Principal Solutions Consultant - 1:1 Customer Engagement

Pega; California; Remote; USD 140,000 - 214,000; Full time

Benefits offered by this job

The opportunity to work with leading技术

Innovative, inclusive, agile, flexible

Close-knit Specialist team with varied

Continuous learning and development

Competitive benefits with bonus

Job summary

Pega is a leader in AI-driven real-time decisioning, helping customers engage in 1:1 experiences. The Principal Solutions Consultant will shape strategy, drive new-logo opportunities, and translate AI capabilities into measurable business value for large enterprises.

You will work with Sales, Product, Professional Services and customers to craft compelling business cases, with a hunter mindset and executive-level storytelling to win complex deals.

Qualifications

• 8+ years in a customer-facing strategic tech role such as Solutions Consulting or comparable
• Proven track record winning new-logo enterprise opportunities and complex sales cycles
• Strong experience with AI, AI-driven decisioning, ML, and real-time engagement
• Significant experience in value selling, ROI analysis, and executive storytelling
• Experience leading strategic discovery with senior business/tech stakeholders
• Ability to translate AI/tech capabilities into measurable business outcomes
• Shaping opportunities where requirements are not fully defined and helping set vision
• Ability to differentiate solutions in competitive enterprise sales environments
• Cross-functional collaboration across Sales, Product, Engineering, Professional Services, Customer Success and partners
• Commitment to continuous learning and development and a competitive benefits program

Responsibilities

• Lead solution consulting for strategic new-logo opportunities and for existing accounts across Discovery to close.
• Operate with a hunter mindset in greenfield environments where requirements and strategies are evolving.
• Conduct strategic discovery to identify business challenges, opportunities, priorities and outcomes.
• Apply AI, AI-driven decisioning, next-best-action and ML to define transformation strategies.
• Translate complex tech capabilities into business narratives tied to revenue, experience and efficiency outcomes.
• Lead value-based selling and value consulting, building business cases and ROI frameworks.
• Advise organizations on how AI and decisioning transform marketing, sales and service.
• Drive strategy through complex enterprise sales cycles with pitches, demos, workshops and proofs of concept.
• Navigate competitive environments and differentiate Pega’s approach to AI and enterprise transformation.
• Challenge conventional approaches; help customers form a vision before requirements are fixed.
• Collaborate with Sales, Product, Professional Services, Customer Success, partners to align value and execution.

Skills

Experience in Solutions Consulting

New-logo enterprise sales

AI and AI-driven decisioning

Value selling and value consulting

Strategic discovery with executives

Translate AI into business outcomes

Shaping opportunities with evolving需求

Competitive differentiation in sales

Cross-functional collaboration

Business strategy storytelling

Leadership in enterprise sales cycles

Executive presence with stakeholders

Team collaboration across Sales/Prod/8

Continuous learning and development

Job description

Principal Solutions Consultant - 1:1 Customer Engagement

Pega is a leader in real-time decisioning, helping organizations transform how they engage customers through Pega Customer Decision Hub, an AI-powered centralized decisioning platform.

Our 1:1 Customer Engagement Specialist Solutions Consulting team serves as trusted advisors to customers and prospects, helping organizations move beyond product-centric, channel-siloed and audience-based approaches toward real-time, contextually relevant 1:1 customer engagement.

As we expand our focus on new-logo growth, we are looking for experienced Principal Solutions Consultants who thrive in competitive, early-stage opportunities and can help create demand, shape strategy, demonstrate differentiated value, and build compelling business and technical cases for transformation.

This role combines deep expertise in AI and AI-driven decisioning with strategic consulting, value consulting, and enterprise solution selling.

Picture Yourself at Pega:

As a Principal Solutions Consultant within the 1:1 Customer Engagement organization, you will partner with Sales, industry experts, Product, Professional Services, and other teams to pursue strategic opportunities and help organizations transform how they engage with their customers.

You will have a particular focus on new-logo opportunities, engaging prospects early in their buying journey and helping shape opportunities where the vision, requirements, business case, or solution strategy may still be evolving.

You will bring a hunter mindset to Solutions Consulting, combining strategic discovery, AI expertise, technical credibility, value selling, and executive storytelling to help customers understand both the business value and transformational potential of Pega's Customer Decision Hub.

