Principal Solutions Consultant at Mindtickle

Who we are Mindtickle is the market-leading revenue productivity platform that combines on-the-job learning and deal execution to get more revenue per rep. Mindtickle is recognized as a market leader by top industry analysts and is ranked by G2 as the #1 sales onboarding and training product. We’re honoured to be recognized as a Leader in the first-ever Forrester Wave™: Revenue Enablement Platforms, Q3 2024! Job Snapshot Solution Consultants are vital for MindTickle's enterprise growth and foundational to the sales engine. They become experts in our technology and industry, understanding how MindTickle delivers unique value. Their consulting practice helps the sales team by allowing them to grasp prospect challenges and clearly communicate practical, efficient solutions that demonstrably address them. What's in it for you? • Collaborate with sales to qualify enterprise customer needs and conduct pre-demo analysis. • Manage multiple sales cycles concurrently, providing support or leading as needed. • Mentor and train colleagues across the organization. • Deliver standard and customized product demonstrations to prospects and customers, both in person and virtually. • Create and maintain product demo scripts, scenarios, and environments. • Scope and execute Proof of Concept engagements. • Prepare responses to RFIs and RFPs. • Maintain up-to-date knowledge of the product roadmap for demos and POCs. • Stay informed about competitive offerings and Mindtickle's differentiators. • Engage in regular internal collaboration with Product, Customer Success, and Marketing teams. • Translate business needs into product requirements, capture customer expectations, and identify brand-building opportunities. • Understand the business and technical aspects of our product, including regulations, drivers, needs, and security. • Support marketing events such as conferences, trade shows, and webinarsTailoring demos to specific personas by understanding their roles, challenges, and desired outcomes creates more engaging and relevant presentations. • Understanding the Ideal Customer Profile (ICP), creating competitive battle cards, and staying informed about industry trends are crucial for effective solution consulting and sales strategies. • Lead executive-level value discussions, partnering with sales to build compelling “Art of possible” storylines and business cases for C-level stakeholders (CRO, CIO, CISO, CHRO). What You'll Bring: • Proven track record of 7+ years in a pre-sales role in a B2B SaaS environment (Solution Consulting, Sales Engineering, Management Consulting, or similar), demonstrating your ability to create strong solutions, drive customer value and build strong relationships. • Deep understanding of the sales process, positioning you as a trusted advisor to enterprise sales teams. Familiarity with running 6-9+ months sales cycles, with average deal values in excess of $250k • Exceptional communication and presentation skills, showcasing your principal-level selling capabilities in complex, consultative engagements. • A proactive and ownership-driven approach, fueled by initiative, energy, and a sense of urgency to deliver impactful results. • The agility to excel in a dynamic, small team environment, seamlessly transitioning between strategic thinking and hands-on execution. • Bonus points for experience in Revenue Productivity or Sales Enablement, giving you a head start in understanding our domain. • Experience positioning and selling AI-powered SaaS solutions, with the ability to demystify complex concepts (like LLMs, agentic workflows, and machine learning) for non-technical business leaders (CROs, CMOs). • Executive presence and the ability to comfortably command a room of C-suite executives, successfully navigating high-stakes technical and commercial objections. Why this role at Mindtickle? • Become a Trusted Partner: Collaborate closely with sales to understand the unique needs of enterprise customers, conduct insightful pre-demo analyses, and balance multiple exciting sales cycles. • Lead and Mentor: Share your expertise by mentoring and training your peers and colleagues across the organization, contributing to a culture of continuous learning and growth. • Showcase Innovation: Deliver compelling demonstrations of Mindtickle's cutting-edge solutions, tailored to the specific challenges and opportunities of prospects and existing customers, both in person and virtually. • Craft the Narrative: Develop engaging product demo scripts and scenarios, and maintain dynamic demo environments that bring our value proposition to life. • Architect Solutions: Lead the development and execution of impactful Proof of Concept engagements that demonstrate tangible results for our prospects. • Influence Our Growth: Contribute to our success by responding to RFIs/RFPs, staying ahead of our product roadmap and the competitive landscape, and collaborating cross-functionally with Product, Customer Success, and Marketing teams. • Be the Voice of the Customer: Translate critical business needs into product requirements, ensuring we exceed customer expectations and identify exciting opportunities to strengthen our brand. • Master the Landscape: Develop a deep understanding of the business and technical challenges our product addresses, including key industry regulations, business drivers, evolving needs, and security considerations. • Make Your Mark: Represent Mindtickle at key marketing events, including user conferences, trade shows, and webinars. • Shape Market Perception: Go beyond individual sales cycles by co-leading Analyst Relations inquiries and evaluations. You will build the specialized demos and deliver the technical narratives that influence top-tier industry reports. This role is ideal, if: • You have an extensive history of success in positioning B2B SaaS products and solutions to Enterprise + Strategic-sized clients • You excel in a cooperative and team-oriented setting, where your contributions significantly influence outcomes • You possess strong storytelling abilities, enabling you to establish authentic customer connections through your proficiency in product features, technical aspects, industry-specific knowledge, and business insight • You are inherently driven to achieve success. As an integral part of the Solution Consulting team, you proactively identify and address critical customer challenges • You are an outstanding communicator • You are a highly motivated, independent, and collaborative team member Our culture & accolades As an organization, it’s our priority to create a highly engaging and rewarding workplace. We offer tons of awesome perks and many opportunities for growth. Our culture reflects our employee's globally diverse backgrounds along with our commitment to our customers, and each other, and a passion for excellence. We live up to our values, DAB, Delight your customers, Act as a Founder, and Better Together. Mindtickle is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability, protected veteran status, or any other characteristic protected by law. Your Right to Work - In compliance with applicable laws, all persons hired will be required to verify identity and eligibility to work in the respective work locations and to complete the required employment eligibility verification document form upon hire.