What Is a Solutions Consultant?

A Solutions Consultant is a customer-facing expert who partners with sales teams to identify client needs and demonstrate how a product or platform can solve real business challenges. Often positioned at the intersection of sales, product, and customer success, Solutions Consultants act as trusted advisors, bridging the gap between technical capabilities and business value.

They are especially common in SaaS, B2B tech, and enterprise software companies, where complex products require personalized consultation and use-case alignment to close deals and drive long-term success.

Job Description: What Does a Solutions Consultant Do?

A Solutions Consultant supports the sales process by evaluating customer requirements, mapping those to platform features, and delivering custom product demonstrations that highlight value and differentiation.

Typical Responsibilities Include:

• Conducting discovery sessions to understand buyer pain points and goals
  
• Tailoring live or recorded demos of platforms like Revenue.io to specific use cases
  
• Collaborating with sales reps to shape proposals and build solution narratives
  
• Assisting with proofs of concept (POCs), pilot projects, or technical validation
  
• Educating buyers on implementation processes, integration capabilities, and post-sale support
  

Core Responsibilities of a Solutions Consultant

Solutions Consultants play a pivotal role in helping prospects connect the dots between their challenges and the solution being offered.

Key Areas of Focus:

• Needs Discovery: Uncover client pain points, objectives, and success criteria
  
• Solution Mapping: Align product features and workflows with those needs
  
• Customized Demonstrations: Deliver compelling, relevant demos using platforms like Revenue.io
• Cross-Functional Collaboration: Work with product, marketing, RevOps, and customer success to tailor positioning and messaging
  
• Customer Education: Help prospects understand how the solution works, what’s involved in onboarding, and how to maximize long-term ROI
  

How to Succeed as a Solutions Consultant

Top-performing Solutions Consultants are persuasive, technically fluent, and highly customer-centric.

Key Success Factors

1. Understand the Buyer’s Business
   It’s not just about showing the product, it’s about solving a real problem.
   Tip: Use open-ended questions in discovery calls to uncover hidden needs and blockers.
2. Master the Product Inside and Out
   Confidence in demos comes from deep product knowledge.
   Tip: Run mock demos weekly and stay updated on all Revenue.io releases or roadmap updates.
3. Communicate Complex Ideas Simply
   Make technical features accessible to both technical and non-technical stakeholders.
   Tip: Use visuals, analogies, and real-world examples in your demos.
4. Influence Without Pressure
   Help prospects arrive at a confident “yes” through education and alignment, not force.
   Tip: Share relevant success stories or pre-recorded walkthroughs to reinforce value.

Skills Needed to Excel as a Solutions Consultant

Technical Skills

• CRM & Sales Stack Familiarity: Proficiency with platforms like Revenue.io and Salesforce
  
• Demo Tools: Comfort delivering live demos, configuring environments, or using walkthrough tools
  
• Business Analysis: Ability to connect features to measurable business outcomes
  
• Technical Acumen: Basic knowledge of integrations, APIs, and data flows is helpful
  

Soft Skills

• Consultative communication
  
• Active listening and empathy
  
• Public speaking and presentation
  
• Strategic discovery and solution alignment
  
• Objection handling and storytelling
  

Solutions Consultant Salary

Solutions Consultant salaries are typically competitive due to the role’s influence on deal conversion and customer success.

Average Salaries (2025 Estimates)

• Entry-Level Solutions Consultant: $80,000–$100,000 base
  
• Mid-Level Consultant: $100,000–$130,000 base + bonuses
  
• Senior / Enterprise Solutions Consultant: $135,000–$170,000+ (total comp)
  

Factors That Affect Salary

• Industry & Product Complexity: SaaS and technical software roles pay more
  
• Deal Size: Consultants working on enterprise deals often earn performance bonuses
  
• Experience Level: Those with deep domain or technical expertise command higher salaries
  
• Cross-Functional Influence: Consultants who support product development or GTM strategy may earn equity or additional incentive pay
  

Solutions Consulting in SaaS & B2B

Why the Role Is Mission-Critical

Complex Solutions Require Simplification
In modern SaaS sales, buyers want clarity, Solutions Consultants help translate features into ROI.

Enablement for Sales Reps
SCs arm reps with technical narratives, competitive differentiators, and proof points.

Customer-Centered Selling
SCs build trust through expertise and consultative engagement, improving close rates and reducing churn.

Challenges in the Role

1. Balancing Technical Depth with Sales Agility
   Solution: Focus on outcomes, not just architecture. Adapt your pitch based on audience needs.
   
2. Handling Long Sales Cycles
   Solution: Stay engaged throughout the evaluation, and use Revenue.io to track deal activity and maintain momentum.
   
3. Educating a Diverse Set of Stakeholders
   Solution: Customize presentations for each audience (executives, technical users, end-users) to ensure relevance and buy-in.
   

Want to help your Solutions Consultants demo more effectively and drive higher conversion rates? Discover how Revenue.io powers guided selling and real-time engagement across the buyer journey.