Note: The job is a remote job and is open to candidates in USA. UserTesting is a leader in human insight, helping organizations use human perspectives and feedback to create exceptional customer experiences. The Solutions Consultant supports deal strategy and pipeline progression by partnering with Sales, delivering customer engagements and demonstrations, executing POC and POV activities, and providing solution consultation.
Responsibilities
- Sales Partnership: Partner with sales rep and other account team members to support deal execution, preparing for customer engagements, aligning on next steps, and contributing to pipeline progression
- Pipeline Management: Conduct regular deal reviews with Sales to identify gaps (e.g., MEDDICC), refine approach, and support opportunity advancement
- Customer Engagement: Build relationships with customer stakeholders through consistent, value-driven interactions and effective meeting execution
- Demonstrations: Deliver customized product demonstrations aligned to customer needs, showcasing relevant use cases and methodologies
- POC & POV Execution: Execute Proof of Concept (POC) and Proof of Value (POV) activities, aligning to defined success criteria and supporting value-based conversations
- Solution Consultation: Recommend appropriate solutions, including configuration guidance (e.g., seats, SUS), aligned to customer needs and use cases
- Objection Handling: Address product, feature, and competitive objections with clarity and confidence in standard deal scenarios
- Platform Proficiency: Develop strong working knowledge of the UserTesting ecosystem, including core features, integrations, and qualitative methodologies
- Research Fundamentals: Apply foundational understanding of experience research to support customer conversations and solution positioning
- Industry Awareness: Build awareness of customer industries, common use cases, and challenges to improve relevance in engagements
- Cross-Functional Collaboration: Partner with Customer Success, Product, and other teams to support deal success and share customer insights
- Knowledge Sharing: Contribute to team learning by sharing insights, deal learnings, and best practices
- Mentorship: Support onboarding of new team members as a peer mentor
- Professional Impact & Presence: Operates with sound judgment, self-awareness, and professionalism across customer, cross-functional, and Solutions Consulting interactions, contributing to clarity, cohesion, and effective execution
Skills
- 3+ years of experience in solution consulting or related field
- Experience supporting deal cycles and delivering customer-facing presentations
- Strong communication and collaboration skills
- Foundational understanding of sales processes and pipeline management
- Ability to work independently and manage multiple priorities
Benefits
- Remote work
Company Overview