Director – Solutions Consulting

Confirmed live in the last 24 hours

Locations

Atlanta, GA, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Requirements

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
You will thrive in a fast-paced, ambiguous environment with changing priorities
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
You have 5+ years of leading a high-performing PreSales Solution Consulting team (remote/field resources), including both transactional sales and strategic selling
7+ years as a PreSales Solution Consultant with a demonstrated track record of success working in the field on opportunities yourself
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 be fully comfortable and confident talking about data models, functional requirements, addressing a range of stakeholders, and positioning value in sales cycles
You will know the pains and challenges and objectives of the personas we sell into (CRO, CFO, CIO, RevOps)
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 are knowledgeable in best practice sales processes, methodologies, and technologies
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 use this knowledge to manage a combination of high-volume transactional business, enterprise selling, and solution selling
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
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 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

Responsibilities

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

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

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

Sales activity and oversight

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.
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.
Travel to customer locations in the territory to support sales efforts
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.
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

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 sales technology and consulting ecosystem to best position Outreach’s value within the ecosystem
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 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
You will thrive in a fast-paced, ambiguous environment with changing priorities
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
You have 5+ years of leading a high-performing PreSales Solution Consulting team (remote/field resources), including both transactional sales and strategic selling
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 have experience selling a technology that compliments and integrates with CRM (e.g. Sales Engagement, Forecasting, Marketing Automation, Account Based Marketing)
You will be fully comfortable and confident talking about data models, functional requirements, addressing a range of stakeholders, and positioning value in sales cycles
You will know the pains and challenges and objectives of the personas we sell into (CRO, CFO, CIO, RevOps)
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

Selling knowledge and expertise

You are knowledgeable in best practice sales processes, methodologies, and technologies.
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 use this knowledge to manage a combination of high-volume transactional business, enterprise selling, and solution selling

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
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

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.

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Why You’ll Love It Here

• Generous medical, dental, and vision coverage for full-time employees and their dependents

• Flexible time off

• 401k to help you save for the future

• Company-organized and personal paid volunteer days to support the community that supports us

• Fun company and team outings (or virtual events these days!) because we play just as hard as we work

• 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

• 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

• Employee referral bonuses to encourage the addition of great new people to the team

• Plus, unlimited snacks and beverages in our kitchen

• 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

1,001-5,000 employees

Website

Sales engagement platform

Company Overview

Outreach is on a mission to solve sales problems. The company operates the number one sales engagement platform that helps companies dramatically increase productivity and drive smarter engagement with their customers.

Benefits

Parental Leave: Extended PTO for both parents, plus unique perks to ease the transition of returning to work.
Full Medical Benefits: Majority of employer paid medical, dental and vision coverage.
401k: A competitive plan to help you save for retirement.
Flexible Time Off: We believe in a healthy work/life balance, and in our employees to make practical time off arrangements.

Company Core Values

We are hungry craftspeople - we’re obsessed with continuous improvement.
We have grit and perseverance - we know that true champions have the will to break through walls.
We are one with our customers - we treat their pain and success as our own.
We’re always honest - with ourselves, our colleagues and our community.
We got your back - working at Outreach means you’re part of a family where no matter what, we’ll help you accomplish ever great feats and celebrate with you.
We take ownership - each of us is responsible for our collective success, and we expect you to represent your authentic self.
We find strength in diversity, equity and inclusion - we go out of our way to find different points of view that challenge our own perspective