Director, Solutions Consulting Jobs

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.

About The Team

The Solutions Consulting team is an integral part of the Outreach Go-To-Market function. We focus on driving real business impact for customers by being both platform and domain experts. SCs are expected to understand our existing customer’s challenges and objectives - then guide them toward lasting solutions. We do this by partnering with other functions, internally (sales, professional services, product, engineering, success, marketing) and externally (partners). The ownership is tangible on this team - our customer’s pain is our pain and their win is our win.

The Role

The Solutions Consulting Leader will partner with leadership from the sales, professional services, and customer success organizations in the Enterprise segment, and manage a high-impact team. The ideal candidate will have experience building and developing high-performing PreSales teams focused on the largest companies, as well as broad experience in account strategy, coaching, and a desire to develop processes and structures to support a strategic segment. The successful candidate is a proven leader who loves to build high-growth enterprise software business, driving strategic customer outcomes through both their own experience and, more importantly, through the efforts of their highly talented team.

This role will be critical in both the leadership of the team as well as a critical resource to work with top executives at the largest companies. Helping to consult and advise those leaders on how Outreach’s platform, services, and ecosystem can help their sales team members reach their fullest potential and their companies grow.

If you are the type of individual who thrives in a fast-paced, high-growth environment where you are developing and executing account strategies, building, leading, coaching a high-performance team, and connecting through cross-functional collaboration with every area of the organization, this is a fantastic opportunity for you!

Location

Open to a hybrid schedule with 3-4 days per week based in our Atlanta office

Your Daily Adventures Will Include

Team development

• Manage team members with a high level of measurement and accountability
• Create a team environment that sustains a highly motivated group working to achieve common objectives together.
• Develop and execute methods to learn from losses and celebrate wins
• Drive changes to ensure the team is structured effectively to provide proactive and reactive support to customers.
• Attract, hire, manage, coach, and develop employees to ensure teams are high-performing.
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts, and customer care

Sales activity and oversight

• Support Solutions Consultants and sales reps on all sales activities including needs analysis, data review, product demonstrations, and other general sales support as a player/coach.
• Close business with accounts of all sizes, and develop relationships with key customers.
• Communicate effectively with sales, management, customers, and support staff.
• Meet with Sales and Sales/Revenue operations leaders to consult with them on how Outreach’s platform can best support the growth of their business.
• Drive customer success, sales methodology, and sales success in support of exceptional quarterly and annual sales achievement. Ensure successful delivery of POCs and guided technical validation efforts.
• Travel to customer locations in the territory to support sales efforts
• Be a partner to the Sales VP and leaders aligned to the Enterprise segment to help define territory strategy, sales execution, and team execution

Industry and platform knowledge

• Understand the sales technology and consulting ecosystem to best position Outreach’s value within the ecosystem
• Keep abreast of sales trends to increase your credibility in the industry e.g. going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies. Learn about the experiences other customers have with Outreach to apply these successes and learnings to conversations. Become a solution expert - platform features, value, and use cases
• Understand the common business processes and challenges of enterprise sales teams to be able to execute, grow and coach a team that can articulate Outreach’s platform value in the context of those common business problems

Continuous improvement

• Reflect on successes and failures, and make improvements to your ways of working as a result.
• Work cross-functionally to drive visibility and collaboration for process improvement

Our Vision Of You - Role Experience

• You have 5+ years of leading a high-performing PreSales Solution Consulting team (remote/field resources), including both transactional sales and strategic selling
• You will thrive in a fast-paced, ambiguous environment with changing priorities
• You will have built, retained, and developed a Solutions Consulting team of between 5-10 Solutions Consultants selling a multifaceted platform to a range of personas
• Your primary focus will be selling the value of the Outreach Platform to new and existing customers, securing large transformational deals reaching into 7 and 8 figures
• 7+ years as a PreSales Solution Consultant with a demonstrated track record of success working in the field on opportunities yourself.

Domain Experience

• You will be comfortable with and knowledgeable in the modern tech stack of high-performance sales teams and what ‘good’ looks like and be able to hold a detailed and passionate conversation on this
• You will have experience selling a technology that compliments and integrates with CRM (e.g. Sales Engagement, Forecasting, Marketing Automation, Account Based Marketing)
• You will know the pains and challenges and objectives of the personas we sell into (CRO, CFO, CIO, RevOps)
• You will be fully comfortable and confident talking about data models, functional requirements, addressing a range of stakeholders, and positioning value in sales cycles

Selling knowledge and expertise

• You use this knowledge to manage a combination of high-volume transactional business, enterprise selling, and solution selling
• You have experience in team selling with multiple overlapping roles that collaborate and communicate constantly to push the deal forward and win as a village, but you’re also used to blurring the lines and doing what is needed to do what is right for the customer and for Outreach
• You are knowledgeable in best practice sales processes, methodologies, and technologies.

Leadership

• You understand and are experienced in career coaching, performance management, in change management and are able to navigate difficult conversations with grace and compassion
• You know when to flag situations / escalate to leadership
• You’re a proven collaborator who can liaise with all levels and departments within an organization
• You are constantly on the lookout for the best talent to bring onboard and come with a network within the space we are in and know great talent from good talent

Communication and organization

• You are methodical and able to multitask and prioritize well in a fast-paced, dynamic work environment.
• You are pragmatic and goal-oriented, with a bias for action over planning, with the ability to pivot and bring others with you
• You have strong interpersonal communication skills, both written and oral, able to influence others and negotiate effectively

Compensation for this role is comprised of a base salary and a variable component, ranging between $184,500 - $274,500. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. We also have a location-based compensation structure; there may be a different range for candidates in other locations.

#LIRemote

Why You’ll Love It Here

• Generous medical, dental, and vision coverage for full-time employees and their dependents
• 401k to help you save for the future
• Employee referral bonuses to encourage the addition of great new people to the team
• A parental leave program that includes not just extended time off but options for a paid night nurse, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Flexible time off
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, Black Excellence, Disability Community, and Veterans
• Company-organized and personal paid volunteer days to support the community that supports us
• We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
• Plus, unlimited snacks and beverages in our kitchen
• Fun company and team outings (or virtual events these days!) because we play just as hard as we work