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Solutions Consultant

15Five

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United States · Remote

Posted on Saturday, August 17, 2024

As a 15Five Solutions Consultant, you will accelerate bookings and renewal ARR by demoing the 15Five platform to prospects and customers. The Solutions Consultant is the top platform solution expert communicator in the business. Time will be spent perfecting demo paths by persona/outcome/sku, storytelling, influencing, and working collaboratively with Sales or AM reps to earn vendor of choice.

AREAS OF FOCUS

Serve as the top expert on our product/service, understanding all technical aspects of the capabilities and how it all fits into prospect or customer processes and outcomes
Build and conduct demo flows by persona/outcome/sku with a specialty either in the prospect or the customer motion
Serve as an expert in HR tech and related trends to bring into deal conversations
Compelling customer stories memorized and inserted into demo flowsKnow and show best practice use cases
Confidently right-size demonstrations of our platform to executivesHelp drive deals forward with AE or AM by serving as the on-demand technical expert
Stay up to date on competitor functionality and points of differentiation
Support revenue teams with video creation, second voice emails, or other activities that support winning ARR for the organization
Bubble product gap/market gap themes to leader in order to influence roadmap
Manage pre-deal execution of pilots/POCs as needed
Support a managed trial process or ROI calcs as neededFill RFPs or infosec forms as needed
Support our Sales Enablement team in the development of product/service-related training for 15Five sales staff as needed

WHAT YOU'LL BRING

3+ years experience as SC/SE in SaaS (IMs or AEs in SaaS with 85%+ attainment on revenue goals may be considered)
“Startup” attitude of hustle and urgency
Expertise in market-facing activities, ability to handle tough buyer questions and technical aspects of technology+human platforms with ease
Experience and comfort with delivering interactive content to executives and to implementers
Strong technical skillset and understanding of how features flow into real world outcomes
Ability to thrive in a fast-paced, ambiguous start-up environmentUnderstanding of complex, consultative selling
Genuine passion for 15Five’s vision

IMPACT

By The 1 Month Mark
Completion of 15Five’s new hire onboarding and job-specific training for the Solutions Consultant role
Personal OKRs for the quarter set
Comfortable with our team selling processBuilt a foundational relationship with cross-dep’t stakeholders in Sales, AM, PM, and R&D
Proficient in level 1 demos of all core products with 7 demos completed
Understanding of level 1 competitive knowledge
By The 3 Month Mark
Actively working live deals with AEs or AMs doing an average of 10-12 demos/week
Established as a liaison to a specific product offering with R&D
Be a product solution master: know and be able to demonstrate the entire solution to executives, implementers, and end user managers.
Consistently apply inquiry and restraint in sharing minimum screens necessary to win VOC
Demonstrate your increasing expertise on HR tech trends and storytelling
Mastery of competitive landscape and talk tracks for differential demosHave seen 7+ personal SC-attach deals go closed won

This is a full-time, salaried exempt position working remotely. The typical work week will be Monday through Friday, between the hours of 8:00 am and 6:00 pm (flexible), working an expected 40+ hours/week. Due to this role supporting demos in varying time zones, there may be some early morning or after hours meeting requirements and up to 25% travel.