Description
Zywave's Solution Consulting team is an elite group of pre-sales professionals who sit at the intersection of deep product expertise and consultative selling. We are not order-takers - we are deal-makers. As a Solution Consultant, you will be a critical, named presence in Zywave's most important sales pursuits, partnering with Account Executives to challenge prospects' thinking, uncover business pain, and demonstrate with precision how Zywave's cloud solutions drive measurable outcomes. This role demands a high performer who brings solution selling rigor, executive presence, and the relentless drive to win.
Solution Selling & Deal Execution
• Operates as a solution selling practitioner - leading discovery to uncover business challenges, quantify impact, and build a compelling case for change before a product is ever shown.
• Partners strategically with Account Executives as a co-owner of the deal, not a support resource; actively shapes pursuit strategy, stakeholder engagement, and win themes.
• Delivers high-impact, tailored product demonstrations that connect Zywave's capabilities directly to the prospect's stated and unstated business outcomes.
• Commands the room in executive-level presentations, translating complex platform capabilities into boardroom-ready business narratives.
• Handles objections with confidence and precision, leveraging competitive intelligence and deep product knowledge to neutralize risk and accelerate deals.
• Participates in a minimum of 10-15 client-facing demos and discovery engagements per week, maintaining elite-level consistency and quality.
Product Mastery
• Develops and maintains deep expertise in a designated Zywave cloud offering while building working fluency across the full product portfolio.
• Understands not just what the product does, but why it matters - articulating value propositions, competitive differentiation, and ROI drivers with authority.
• Maintains current knowledge of Zywave's product roadmap and proactively incorporates near-term innovations into deal narratives to create urgency and forward momentum.
• Acts as the primary liaison between Sales, Product Management, and Product Development - channeling prospect and partner intelligence to shape the product direction.
• Supports complex customer implementations as a subject matter authority, ensuring the promise made in the sale is fully realized in delivery.
Requirements
Solution Selling & Deal Execution
• Operates as a solution selling practitioner - leading discovery to uncover business challenges, quantify impact, and build a compelling case for change before a product is ever shown.
• Partners strategically with Account Executives as a co-owner of the deal, not a support resource; actively shapes pursuit strategy, stakeholder engagement, and win themes.
• Delivers high-impact, tailored product demonstrations that connect Zywave's capabilities directly to the prospect's stated and unstated business outcomes.
• Commands the room in executive-level presentations, translating complex platform capabilities into boardroom-ready business narratives.
• Handles objections with confidence and precision, leveraging competitive intelligence and deep product knowledge to neutralize risk and accelerate deals.
• Participates in a minimum of 10-15 client-facing demos and discovery engagements per week, maintaining elite-level consistency and quality.
Product Mastery
• Develops and maintains deep expertise in a designated Zywave cloud offering while building working fluency across the full product portfolio.
• Understands not just what the product does, but why it matters - articulating value propositions, competitive differentiation, and ROI drivers with authority.
• Maintains current knowledge of Zywave's product roadmap and proactively incorporates near-term innovations into deal narratives to create urgency and forward momentum.
• Acts as the primary liaison between Sales, Product Management, and Product Development - channeling prospect and partner intelligence to shape the product direction.
• Supports complex customer implementations as a subject matter authority, ensuring the promise made in the sale is fully realized in delivery.
