Solutions Consultant
Wellspring
WorldwideremotePosted 1 month ago
Skill Required
Solutions-ConsultantPre-Sales-EngineerSales-EngineeringSolutions-EngineeringEnterprise-SaaS-SalesSolution-ConsultantSolutions-AdvisorSolutions-ConsultingSolution-SpecialistSolutions-SpecialistSolution-ConsultingSales-Solutions-ConsultantSolution-AdvisorBusiness-Solution-ConsultantEngineeringsecuritybuildingandGoAIFulltime
Key highlights
- Enterprise pre‑sales / solutions consulting experience selling complex B2B SaaS to large enterprises, ideally with long, multi‑stakeholder sales cycles.
- Fluent English; additional European languages are a strong advantage given the customer base.
Role overview
Wellspring Worldwide, Inc. provides web‑based software systems for managing research, technology commercialization, and innovation operations across universities, companies, government agencies, and independent labs. As a Solutions Consultant, you serve as the technical and strategic partner to enterprise account executives across Europe, owning the “why this matters to you” of each deal, translating customer challenges into a compelling vision of Wellspring’s capabilities, and delivering tailored demos and executive presentations that drive action. You research accounts like an analyst, lead consultative discovery, sell through storytelling, build bespoke demonstrations, present to senior stakeholders, own technical wins, act as a two‑way conduit for customer feedback, and travel roughly 25% across Europe. The role is remote‑first, based anywhere in Western Europe with access to an international airport, and demands strong storytelling, technical depth, and executive presence.
Responsibilities
- Owning the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi‑channel outbound campaigns, nurturing prospects through early‑stage conversations, and converting engagement into qualified pipeline.
- Serving as the first human touch for inbound inquiries, responding quickly to capture intent, and working hand‑in‑hand with Account Executives to book, run, and advance discovery calls.
- Being measured on Sales Qualified Leads (SQLs) and pipeline dollars delivered.
- Acting as the technical and strategic partner to our enterprise account executives across Europe.
- Owning the “why this matters to you” of every deal — translating a customer's portfolio and innovation challenges into a compelling, credible vision of what Wellspring makes possible, and demonstrating it in a way that moves executive stakeholders to act.
- Spending time researching accounts deeply, running discovery with senior stakeholders, and building and delivering tailored demonstrations that tell a story rather than list capabilities.
- Working shoulder‑to‑shoulder with sales, product, and services to win complex, multi‑stakeholder deals inside some of the largest and most sophisticated enterprises in the world.
- Thinking of pre‑sales as a craft: part strategist, part storyteller, part domain expert.
- Researching accounts like an analyst — before a single conversation, building a genuine understanding of the customer's business (portfolio strategy, product pipeline, organizational structure, public commitments, and industry pressures) and turning that research into a hypothesis about where Wellspring creates value.
- Leading consultative discovery — running discovery sessions with large, cross‑functional groups and senior stakeholders, asking questions that surface the real problem beneath the stated one, and earning the right to be seen as an advisor rather than a vendor.
- Selling through storytelling — framing every demonstration as a narrative the customer sees themselves in, anchored to their strategic priorities, language, and people, making the abstract concrete and the complex simple.
- Building tailored demos — designing and constructing bespoke demonstrations that reflect the specific customer, use case, and stakeholders (not a generic sandbox), bringing account research directly into the demo environment so what the customer sees feels built for them.
- Presenting to executives — commanding a room of senior decision‑makers (VPs and C‑level in R&D, innovation, engineering, and IT) with credibility, clarity, and presence, handling hard questions in real time.
- Owning the technical win — leading technical evaluations, proofs of concept, and responses to RFPs/RFIs, addressing security, integration, and architecture questions in partnership with product and services.
- Being a two‑way conduit — bringing the voice of the customer back to product and go‑to‑market teams, helping sharpen how Wellspring positions itself in the strategic portfolio management category.
- Traveling to where the deals are — roughly 25% travel across Europe (and occasionally beyond) for key customer meetings, workshops, and events.
Requirements
- Enterprise pre‑sales / solutions consulting experience selling complex B2B SaaS to large enterprises, ideally with long, multi‑stakeholder sales cycles.
- A genuine talent for storytelling and demonstration — you can take a complex platform and make it land as a clear, resonant narrative for a specific audience.
- Strong consultative discovery skills — you're comfortable leading conversations with large groups and senior executives, and you listen at least as well as you present.
- Rigorous account research habits — you do the homework, and it shows in how tailored and credible your engagements are.
- Executive presence and communication — you're persuasive, composed, and clear in front of the most senior people in a customer's organization.
- Comfort with technical depth — you can speak credibly about integrations, data, architecture, and security, and know when to bring in specialists.
- Awareness of AI and agentic architecture — you don't need to be an expert, but you understand that this is where enterprise software is heading, and you're comfortable holding a credible conversation to that end with both technical and business stakeholders.
- A working understanding of API‑driven workflows — how data moves from systems of record through integrations to downstream end users.
- Fluent English; additional European languages are a strong advantage given the customer base.
Nice to have
- Experience in the strategic portfolio management, innovation management, R&D management, or PPM space is a real plus — but it is not required. If you've built deep enterprise SaaS solution‑selling experience in an adjacent complex domain, we'll help you learn the category.
- Familiarity with one or more of our core verticals: chemical, consumer goods, aerospace & defense, or pharmaceutical.
- A background that blends technical and commercial fluency — consulting, product, or a technical discipline paired with customer‑facing work.
- Experience in Demo2Win or Value Based Selling methodologies.
Additional details
- Wellspring Worldwide, Inc. is a leading provider of web‑based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company’s flagship products—Evolve, Astria, Sophia & Flintbox—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.
- The Business Development Representative (BDR) is the engine of top‑of‑funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi‑channel outbound campaigns, nurturing prospects through early‑stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand‑in‑hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered.
- Remote, based anywhere in Western Europe with reasonable access to an international airport. ~25% travel expected for customer meetings, workshops, and events. You'll work across time zones with a distributed European team and colleagues in North America.
- Originally posted on Himalayas