Solutions Consultant

About the role

You are a growth-stage problem solver who owns the technical and product narrative for strategic sales opportunities in higher education. You translate complex institutional needs into discovery-grounded vignette demos that prove Stellic's unique value to stakeholders across buying committees. You partner directly with Account Executives and Partner Strategy Leads to displace entrenched alternatives, including ERP-native tools and status-quo approaches, by anchoring every conversation in outcomes. You own the full narrative arc from initial SQL-level integration discussions to multi-persona, multi-hour executive dialogues focused on graduation rates and institutional transformation. You are responsible for building and delivering tailored demos, running targeted Proof of Value activities, and articulating a credible implementation story that aligns with Partner Success commitments. You compete not only against other vendors but also against the inertia of the status quo, convincing committees that change is necessary and achievable. If you are a natural storyteller who can fluidly shift between technical integration detail and strategic outcome conversations, this role is your next challenge.

Key facts

What you'll do

• Build and deliver discovery-grounded vignette demos for both new-logo prospects and existing partners evaluating expansion across the school or into other Stellic modules.
• Partner with and guide AE's on the best strategies to establish credibility, prove value, address objections, and accelerate the buying process.
• Tailor every demo to the personas in the room using language, examples, and reference institutions that are relevant to their specific context and priorities.
• Lead appropriate Proof of Value activities that drive buyer preference and validate the feasibility of key outcomes before a contract is signed.
• Develop and maintain Stellic's competitive intelligence against DegreeWorks, uAchieve, EAB Navigate, Civitas, home-grown audit tools, ERP-native solutions, and the status quo as a credible alternative.
• Help the AE select and execute the right competitive strategy on each deal, reflecting our positioning, buyer priorities, and realistic alternatives in the higher ed market.
• Set and spring competitive traps in coordination with the AE and champion to highlight gaps in incumbent solutions and reinforce Stellic's differentiated value.
• Own the technical conversation with CIOs, IT Directors, InfoSec leads, integration owners, and data teams to surface and resolve concerns early.
• Develop and maintain deep working knowledge of the higher ed IT stack, including SIS platforms such as Banner, Ellucian Colleague, PeopleSoft, and Workday Student, as well as authentication protocols like SAML/SSO, Shibboleth, and CAS.
• Translate institutional integration realities into a credible implementation narrative that the Partner Success and Implementation teams can deliver against with confidence.

Requirements

• 4+ years in a Solution Consultant, Sales Engineer, or equivalent role focused on enterprise software in a complex selling environment.
• 4+ years of progressively responsible experience in higher education, student services, or adjacent mission-driven sectors where you understand academic calendars, curriculum structures, and advising workflows.
• 4+ years of hands-on experience with technical integrations in higher education, including work with Student Information Systems, authentication protocols, and data warehouse environments.
• Demonstrated ability to manage and influence multi-threaded buying committees that include both technical and executive stakeholders.
• Strong written and verbal communication skills with the ability to translate technical integration concepts into clear, outcome-focused narratives for senior leaders.
• Comfort working in a fast-paced growth-stage startup where priorities shift quickly and ownership is expected at every level.
• Willingness to travel approximately 20-40% within the assigned territory to support in-person demos, discovery sessions, and stakeholder meetings at partner institutions.
• Must be legally authorized to work in the United States without sponsorship for this position at this time.

Nice to have

• Experience with DegreeWorks, Banner, PeopleSoft, or similar ERP or student systems used in higher education.
• Familiarity with Canvas, Blackboard, D2L, or other common Learning Management Systems and their integration patterns.
• Prior exposure to data governance, catalog, or program mapping challenges in academic institutions.
• Experience supporting institutions using outcomes-based frameworks, assessment models, or compliance-driven initiatives.
• Comfort working with data models, ODS and warehouse designs, and state reporting or IPEDS-related data flows.
• Background in EdTech sales, implementation, or customer success where you have managed post-sale handoffs and success planning.

Practical notes

This role operates on a hybrid or in-office schedule with a preference for San Mateo, California, and remote arrangements considered on a case-by-case basis. Travel is expected to be approximately 20-40% within the assigned territory to support live demos and stakeholder engagement at partner institutions. No current visa sponsorship is available for this position at this time. The annual engagement is full-time, and the compensation details are not included in this posting.