opportunity to make a difference.

WHAT WE’RE LOOKING FOR:

We are seeking a results-oriented, highly motivated, strategic solutions professional who has a deep understanding of the Sales Engagement category and a laser focus on designing and prescribing Salesloft Services to our prospects and customers aligned with their existing processes and desired outcomes. You will play a pivotal role in evangelizing the benefits in outcomes derived by working with the Salesloft Consulting Services team.

If you’re looking for an opportunity to learn more, do more, and become more than previously possible… if you’re passionate about innovation, growth and serving customers and thrive in a fast-paced, developmental environment, then becoming a Global Solution’s Consultant is the career path for you!

THE TEAM:

Our Salesloft’s Consulting Services team is comprised of seasoned and up-and-coming consultants who are all aligned on one vision and mission:

• Vision: Every seller is loved by the buyers they serve (#saleslove)
• Mission: Equip companies to maximize revenue by creating a fantastic buying experience

The Consulting Services team consists of results-oriented SaaS consultants and solution architects professionals focused on delivering projects with a primary goal of driving our customer’s success using the Salesloft platform. The Consulting Services team members are the epitome of our core values - Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.

THE SKILL SET:

• Proven experience in a Senior Consultant, Solutions Consultant, or Solution Architect role, including commercial and/or enterprise services projects
• Proven ability to design and develop a solution roadmap and implementation plan based upon a current vs. future state of the business
• Ability to develop executive relationships (C-Suite, VP, and Director-level) and impart knowledge of Salesloft capabilities
• Ability to uncover critical success factors necessary for the customer to acquire, implement, and utilize the Salesloft platform
• Ability to articulate a roadmap that provides a high likelihood of the customer realizing expected business benefits
• Proven ability in planning, producing and delivering custom services estimates and SOWs based on customer requirements
• Deep understanding of the Salesloft platform and common use cases and benefits
• Understanding of Sales and Revenue Operations technology ecosystems (CRM, Sales Engagement, Marketing Automation, ABM, etc.)
• Experience using Salesforce
• A track record of consistently exceeding personal and role based goals
• 3-5 years experience managing customers post-sale in a Consulting role
• Key negotiator and facilitator
• Concise and clear public speaking skills/presentation skills
• Proven ability to manage documents and templates in line with company branding
• Strong time management/prioritisation skills
• Strong written English language skills
• Excellent attention to detail
• Can adapt/feed on changes at a rapid-growing company
• Prior sales experience is a bonus
• Openness to travel 25% -/+ of the time

WITHIN ONE MONTH, YOU’LL:

• Join our 3-week Sales Bootcamp, where you will learn our software and all the skills necessary to set you up for success, allowing you to make an impact in the market quickly
• Get immersed in the Salesloft platform and become Salesloft certified
• Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Salesloft team
• Shadow customer discovery calls and pitch presentations
• Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them

WITHIN THREE MONTHS, YOU’LL:

• Serve as a primary point of contact for Services Scoping requests
• Lead customer scoping calls
• Design custom estimates and SOWs
• Present solution recommendations to customers

WITHIN SIX MONTHS, YOU’LL:

• Consistently meet or exceed your services revenue goals
• Proactively identify Salesloft Consulting Services opportunities in prospects and existing customers in collaboration with Salesloft customer facing Teams
• Define personal and team goals focused on driving efficiency and value for all Salesloft customer facing Teams
• Clearly evangelize the value of working with Salesloft Consulting Services to Salesloft employees, prospects, customers 

 WITHIN TWELVE MONTHS, YOU’LL:

• Be seen as a go to resource for Services scoping requests
• Consistently meet or exceed your services revenue goals
• Partner with colleagues to determine how to improve existing processes
• Partner with Sales and Revenue leaders to determine how to expand footprint within accounts
• Set an example for new Solution Consultants, and assist in training, onboarding and motivating new Lofters

IS THIS ROLE NOT AN EXACT FIT? Keep an eye on our Careers Page for other positions!

WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-traction organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• We have a vibrant, open office that utilizes modern technology
• You will grow more here than you would anywhere else, that is a promise

Salesloft is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.