Manager, Solution Consulting

In the Manager, Solutions Consulting role, you will coach, mentor, and educate various team members (Solutions Consultants & Account Executives) regarding items such as successful demo techniques, strategic positioning efforts, advanced objection handling and more while simultaneously maintaining a forward-thinking mentality on how we can continue to drive overall improvement.

As a Manager, Solutions Consulting, you will onboard, train and manage day-to-day efforts of direct reports, developing them into successful subject matter experts. You will provide strategic guidance on go-to-market initiatives, product obstacles/gaps, and communicate department needs to the department head(s). You will collaborate with Sales Management on how best to support prospective and current clients, identify areas within the sales process where Solutions Consultants can proactively help accelerate overall sales cycle length, and continue to develop/improve processes and procedures to minimize errors, maximize efficiency and ensure the team can scale rapidly.

You will empower various FloQast go-to-market functions (Direct Sales, Alliances, Marketing, Install Base) by acting as a liaison to help address product-related questions, resolve technical scenarios, communicate feedback effectively and support other elements uncovered during both internal and customer-facing conversations to maximize revenue and drive employee development.

What You'll Do

• 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.

• 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.

What You'll Bring

• 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.

Nice To Haves

• 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.