Solutions Consultant

Department: Outside Sales

Reports to: Vice-President, Sales and Marketing

Job Summary: The Solutions Consultant is a full‑cycle, consultative sales professional responsible for sourcing, developing, and closing new business. This role owns the entire sales process—from prospecting and qualification through solution design, proposal development, and contract execution—while ensuring a smooth transition to the Implementation and Service teams. The Solutions Consultant must demonstrate strong technical aptitude, business acumen, and relationship‑building skills to understand client environments, identify risks and opportunities, and recommend appropriate managed services, cybersecurity, cloud, and infrastructure solutions.

This position works cross‑functionally with engineering, operations, marketing, and leadership to deliver high‑value solutions, drive predictable revenue growth, and ensure long‑term client success. The role is highly client‑facing and requires regular interaction with prospects, customers, and internal stakeholders.

• Manage the complete sales lifecycle, including discovery, needs analysis, solution positioning, proposal development, negotiation, and close.
• Lead structured discovery conversations to understand client business objectives, IT challenges, security posture, and compliance requirements.
• Position appropriate managed services and technology solutions aligned to customer needs and company standards.
• Prepare, present, and deliver professional proposals, presentations, and contracts.
• Negotiate commercial terms and close new business in alignment with company policies.

• Develop and maintain a strong working knowledge of the company’s managed services, cybersecurity, cloud, networking, and infrastructure offerings.
• Demonstrate sufficient technical depth to earn credibility with IT leaders and business executives.
• Translate complex technical concepts into clear business value for non-technical stakeholders.
• Partner with engineering and operations teams to design accurate, scalable, and supportable solutions.

• Work closely with Implementation, Service Delivery, and Engineering teams to ensure accurate scoping and seamless onboarding.
• Effectively communicate client goals, requirements, and expectations to internal stakeholders.
• Collaborate with marketing, leadership, and peers on account strategy, campaigns, and go‑to‑market initiatives.
• Participate in deal reviews and pipeline meetings.

• Meet or exceed monthly and quarterly new business revenue targets.
• Maintain accurate and up‑to‑date opportunity records in the CRM system.
• Provide reliable revenue forecasts and pipeline reporting.
• Monitor deal progress and proactively address risks to closure.

• Build and maintain strong relationships with decision‑makers and influencers.
• Conduct on‑site and virtual meetings to assess client needs and present solutions.
• Represent the company at industry events, trade shows, and client meetings.
• Serve as a trusted advisor throughout the sales process and early client lifecycle.

• Experience in full‑cycle, consultative B2B sales from prospecting through close.
• Strong discovery skills with the ability to align technical solutions to business needs.
• Technical aptitude across managed services, cybersecurity, cloud, and infrastructure solutions.
• Ability to clearly communicate complex technical concepts to technical and non‑technical stakeholders.
• Proven ability to meet or exceed new business revenue targets.
• Experience preparing, presenting, and negotiating proposals and contracts.
• Strong collaboration skills with cross‑functional teams, including engineering and service delivery.
• Ability to maintain accurate pipeline, forecasting, and CRM data.
• Excellent communication, presentation, and relationship‑building skills.
• Comfortable in a highly client‑facing role.

• Experience selling managed services, cybersecurity, or cloud‑based solutions.
• Background working closely with engineering or technical teams.
• Familiarity with IT security,…