Senior Solution Consultant

Who you are

• 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts
• Bachelor’s degree; or 2 years and a Master’s degree; or a PhD without experience
• Experience with EHS, Carbon Accounting, or GHG processes and their related technology platforms
• Experience engaging with and presenting to business or IT managers and executives
• Excellent verbal, written, presentation, and interpersonal communication skills
• Self-motivated with strong propensity for action, results, and continuous improvement
• Demonstrates proactive collaboration and feedback to product management teams to capture new customer requirements and enhancements
• Ability to solve problems and articulate solutions to business problems with strong communication and presentation skills
• Hands-on technical experience with SaaS solutions, cloud technologies, and architectures preferred
• Capability to gather business needs and present a value-based, compelling software demonstration is preferred
• Reliable internet access for any period of time while working remotely and not in a Workiva office

What the job involves

• The Senior Solution Consultant provides pre-sales support in the development and presentation of our Carbon solution for prospective clients and current customers to address the complex problems that Workiva's platform and solutions solve
• The qualified candidate will be able to offer specific technical subject matter expertise to the sales function, supporting the business and functional aspects of Workiva's platform and solutions via technical and architecture presentations, product demonstrations, and communication of value-based messaging about the Workiva platform
• Additionally, the job requires development of example solutions, prototypes, and the proofs of concept to demonstrate viability and value of Workiva solutions
• As the dedicated Senior Solution Consultant for Workiva Carbon, your ultimate goal is to remove all technical and functional barriers in the sales cycle
• Own the Technical Qualification:
• Partner with sales teams early in the cycle to deeply understand a prospect’s current ESG/Carbon tech stack, data maturity, and reporting pain points. Determine if and how Workiva Carbon solves their specific challenges
• Execute pre-sales framework to engage customers, prospects, and partners via phone, web, or onsite meetings, drive the discovery process, and identify areas where Workiva Carbon can align to address customer/prospect needs
• Conduct process assessments with customers. Assist in developing new use cases or by using existing templates, providing proof of our solution's impact and value proposition
• Secure the Technical Win:
• Build and deliver compelling, tailored, value-based product demonstrations that prove Workiva Carbon can achieve technical requirements and desired outcomes
• Demonstrate knowledge of Carbon Accounting & GHG Management, developing working knowledge of industries, departments, and use cases where Workiva Carbon can have an impact
• Build Proof of Concepts and customize demonstrations to validate requirements, build and present customer-specific business cases
• Provide Subject Matter Expertise:
• Demonstrate the knowledge and understanding of Carbon Accounting & GHG Management processes, requirements, and relevant software
• Become a trusted advisor to the technical buyer in a sales cycle
• ​Work Cross-Functionally:
• Partner with Product & Climate Consulting Team to provide feedback loop and influence Carbon strategy
• Partner with Product Marketing to support new feature rollouts and marketing events
• Partner with the Climate Consulting Team to understand the customer experience, set proper expectations during the sales cycle, and ensure smooth onboarding and long-term success
• Assist sales in developing account plans in support of Workiva's strategies and objectives