About Upshop:

Upshop is the market leader in Total Store Operation solutions for the Grocery and C-Store markets. We offer an AI-powered, SaaS platform connecting Fresh, Center, eCommerce, and DSD department operations to deliver a simplified, smarter, more connected store experience. Customers running Upshop realize significant improvements in sales, shrink, food safety and sustainability across the entire store. 150+ retail chain accounts trust our software in over 30k+ stores, 9 countries, and 3 continents.

Overview of the role:

Upshop is seeking for a Solutions Consultant who will partner with Sales and Customer Success on our strategic customers. The Solutions Consulting department is an essential role for Upshop, blending technical knowledge with business acumen to drive our customer’s success. This role reports to the Senior Director of Solutions Consulting.

Solutions Consultants are instrumental in the sales cycle and account relationship, bringing their technical and industry expertise to create compelling solutions for customers. As a Solutions Consultant you will know Upshop’s solutions to a degree where you are able to differentiate our offerings to our customers so they can realize the outcomes and benefits they are looking to achieve. It will be imperative to partner with sales and customer success to be proactive in uncovering a customer’s current and future states in order to roadmap an end-to-end solution. Internal and external stakeholders will view you as a strategic advisor.

Responsibilities:

• Subject Matter Expertise (SME) in Upshop’s Customer Journey
• Assist the sales team and account managers on opportunities assigned by the Sr Director of Solutions Consulting to drive value for our customers and achieve sales targets. Collaborate with sales and account managers and prepare demo prep guides on opportunities assigned. Lead demos for opportunities assigned as needed. Help determine the best internal resource for demos. Customize the demo experience for customers based on discovery work.
• Responsible for completing deep dive discovery after an SOW is signed and completing the UDD (Upshop Discovery Debrief) to transition projects to the build phase. Designing compelling
• solutions to address a customer’s key business challenges, and presenting a desired future state and delivers a competitive advantage with measurable outcomes.
• Lead and document discovery sessions to understand the customer’s business objectives and desired outcomes. Consult customers on best practices for implementing Upshop solutions.
• Attend trade shows to help drive opportunities and relationships for the sales and account teams. Travel with the sales team and account manager for opportunities assigned.
• Present a vision of the solution, meeting the customer’s requirements that will drive adoption and growth
• Keep current on industry trends and competition
• Responsible for drafting SOWs including deliverables for opportunities assigned.
• Continuously leverage internal learning and competitive intelligence
• Develop a repertoire of customer stories to convey the value of Upshop’s solution to the customer, enabling champions to tell stories on our behalf
• Communicate progress and expectations, escalating problems to leaders for awareness and/or resolution
• Provide prompt and detailed handoffs to Project Teams and Customer Success (CS) to deliver against the proposed solution
• Document observations from prospects and customers to influence future product capabilities
• Creates re-usable collateral for the entire team and acts as a mentor to those across other teams.
• Engage with business prospects, discover, and assess customer requirements, prepare, and present demonstrations of our solutions, address and overcome business objections that arise throughout the business process, become a trusted advisor, and drive strategic strategies and solutions.

Qualifications:

• 5+ Years of relevant technical or sales consulting experience
• Experience in a presales or implementation consulting role at a SaaS company managing large enterprise customers
• Experience in retail solution selling, including preparation of overview presentations, RFP responses, scripted and unscripted demos, value selling and business case development
• Familiarity with CRM, Marketing Automation, Business Intelligence and Social Media
• Thought leader who has engaged in activities such as publishing white-papers, speaking at industry events, blogging, etc.
• Creative thinker who can bring to life a vision of how a customer can approach their Customer Experiences in new and exciting ways
• Clear communicator who can command a room from a C-suite down to a practitioner.
• Presentation skills being as comfortable in front of a screen as you are with a whiteboard/in person podium presentation.
• In-depth understanding of multiple retail enterprise solutions, with an emphasis on POS, OMS, Sales Audit, CRM/Loyalty, Merchandising, Allocation & Replenishment, and Analytics

Benefits/Perks:

• Remote opportunity
• Competitive salary
• Employer-matched 401(k) plan
• Attractive paid time off policy
• Home office support