Solutions Consultant

About BigHand

BigHand offers technology solutions for busy legal professionals that provide data and insights to increase value and profits. Through our expert knowledge and innovative technology, we enable our customers to achieve enhanced efficiency, better decision-making and harness their competitive edge.

We build with tomorrow in mind, transforming ideas into action and empowering our customers to succeed in a world of constant change. We make big happen for our customers.

We are a business driven by our values and have these at the centre of everything we do. Our BigHanders are dedicated to building a culture where We Win Together, We Love to Learn, We Do the Right Thing, We Own It and We Find the Fun.

About the role

As a Solutions Consultant, you will play a crucial role in driving sales productivity and growth within your designated region(s). Your primary focus will be on increasing overall sales billings per salesperson by delivering exceptional support, strategic insights, and tailored solutions.

A central aspect of your role involves applying a targeted selling approach. You will understand customer buying behaviours, identify ideal customer profiles, and engage with key decision-makers and influencers to refine the sales strategy. By leveraging your understanding of customer dynamics, you will optimize sales interactions and create stronger connections between our solutions and the customers' business goals.

In this position, you will serve as a key liaison between Sales, Marketing, Onboarding, Delivery, and Customer Services to ensure alignment and collaboration across functions. You will drive a consultative selling approach by equipping teams with essential insights, competitive positioning, and curated content that fosters effective customer engagement. Throughout the buying process, you will assist in defining ROI, business benefits, and the overall impact of our solutions, positioning our products as the ideal choice to meet customer needs.

Partnering closely with the sales team, you will conduct impactful product demonstrations that showcase the unique value of our solutions and address customer-specific business needs. Additionally, you will facilitate a seamless handover of project requirements and customer expectations to the delivery team, ensuring continuity and customer satisfaction post-sale. Your efforts will directly contribute to our mission of delivering exceptional value to our customers and driving sustainable growth for the company.

What you’ll do

Optimum Support:

Sales Enablement

• Deliver product demonstrations for assigned BigHand products.
• Assist in guiding customers through the buying process, defining ROI, business benefits, and the impact of BigHand’s solutions.
• Empower sales and marketing with critical information to nurture new and existing customers.
• Launch new products to the sales team as required, positioning them effectively to achieve maximum engagement.

Customer in confidence

• Assist with content updates across various channels.
• Ensure Salesforce attribution by monitoring entries and logging meeting/demo information.

Bid Management

• Support RFI and RFP responses for for assigned BigHand products, ensuring timely completion of submissions.
• Oversee clarification questions to maintain a seamless proposal process.

Skill Development

• Conduct ongoing analysis of current product knowledge and collaborate with others in the Solutions team to identify skill development needs.
• Assist in compiling and delivering education and training programs to enhance team productivity.
• Ensure the Sales team effectively leverages case studies, white papers, and other sales resources.
• Ensure that the sales team effectively digests and leverages case studies, white papers, and other product-related content.

Technical

• Act as the primary liaison between the technical and sales teams, managing technical queries and clarifications.
• Translate complex technical details into actionable insights for the sales team, helping bridge technical knowledge gaps.

Targeted Approach to Selling:

Product-Specific Approach

• Understand the buying process, customer behaviour, and key personas, including buyers, influencers, and ideal contacts.
• Use data to interpret ideal customer profiles and develop product-specific opportunity plans to guide decisions.

High-Quality Content

• Collaborate with marketing to create and maintain high-quality content for sales and solutions teams.
• Assist with the development of sales toolkits, playbooks, and other collateral for each product to support targeted selling.

Social Selling

• Utilize social selling techniques to engage with clients and prospects, building relationships and driving targeted sales efforts.

What we’re looking for

• Experience in delivering customized software demonstrations that meet customer requirements.
• Exceptional written and verbal communication skills with a professional image and strong customer service focus.
• Able to communicate product features and benefits to both technical and non-technical stakeholders.
• Strong presentation skills for confidently engaging small groups in-person or via web meetings.
• Ability to articulate ideas and adapt communication styles for different audiences.
• Proven track record in understanding and addressing client needs, ensuring maximum value and long term success.
• Works effectively across teams to enhance client satisfaction and support solution development.
• Strong analytical abilities to assess customer requirements and deliver effective solutions, with a willingness to seek guidance on complex issues while developing independent problem-solving skills.
• Excellent collaboration skills with experience working in a global organization and contributing to cross-functional team efforts.

What we offer

• 15 days vacation per year + 2 personal days to take for anything you like!
• 10 paid holidays, including 4 floating holidays
• 3 additional BigHand days off between Christmas & New Year
• Wellbeing benefits including medical, dental, vision, online wellbeing programs & webinars, access to online therapy and Employee Resource Groups (ERG)
• Company-wide Wellness day, for our teams all across the globe to switch off and spend the day doing something to nourish their mental health
• Opportunities to give back with company volunteer events and individual volunteer days
• Career growth opportunities and study leave options
• Family benefits including enhanced parental leave and fertility support
• Financial benefits including 401K with employer match, short-term disability, life insurance, and flexible spending accounts
• Fully remote working
• Growing business with a global presence and a true focus on work-life balance

Our DEI Commitment

We welcome the unique value and individuality that you can bring to BigHand. We are an equal opportunity employer and are dedicated to recruiting solely based on capability and potential regardless of race, gender, sexual orientation, gender identity or expression, age, educational background, national origin, religion, military status or physical ability. Our BigHanders are dedicated to advancing our culture of belonging by embracing differing viewpoints, opinions, thoughts, and ideas.