Solution Engineer / Sales Consultant

Solution Engineer / Sales Consultant

Are you data-driven and customer-centric?

Do you enjoy building solid customer relationships resulting in growth?

About the role

As a Solution Engineer / Sales Consultant within the Research Intelligence (RI) organisation, you play a critical role in driving complex software sales by ensuring the right solution fit for our customers. You work closely with RI Solution Account Managers to support the in-depth sales process for our software portfolio, including Pure, Interfolio, and Digital Commons (Research Data Management, Institutional Repository, and Publishing Services).

While the Solution Account Manager focuses on prospecting, qualification, high-level needs analysis, and closing deals, you focus on advanced needs analysis, solution design, and technical validation. You engage with senior customer stakeholders to understand strategic priorities, success criteria, and business cases, translating these into robust and scalable software solutions.

Responsibilities

• Conduct in-depth customer needs analysis, including business processes, workflows, integrations, APIs, hosting options, and compliance with national policies and regulations;
• Design and propose end-to-end software solutions aligned with customer requirements;
• Deliver advanced product demonstrations and presentations to senior management and executive stakeholders;
• Lead and support complex tender and RFP processes, including requirements analysis and responses;
• Collaborate closely with Product teams to shape customer-driven solution designs;
• Support RI Solution Account Managers in developing commercial proposals and participate in discovery calls where required;
• Represent the company and its solutions at conferences, events, and thought leadership forums;
• Ensure solution delivery aligns with promised functionality and drives high customer satisfaction, including referral generation.

Requirements

• Experience in a Solution Engineer, Pre-Sales Consultant, Technical Sales, or similar role selling complex software solutions;
• Proven experience with consultative and solution-based selling, preferably within SaaS environments;
• Strong analytical, presentation, and software demonstration skills, with the ability to translate complex requirements into high-level solution designs;
• Experience working with complex IT environments and engaging executive-level stakeholders;
• Understanding of the academic research environment; experience within Academic, Government, or Publishing sectors is an advantage. A PhD is a plus;
• Excellent communication and relationship-building skills, including working across cultures and international teams;
• Experience working in an international matrix organisation is desirable;
• Fluent in English; additional languages such as Arabic, Turkish, German, Italian, or Russian are an advantage;
• Willingness to travel up to 40%.

Why join us

This role offers the opportunity to work at the intersection of technology, sales, and strategy, influencing complex customer decisions and delivering solutions that create long-term value for the global research community.