What the role really is
Solutions consulting — sales engineering, pre-sales — is where complex software is actually won. The solutions consultant owns the technical evaluation: demos, proofs of concept, architecture discussions, and the credibility that convinces a technical buyer the product will work for them. In AI and SaaS, where products are sophisticated and buyers are expert, this function often decides the deal.
Why it is hard to get right
It demands a genuinely rare profile: deep technical command paired with the communication and commercial instinct to move a deal forward. People who have both are scarce and heavily contested. Hire too technical and you get someone who can explain the product but not sell it; too commercial and the technical buyer sees through it. The balance is everything.
How we approach it
We assess for both halves of the role — technical depth against your actual product and architecture, and the commercial instinct to advance complex evaluations. Whether you need an individual solutions consultant, a team to scale pre-sales, or a leader to build the function, we match to your product complexity and deal motion.
- VP / Head of Solutions Consulting
- Director of Sales Engineering
- Solutions Consultants / Sales Engineers
- Solutions Architects (pre-sales)
- Solutions Consulting leaders for enterprise SaaS & AI
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