Solutions Consultant

Ocean Technologies Group; Hamburg; On-site; EUR 60,000 - 90,000; Full time

Job summary

OneOcean, a brand within Ocean Technologies Group, seeks a Solutions Consultant to support our Operations team at the Germany- Hamburg location. You will lead product demonstrations and workshops, delivering advanced proof-of-value engagements that highlight capabilities.

Collaborating with Sales, Success, Product and Marketing, you will qualify opportunities, tailor demos to customer KPIs, assist in RFP responses, and support post-sale handover to ensure a smooth deployment and ongoing customer

Qualifications

• Maritime experience including seagoing, ship management, operations or crewing.
• Proven experience leading product demonstrations, workshops, and proof-of-value engagements.
• Ability to assess customer pain points, define use cases and align solutions with KPIs and business goals.
• Experience supporting opportunity qualification (Go/No-Go), RFP responses and competitive analysis.
• Demonstrated ability to drive customer satisfaction through tailored demos and early-stage onboarding support.
• Strong cross-functional collaboration with Sales, Success, Product and Marketing.

Responsibilities

• Lead product demonstrations and technical presentations to showcase solutions.
• Conduct workshops and advanced proof-of-value demos to highlight capabilities.
• Organise and manage software trials by defining success criteria and metrics, and monitoring progress during the trial process.
• Provide expertise on business impact, KPIs, and ROI calculations for customers.
• Collaborate with sales teams to assess pain points and compelling events that drive purchasing decisions.
• Participate in scoring and qualifying opportunities (Go/No-Go decision-making).
• Assist in identifying customer needs, use cases, and fit within existing tech stacks.
• Support RFP responses, technical documentation, and competitive analysis.
• Collaborate with sales teams on quote preparation, pricing models, and proposal reviews.
• Engage with deal desk and approval processes for non-standard agreements.
• Work with legal and finance teams on contract reviews and compliance.
• Ensure a smooth transition from pre-sales to customer onboarding and deployment teams.
• Support early-stage adoption and customer training to drive retention and success.

Skills

Maritime experience

Demos & workshops

Use-case definition

RFP support

Customer onboarding

Cross-functional collaboration

Problem solving

Job description

Department: Operations

Employment Type: Permanent

Location: Germany- Hamburg

Description

Discover OneOcean: OneOcean is a unified brand born from the integration of OneOcean and Ocean Technologies Group.

Owned by Lloyd’s Register, an organisation with more than 260 years of trust, integrity and leadership at sea, OneOcean combines the agility and ambition of a fast-moving innovator with the strength and stability of one of the world’s most trusted maritime institutions.

At the heart of OneOcean is a portfolio unlike any other in maritime. A comprehensive, integrated portfolio built on years of expertise, trusted by thousands of maritime professionals around the world.

Our Mission: Our mission is clear. In the race to zero emissions, our research, advisory and technical expertise and industry-firsts are supporting a safe, sustainable maritime energy transition. Today we are a leading provider of classification and compliance services to the marine and offshore industries, helping our clients design, construct and operate their assets to accepted levels of safety and environmental compliance.

Why Join OneOcean Crew?

• Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships.
• Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024.
• Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation.

Navigating the position:

Solutions Consultant

Your Voyage Ahead

Solution Demonstration & Technical Expertise

• Lead product demonstrations and technical presentations to showcase solutions.
• Conduct workshops and advanced proof-of-value demos to highlight capabilities.
• Organise and manage software trials by defining success criteria and metrics, and monitoring progress during the trial process.
• Provide expertise on business impact, KPIs, and ROI calculations for customers.
• Collaborate with sales teams to assess pain points and compelling events that drive purchasing decisions.

Sales Support & Opportunity Qualification

• Participate in scoring and qualifying opportunities (Go/No-Go decision-making).
• Assist in identifying customer needs, use cases, and fit within existing tech stacks.
• Support RFP responses, technical documentation, and competitive analysis.

Commercial & Deal Execution

• Collaborate with sales teams on quote preparation, pricing models, and proposal reviews.
• Engage with deal desk and approval processes for non-standard agreements
• Work with legal and finance teams on contract reviews and compliance.

Post-Sales Handover & Customer Engagement Alignment

• Ensure a smooth transition from pre-sales to customer onboarding and deployment teams.
• Support early-stage adoption and customer training to drive retention and success.

Success Metrics

• Win rate improvement through strong pre-sales support.
• Customer satisfaction with demos and workshops.
• Reduced sales cycle times by addressing concerns upfront.
• Seamless handover to post-sales and onboarding teams.

Recommended To Bring On Board

• Strong maritime experience (seagoing, ship management, operations, crewing)
• Proven experience in leading product demonstrations, workshops, and proof-of-value engagements
• Ability to assess customer pain points, define use cases, and align solutions with business goals and KPIs
• Experience supporting opportunity qualification (Go/No-Go), RFP responses, and competitive analysis
• Demonstrated ability to drive customer satisfaction through tailored demos and early-stage onboarding support
• Proven cross-functional collaboration skills with Sales, Success, Product and Marketing
• Demonstrates ability to quickly understand and solve problems for a customer across maritime specialisms