Description

The Solutions Consultant is accountable and responsible for delivering engaging, consultative product demonstrations to prospective clients. This role partners closely with Sales to understand prospect needs, position solutions effectively, and clearly articulate the value of payroll, HR, time and attendance, and tax solutions. The specialist ensures each demo is tailored, professional, and aligned to client goals to drive sales success and revenue growth.

Requirements

Primary Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Other duties may be assigned.

Consultative Product Demonstrations

Confidently lead customized, consultative product demonstrations tailored to each prospect’s industry, organizational size, and operational needs.
Align solution capabilities to real-world business challenges, highlighting measurable outcomes and ROI.
Adapt presentation style and messaging for C-level executives, HR leaders, finance teams, and operational stakeholders.

Discovery & Needs Analysis

Conduct thorough discovery conversations to understand payroll, HR, compliance, benefits administration, and workforce management requirements.
Ask insightful, strategic questions that uncover both stated and unstated needs.
Identify pain points, inefficiencies, and compliance risks to position solutions effectively.
Collaborate with sales to qualify opportunities and define success criteria.

Product & Industry Expertise

Maintain expert-level knowledge of all products, services, integrations, and differentiators.
Clearly communicate features, functionality, system architecture, and integration capabilities.
Stay current on payroll regulations, HR compliance trends, workforce technology advancements, and competitive positioning.
Serve as a trusted advisor internally and externally.

Technical Configuration & Demo Environment Management

Configure demo environments to reflect prospect-specific scenarios and workflows.
Utilize presentation technology, CRM tools, and virtual meeting platforms to deliver seamless demonstrations.
Troubleshoot technical issues quickly to maintain professionalism and engagement.
Support RFP responses, technical questionnaires, and solution documentation when needed.

Cross-Functional Collaboration

Partner with Sales and Implementation teams to ensure alignment of messaging and customer expectations.
Ability to back up / work with training on delivering client training and webinars during down time
Provide feedback from the field to influence product enhancements and go-to-market strategy.
Support training initiatives by sharing product knowledge and demonstration best practices.
Potential back up to workshops, webinars & training sessions. Supporting conversations by showcasing additional modules.

PERFORMANCE FACTORS: The performance factors described here are core abilities that will contribute to the incumbent successfully carrying out the assigned duties and responsibilities of this position and meeting the performance objectives of the key accountabilities.

· Self-Management: The ability to prioritize and complete tasks to deliver desired outcomes within allotted time frames. Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes workflow disruptions and timewasters to complete high-quality work within a specified time frame.

Problem Solving: The ability to identify key components of a problem to formulate a solution or solutions. Analyzes all data related to a problem; divides complex issues into simpler components to achieve clarity; selects the best options available to solve specific problems; applies all relevant resources to implement suitable solutions.
Learning: Proactively seeks new knowledge and understanding of relevant regulations and laws.
Client Focus: A commitment to client satisfaction. Consistently places a high value on client and all issues related to client; objectively listens to, understands, and represents client feedback; anticipates client needs and develops appropriate solutions; meets all promises and commitments made to clients.
Flexibility: The ability to readily modify, respond to and integrate change with minimal personal resistance. Adapts effectively to changing plans and priorities; demonstrates the capacity to handle multiple tasks at one time; deals comfortably with ambiguity; adjusts preset plans as necessary with minimal resistance
Diplomacy and Tact/ Empathetic Outlook: The ability to treat others fairly, regardless of personal biases or beliefs. Maintains positive relationships with others through treating them fairly; demonstrates respect for others; understands and values differences between people; respects diversity in race, national origin, religion, gender, lifestyle, age, and disability.
Teamwork: The ability to cooperate with others to meet objectives. Discards personal agenda to cooperate with other team members in meeting objectives; contributes positively and productively to team projects; builds and sustains a trust relationship with each member of the team; supports other team members and team decisions.

Skills/Abilities:

· Reasoning Development: Ability to carry out instructions furnished in written or oral form; deal with problems involving several concrete variables.

· Mathematical Development: Ability to add, subtract, multiply and divide all units of measure.

· Language Development: Ability to read reports, workplace rules and procedures, write correspondence; ability to communicate, and interact with others.

Education/Experience:

· –7+ years of experience in solutions consulting, sales engineering, or product demonstration roles within payroll, HRIS, HCM, or workforce management industries.

· Strong understanding of payroll processing, HR compliance, benefits administration, and workforce management workflows.

· Proven ability to lead consultative discovery and executive-level presentations.

· Exceptional verbal communication and presentation skills.

· Experience delivering both virtual and in-person demonstrations.

· High level of business acumen and ability to connect technical features to business outcomes.

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The position is considered to have light physical demands that require the incumbent to communicate orally, hear at a conversational level and perform job tasks requiring the use of a telephone, fax, and computer.

While performing the duties of this job, the employee will be required to continuously (67 to 100% time on job) perform keying functions, grasp and pinch to write. The employee frequently (80% time on job) will be required to stand, walk, and sit. Occasionally (20% time on job), the employee will be required to reach out, twist and stoop. In rare instances the employee will be required to kneel, squat, climb a ladder and crawl.

The lifting and carrying requirements of the job require the employee to frequently (34-66% of the time) lift and carry up to 20 pounds and occasionally lift and carry up to 35 pounds.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

The incumbent will constantly work (more than 75% time on job) indoors in an office environment.