Manager, Solution Consulting

Team Management & Development

• Ensure all direct reports are consistently striving to achieve goals/standards set out for their role and created quarterly by each individual

• Ensure SC schedules are evenly distributed and manage any conflicts that arise either systematically or manually

• Join various remote & on-site demonstration meetings with sales team members, when necessary, to assist the rep or solutions consultant throughout the demo by answering questions, recommending consultative solutions, sharing customer testimonials or driving a portion of the product demonstration. 

• Coach/train new SC team members 

• Manage, grow, and mentor your team to develop and maintain the intangible skills required to deliver, generate credibility, and work effectively on a sales team. Key aspects include, but are not limited to: proper preparation and documentation, technical discovery, objection handling and champions building

• Consistently identify areas where we can become more proactive as a sales organization, enhance customer value and improve morale/motivation across direct reports

• Conduct weekly call reviews with direct reports and adequately communicate feedback

• Lead various internal training sessions to enhance accounting and sales knowledge

• Assist with hiring, onboarding, and training of new Solutions Consultants 

Cross Functional Collaboration & Product Advocacy

• Perform as a leader within your assigned region by prioritizing demos based on key criteria, challenging others on the team to be more strategic with proven examples and always adopting a team-first mentality

• Maintain a continuous dialogue with Solutions Consulting leadership to identify potential issues and subsequent improvements

• Proactively recommend product enhancements, strategic initiatives or creative solutions based on feedback or input derived from customer-facing discussions

• Continuously coach direct sales team members on effective strategy, positioning & objection handling methods

• Coordinate with product, support & setup team(s) to understand upcoming roadmap developments, adopt new talk tracks for new products, and work cross-functionally to ensure prospects are setup and transitioned smoothly by providing details to the setup team

• Effectively communicate intangible or cultural impact experienced by sales reps on the floor

• Provide a deeper understanding to the direct sales team as to why current clients have purchased FloQast (experience, stories, etc.)

• Assist Customer Success team by joining calls with current clients to address accounting-related questions and demonstrate the product

• Have a detailed understanding of the current competitive landscape to act as a subject matter expert to direct sales & partnership teams when outlining differences between FloQast and others in the marketplace

• Increase individual Account Executives & Solutions Consultant close rates

• Assist in technical or IT evaluations regarding the FloQast application

• Any other tasks that may be assigned to help the company meet its goals

• Minimum 3+ years pre-sales experience in a similar industry with a proven track record of success and demonstrating exceptional leadership qualities

• 4+ years of people management experience required

• Proven record of success as a Solutions Consultant and Solutions Consultant manager measured across a variety of tangible and intangible factors such as ARR attainment, demos performed, request-for-proposals, and the ability to effectively train/improve solutions consultant professional capabilities

• Effectively onboarded and trained team members in the past

• Perceived as a subject matter expert, a leader or a go-to critical asset by various internal departments based on their achieved success, intellectual knowledge or industry experience

• About 25% travel required 

• Team player with a collaborative orientation; must be comfortable in a high-velocity sales environment

• Excellent verbal and written communication skills

• Organized and detail-oriented to produce high quality results on a consistent basis

• Self-starter with a high level of initiative and follow-through; views each scenario as an opportunity to improve the current process and strive towards further excellence

• Ability to work well under tight deadlines and respond to rapidly changing demands

• Prior user experience of either FloQast and/or other month end close software is a plus

• Strongly preferred accounting systems implementation and/or user experience – e.g. Close Management Software, ERPs, Payroll Software, Expense Management Software, Cash Management Software, etc.