Manager, Solution Consulting

Ensure all direct reports are consistently striving to achieve goals/standards set out for their role and created quarterly by each individual

Ensure SC schedules are evenly distributed and manage any conflicts that arise either systematically or manually

Join various remote & on-site demonstration meetings with sales team members, when necessary, to assist the rep or solutions consultant throughout the demo by answering questions, recommending consultative solutions, sharing customer testimonials or driving a portion of the product demonstration. 

Coach/train new SC team members 

Manage, grow, and mentor your team to develop and maintain the intangible skills required to deliver, generate credibility, and work effectively on a sales team. Key aspects include, but are not limited to: proper preparation and documentation, technical discovery, objection handling and champions building

Consistently identify areas where we can become more proactive as a sales organization, enhance customer value and improve morale/motivation across direct reports

Conduct weekly call reviews with direct reports and adequately communicate feedback

Lead various internal training sessions to enhance accounting and sales knowledge

Assist with hiring, onboarding, and training of new Solutions Consultants 

Perform as a leader within your assigned region by prioritizing demos based on key criteria, challenging others on the team to be more strategic with proven examples and always adopting a team-first mentality

Maintain a continuous dialogue with Solutions Consulting leadership to identify potential issues and subsequent improvements

Proactively recommend product enhancements, strategic initiatives or creative solutions based on feedback or input derived from customer-facing discussions

Continuously coach direct sales team members on effective strategy, positioning & objection handling methods

Coordinate with product, support & setup team(s) to understand upcoming roadmap developments, adopt new talk tracks for new products, and work cross-functionally to ensure prospects are setup and transitioned smoothly by providing details to the setup team

Effectively communicate intangible or cultural impact experienced by sales reps on the floor

Provide a deeper understanding to the direct sales team as to why current clients have purchased FloQast (experience, stories, etc.)

Assist Customer Success team by joining calls with current clients to address accounting-related questions and demonstrate the product

Have a detailed understanding of the current competitive landscape to act as a subject matter expert to direct sales & partnership teams when outlining differences between FloQast and others in the marketplace

Increase individual Account Executives & Solutions Consultant close rates

Assist in technical or IT evaluations regarding the FloQast application

Any other tasks that may be assigned to help the company meet its goals

Minimum 3+ years pre-sales experience in a similar industry with a proven track record of success and demonstrating exceptional leadership qualities

4+ years of people management experience required

Proven record of success as a Solutions Consultant and Solutions Consultant manager measured across a variety of tangible and intangible factors such as ARR attainment, demos performed, request-for-proposals, and the ability to effectively train/improve solutions consultant professional capabilities

Effectively onboarded and trained team members in the past

Perceived as a subject matter expert, a leader or a go-to critical asset by various internal departments based on their achieved success, intellectual knowledge or industry experience

About 25% travel required 

Team player with a collaborative orientation; must be comfortable in a high-velocity sales environment

Excellent verbal and written communication skills

Organized and detail-oriented to produce high quality results on a consistent basis

Self-starter with a high level of initiative and follow-through; views each scenario as an opportunity to improve the current process and strive towards further excellence

Ability to work well under tight deadlines and respond to rapidly changing demands

Prior user experience of either FloQast and/or other month end close software is a plus

Strongly preferred accounting systems implementation and/or user experience – e.g. Close Management Software, ERPs, Payroll Software, Expense Management Software, Cash Management Software, etc.