JOB TITLE: Vice President of Solution Consulting & Sales Enablement

CLASSIFICATION: Exempt

JOB SUMMARY

The VP of Solution Consulting & Sales Enablement is a dual‑focus leadership role responsible for both guiding pre‑sales / solution consulting and enabling the sales organization to perform at high levels. This position will partner closely with Growth Leaders to ensure that Solution Consultants are designing, demonstrating, and delivering value in client engagements and that the sales teams are equipped, trained, and enabled with the tools, messaging, methodology, and content to win, retain, and expand customer accounts. The role is deeply cross‑functional, combining technical, operational, and people leadership.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Solution Consulting Leadership

• Lead the Solution Consulting function: Engage in discovery, use‑case development, product / benefit system architecture, unique RFP/RFI responses, custom demos/proofs of concept.
• Ensure Solution Consultants deeply understand the Benefits Administration and Connect Direct domain (plan design, enrollment, compliance/regulation, integration with carriers/third parties, technologies).
• Participate in high‑value client/prospect engagements (C‑suite, strategic deals) to help articulate value, translate technical complexity into business outcomes.

Sales Enablement Strategy & Execution

• Design, implement, and refine a sales enablement program that includes onboarding new hires, ongoing training, sales methodologies, coaching, content, tools, and certifications.
• Ensure sales teams are equipped with up‑to‑date collateral: playbooks, battle cards, competitive intelligence, demo scripts, objection handling, etc.

Cross‑Functional Product & GTM Alignment

• Serve as the voice of the customer / market for Product / Engineering by surfacing insights from client engagements, win/loss, competitive landscape.
• Partner with Product Marketing, Marketing, Customer Success, Implementation, Compliance to ensure messaging, product releases, post‑sale delivery align with what was sold.

Process, Tools & Methodology

• Build and maintain standard processes for solution design, demos, proof‑of‑concept, RFP/RFI, and hand‑offs to implementation/customer success.
• Define and enforce sales methodologies and best practices (e.g. qualification frameworks, discovery, value‑based selling).
• Oversee the enablement tech stack: LMS, sales tools, CRMs, demo environments, enablement content delivery, etc.

Team Development & Culture

• Recruit, retain, and develop top talent across Solution Consulting and Enablement. Define competency models, career paths, training/certification programs.
• Coach leaders and individual contributors: enable Solution Consultants to sharpen technical / domain skills; enable sales teams to improve selling skills, negotiation, storytelling.

Metrics, Analytics & Continuous Improvement

• Define KPIs and metrics that span solution consulting and enablement: demo‑to‑close ratio, win/loss, time to proposal, enablement content usage, ramp time for new hires, sales productivity metrics.
• Use data to monitor performance, uncover bottlenecks, iterate on processes and programs.
• Ensure feedback loops: what's learned in the field gets fed back into training, product, marketing.

Strategic Leadership & Budgeting

• Develop a combined strategic plan for Solution Consulting + Enablement aligned to the company's revenue, retention, expansion goals.
• Manage budget for both functions: headcount, tools, travel, training, content creation.
• Drive cultural change and adoption: ensuring that enablement initiatives are embedded into everyday sales / client‑facing operations.

Customer / Client Focus

• Ensure that solutions sold are deliverable, scalable, compliant, and that client expectations are met or exceeded.
• Ensure post‑sale hand‑off is smooth; that what was promised during pre‑sales is successfully implemented and adopted.
• Advocate for client satisfaction; help reduce churn, increase renewal / upsell.

REQUIRED SKILLS AND ABILITIES

• Excellent communication and presentation skills; capable of addressing both technical and business audiences (from field sales reps up to C‑suite).
• Strong people leadership skills: hiring, coaching, mentoring; ability to build culture and cross‑functional collaboration.
• Strategic thinking and vision in order to unify strategies amongst solution consulting an enablement
• Technical & Domain knowledge in understanding the product, compliance, and integrations.
• Sales and Business acumen to partner with sales leadership and close deals.
• Change management to effectively scale processes.
• Collaborative and influential across the product, marketing, and customer success.
• Analytical mindset to measure success and monitor effectiveness.
• Excellent in scalability to build programs and processes that are reliable.

KNOWLEDGE, EXPERIENCE, AND/OR EDUCATION REQUIREMENTS

• 10‑15+ years' experience in a combination of Solution Consulting / Presales / Sales & and/or Sales Enablement / RevOps / Sales Training / GTM Enablement functions.
• Bachelor's degree in business, engineering, information systems, or equivalent; advanced degree (MBA or related) is a plus.
• Experience in Benefits Administration, HR / HCM, Insurance, or related regulatory domain: understanding benefit plans, compliance (e.g. ACA, COBRA, ERISA etc. in U.S.), carrier integrations, payroll/enrollment systems.
• Demonstrated success in leading high‑performance technical pre‑sales / solutions teams and in designing & delivering enablement programs for sales teams.
• Strong experience with RFP/RFI processes, custom solution design, demos / proofs of concept.
• Deep knowledge of sales methodologies and tactics; experience selecting / implementing / using sales tools and enablement tech (e.g. LMS, sales content management, CRM systems etc.).
• Data‑driven: experience defining metrics / KPIs, analyzing performance, and using insights to drive continuous improvement.

Disclaimer: This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Management reserves the right to modify or reassign job duties as business needs evolve.