Solutions Consultant

Description

Zywave's Solution Consulting team is an elite group of pre-sales professionals who sit at the intersection of deep product expertise and consultative selling. We are not order-takers - we are dealmakers. As a Solution Consultant, you will be a critical, named presence in Zywave's most important sales pursuits, partnering with Account Executives to challenge prospects' thinking, uncover business pain, and demonstrate with precision how Zywave's cloud solutions drive measurable outcomes. This role demands a high performer who brings solution selling rigor, executive presence, and the relentless drive to win.

ESSENTIAL FUNCTIONS

Solution Selling & Deal Execution

• Operates as a solution selling practitioner - leading discovery to uncover business challenges, quantify impact, and build a compelling case for change before a product is ever shown.

• Partners strategically with Account Executives as a co-owner of the deal, not a support resource; actively shapes pursuit strategy, stakeholder engagement, and win themes.

• Delivers high-impact, tailored product demonstrations that connect Zywave's capabilities directly to the prospect's stated and unstated business outcomes.

• Commands the room in executive-level presentations, translating complex platform capabilities into boardroom-ready business narratives.

• Handles objections with confidence and precision, leveraging competitive intelligence and deep product knowledge to neutralize risk and accelerate deals.

• Participates in a minimum of 10-15 client-facing demos and discovery engagements per week, maintaining elite-level consistency and quality.

Product Mastery

• Develops and maintains deep expertise in a designated Zywave cloud offering while building working fluency across the full product portfolio.

• Understands not just what the product does, but why it matters - articulating value propositions, competitive differentiation, and ROI drivers with authority.

• Maintains current knowledge of Zywave's product roadmap and proactively incorporates near-term innovations into deal narratives to create urgency and forward momentum.

• Acts as the primary liaison between Sales, Product Management, and Product Development - channeling prospect and partner intelligence to shape the product direction.

• Supports complex customer implementations as a subject matter authority, ensuring the promise made in the sale is fully realized in delivery.

Sales Team Enablement

• Elevates the broader sales organization by delivering cloud and product training focused on strategic positioning, solution selling application, and objection handling.

• Supports Sales Trainers in onboarding boot camps and SC certification programs, setting a high bar for what great looks like.

• Maintains expert-level command of current market conditions, industry challenges, competitor strategies, and Zywave's differentiated positioning.

• Recognized by the sales team as a required, high-value presence on strategic pursuits - not an optional resource.

Customer & Partner Engagement

• Approaches every prospect and partner interaction with deep customer empathy - listening to understand business context before prescribing solutions.

• Translates complex technical concepts into accessible, outcome-focused language tailored to each audience, from end-user to C-suite.

• Works alongside Customer Success as a product utilization consultant for existing partners, supporting adoption and expansion motions.

• Serves as an escalation resource for complex partner issues and implementations, with a focus on driving tangible business performance improvements.

QUALIFICATIONS & REQUIREMENTS

• Bachelor's degree in Business, Technology, or a related field required.

• Minimum of 2 years of experience in a Solution Consulting, Sales Engineering, or pre-sales role within technology, SaaS, or the insurance industry.

• Demonstrated, hands-on experience with solution selling methodologies (e.g., MEDDIC, Challenger, Command of the Message, or equivalent).

• Proven track record of directly contributing to closed revenue in a pre-sales capacity.

• Prior experience in insurance, benefits, or HR technology required.

Skills & Competencies

• Solution selling expertise: able to lead discovery, build business cases, and create urgency without defaulting to feature-level demos.

• Elite storytelling and presentation skills; command of the room regardless of audience level or deal size.

• High sales and customer empathy - instinctively reads the room and adapts strategy in real time.

• Competitive drive and accountability; holds themselves to high standards and doesn't need external motivation to perform.

• Organized and analytical with the ability to manage a high-volume pipeline of concurrent opportunities without sacrificing quality.

• Sharp on their feet - calm, credible, and compelling in live demos, high-stakes presentations, and unexpected objection scenarios.

• Strong cross-functional collaborator; builds trust quickly with Sales, Product, Customer Success, and executive stakeholders.

• Excellent written and verbal communication skills with executive-level polish.

• Ability to travel on an as-needed basis and incur business expenses for reimbursement per company policy. Personal credit card and active driver's license required.

Why Work at Zywave?


Zywave empowers insurers and brokers to drive profitable growth and thrive in today's escalating risk landscape. Only Zywave delivers a powerful Performance Multiplier, bringing together transformative, ecosystem-wide capabilities to amplify impact across data, processes, people, and customer experiences. More than 15,000 insurers, MGAs, agencies, and brokerages trust Zywave to sharpen risk assessment, strengthen client relationships, and enhance operations. Additional information can be found at


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