Brokerage, Cloud Computing, Competitive Analysis/Strategy, Consultative Sales, Consulting, Customer Relations, Customer Support/Service, Partner Sales, Pre-Sales, Product Demonstration, Product Development, Product Management, Product Planning, Return on Investment (ROI), Risk, Sales, Sales Management, Sales Prospecting, Solution Sales
Zywave's Solution Consulting team is an elite group of pre-sales professionals who sit at the intersection of deep product expertise and consultative selling. We are not order-takers - we are deal-makers. As a Solution Consultant, you will be a critical, named presence in Zywave's most important sales pursuits, partnering with Account Executives to challenge prospects' thinking, uncover business pain, and demonstrate with precision how Zywave's cloud solutions drive measurable outcomes. This role demands a high performer who brings solution selling rigor, executive presence, and the relentless drive to win.
Solution Selling & Deal Execution
- Operates as a solution selling practitioner - leading discovery to uncover business challenges, quantify impact, and build a compelling case for change before a product is ever shown.
- Partners strategically with Account Executives as a co-owner of the deal, not a support resource; actively shapes pursuit strategy, stakeholder engagement, and win themes.
- Delivers high-impact, tailored product demonstrations that connect Zywave's capabilities directly to the prospect's stated and unstated business outcomes.
- Commands the room in executive-level presentations, translating complex platform capabilities into boardroom-ready business narratives.
- Handles objections with confidence and precision, leveraging competitive intelligence and deep product knowledge to neutralize risk and accelerate deals.
- Participates in a minimum of 10-15 client-facing demos and discovery engagements per week, maintaining elite-level consistency and quality.
Product Mastery
- Develops and maintains deep expertise in a designated Zywave cloud offering while building working fluency across the full product portfolio.
- Understands not just what the product does, but why it matters - articulating value propositions, competitive differentiation, and ROI drivers with authority.
- Maintains current knowledge of Zywave's product roadmap and proactively incorporates near-term innovations into deal narratives to create urgency and forward momentum.
- Acts as the primary liaison between Sales, Product Management, and Product Development - channeling prospect and partner intelligence to shape the product direction.
- Supports complex customer implementations as a subject matter authority, ensuring the promise made in the sale is fully realized in delivery.
Solution Selling & Deal Execution
- Operates as a solution selling practitioner - leading discovery to uncover business challenges, quantify impact, and build a compelling case for change before a product is ever shown.
- Partners strategically with Account Executives as a co-owner of the deal, not a support resource; actively shapes pursuit strategy, stakeholder engagement, and win themes.
- Delivers high-impact, tailored product demonstrations that connect Zywave's capabilities directly to the prospect's stated and unstated business outcomes.
- Commands the room in executive-level presentations, translating complex platform capabilities into boardroom-ready business narratives.
- Handles objections with confidence and precision, leveraging competitive intelligence and deep product knowledge to neutralize risk and accelerate deals.
- Participates in a minimum of 10-15 client-facing demos and discovery engagements per week, maintaining elite-level consistency and quality.
Product Mastery
- Develops and maintains deep expertise in a designated Zywave cloud offering while building working fluency across the full product portfolio.
- Understands not just what the product does, but why it matters - articulating value propositions, competitive differentiation, and ROI drivers with authority.
- Maintains current knowledge of Zywave's product roadmap and proactively incorporates near-term innovations into deal narratives to create urgency and forward momentum.
- Acts as the primary liaison between Sales, Product Management, and Product Development - channeling prospect and partner intelligence to shape the product direction.
- Supports complex customer implementations as a subject matter authority, ensuring the promise made in the sale is fully realized in delivery.
This is an exciting time to join Zywave. Our industry is shifting - and so is the way we show up for clients. MCP and AI aren't just buzzwords here; Zywave is actively turning prompts into actions. We're helping brokers and agents find, prospect, and nurture leads with greater speed and precision, while also surfacing risks within their existing book of business so they can round it out and deepen client relationships. The technology we're delivering is fundamentally changing what's possible - and Solution Consultants will be on the front lines of showing the market exactly what that means.