Team Lead, Solutions Consulting

About Responsive

Responsive, formerly RFPIO, is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has nearly 2,000 customers of all sizes and has been voted “best in class” by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date.

About the Role

Remote/Hybrid in Dallas, TX, Portland OR, Seattle, WA, or the SF Bay Area

If you have a track record of success in quota-bearing Solution Consultant roles and thrive off a fast-paced, collaborative culture where you can make an impact, you may be a fit for this position within the Responsive Solution Consulting team.

The Solutions Consulting team at Responsive is a group of powerful technical storytellers. Our core philosophy lies in combining buyer psychology with best in class value driven problem solving approach.

You’ll enjoy this role if you enjoy operating at the intersection of technology, storytelling, bringing your technical knowledge to bear in a sales setting, and have a passion for mentoring others.

Essential Functions

• The Lead Solution Consultant is a player coach role responsible for coaching and driving results for their team & respective segments and influence the sale by working with the revenue teams (new sales & expansions) at an individual capacity. This role will directly report to the Director of Global Solution Consulting.
• A successful Lead Solution Consultant will offer guidance, coaching and mentorship to his/her team through gaining a comprehensive understanding of the software, category and market.
• The role demands guiding and facilitating a sale by working closely with our prospects and customers to assess their unique needs, challenges, pain points and create tailored solutions through customized demos and Proof of Concepts (POC’s) to articulate product value to prospects.
• Along with technical leadership, the Lead Solution Consultant is expected to collaborate with cross functional teams - mainly with sales and product development to enhance team selling focus and relay prospective customer feedback that will directly impact the development and improvement of the company's cornerstone software.
• Keep abreast of the latest developments in the SaaS space and develop an in-depth understanding of the platform.
• Actively track and respond to RFIs, RFPs and Security questionnaires from prospects.
• Collaborate with other teams within the organization, such as marketing, customer success, and product development, to align strategies and meet customer needs.
• Continue to extend support to SC team during the sale by addressing technical issues, assisting with new hire onboarding, and handling team selling challenges.
• Contribute to the regional playbook, market expansion plans, SC operating model and suggest process improvements that could positively impact the organization.
• As a member of this rapidly growing team, the Lead Solution Consultant will have a direct impact on Responsive's Go-to-Market (GTM) strategy

Required Qualifications

• Minimum of 7+ years of experience in quota-bearing Solution Consultant or Pre-Sales roles with a total of 10 - 15 yrs of relevant experience, and a proven track record of success.
• Strong technical acumen combined with the ability to communicate complex concepts in a simple, impactful manner
• Demonstrated ability to mentor and coach teams while achieving individual performance goals
• Expertise in delivering tailored demos and POCs to diverse audiences.
• Excellent collaboration skills to work cross-functionally with sales, product, and other internal teams.
• Customer centric mindset with excellent problem solving and storytelling skills.
• Excellent written, verbal communication and presentation skills.
• Bachelor’s degree in any technical specialization is mandatory

Preferred Qualifications

• Prior experience (4 – 7+ years) with SaaS solutions.
• Previous experience in a player-coach role, balancing individual contributions with team leadership responsibilities.
• Good understanding of the Public Cloud (AWS, Azure, Google) and associated technologies.
• Familiarity with Bid, Response Management industry, Sales Enablement tools, CRMs & Collaboration platforms
• Ability to be agile, work and deliver independently in a fast-paced environment.
• Exceptional storytelling skills, with the ability to convey technical solutions in an engaging and persuasive manner.

Additional Information

The compensation range for this role is $160,000-$190,000 On-Target Earnings (base + commission), depending on experience

At Responsive, our mission is to make Responsive one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value. People feel empowered, supported, and included. Trust and transparency are built into the way we work. Creativity, curiosity, and continuous improvement are encouraged and nurtured.

US-Based Employees can look forward to the following benefits:

💰 Competitive Compensation, Company Bonus

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, and paid bereavement

✈ 4 week sabbatical after 5 years of service

🍀 Mental Wellness Program (EAP) to support your well-being and self-care

🍹 Team events, such as happy hours, off-sites, and team building events

❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage

🌍Associates based outside of the US will enjoy similar benefits, comparable and specific to their national standards

Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!