You will be equally comfortable discussing business strategy with senior executives, exploring AI and decisioning approaches with technical stakeholders, and working hands-on with account teams to advance complex enterprise opportunities.

What You'll Do at Pega:

• Lead solution consulting for strategic new-logo opportunities as well as existing accounts, partnering with account teams to create, shape, and advance opportunities from early discovery through technical validation and close.
• Bring a hunter mindset to Solutions Consulting, thriving in greenfield environments where customer requirements, business cases, and transformation strategies may still need to be defined.
• Conduct strategic and executive-level discovery to uncover business challenges, customer engagement opportunities, strategic priorities, and measurable business outcomes.
• Apply expertise in AI, AI-driven decisioning, next-best-action, machine learning, and real-time customer engagement to help organizations define practical transformation strategies.
• Translate complex technology capabilities into compelling business narratives connected to outcomes such as revenue growth, customer experience, operational efficiency, retention, and customer lifetime value.
• Lead value-based selling and value consulting, helping customers and account teams develop business cases, value hypotheses, outcome frameworks, and executive transformation narratives.
• Serve as a strategic advisor to organizations evaluating how AI and decisioning can transform customer engagement across marketing, sales, and customer service.
• Drive solution strategy throughout complex enterprise sales cycles, including presentations, demonstrations, workshops, assessments, proofs of concept/value, and technical validation.
• Navigate competitive sales environments and help differentiate Pega's approach to AI, decisioning, customer engagement, and enterprise transformation.
• Challenge conventional approaches where appropriate and help customers establish a vision and strategy before requirements become fixed.
• Partner across Sales, Product, Professional Services, Customer Success, industry teams, and strategic partners to align business value, solution strategy, and execution.

Who You Are:

• You are an experienced Solutions Consultant who thrives in new-logo acquisition and complex enterprise sales environments.
• You have a hunter mentality and enjoy pursuing opportunities where relationships, requirements, and solution strategies still need to be established.
• You are passionate about AI, AI-driven decisioning, and the practical application of AI to solve complex customer and business challenges.
• You understand how to move beyond feature-based demonstrations and lead customers through business discovery, strategic visioning, value definition, and solution strategy.
• You are comfortable engaging senior executives and connecting technology investments to strategic priorities and measurable business outcomes.
• You can make sophisticated AI and technical concepts accessible and compelling for both business and technical audiences.
• You are comfortable challenging conventional thinking and helping customers evaluate new approaches.
• You thrive in ambiguity and can help develop the strategy rather than simply respond to predefined requirements.
• You bring strong executive presence and can influence stakeholders across business and technology functions.
• You are strategic and consultative while remaining hands-on throughout the sales cycle.
• You are collaborative and can bring together sales, technical, partner, product, and services teams around a common customer strategy.

What You've Accomplished:

• 8+ years of experience in Solutions Consulting, Solutions Engineering, Value Consulting, Business Architecture, or a comparable customer-facing strategic technology role.
• Demonstrated success pursuing and winning new-logo enterprise opportunities, including experience supporting complex sales cycles from early-stage discovery through close.
• Strong experience with AI, AI-driven decisioning, machine learning, next-best-action, or related intelligent customer engagement technologies.
• Significant experience with value selling and value consulting, including business case development, value frameworks, ROI analysis, and executive storytelling.
• Experience leading strategic discovery and consulting engagements with senior business and technology stakeholders.
• Proven ability to translate complex AI and technology capabilities into measurable business outcomes.
• Experience shaping opportunities where requirements are not fully defined and helping customers establish the vision, strategy, value proposition, and path forward.
• Demonstrated ability to differentiate solutions and influence customer strategy within competitive enterprise sales environments.
• Experience working cross-functionally with Sales, Product, Engineering, Professional Services, Customer Success, and partner organizations to advance complex opportunities.
• The opportunity to work with leading technology to drive digital transformation and measurable business outcomes for customers.
• An innovative, inclusive, agile, flexible, and rewarding work environment.
• The opportunity to collaborate with a close-knit Specialist team with diverse industry, technology, and consulting backgrounds.
• Continuous learning and development opportunities.
• A competitive benefits program inclusive of pay and revenue-based bonus.

Pega Offers You:

• The opportunity to work with leading technology to drive digital transformation and measurable business outcomes for customers.
• An innovative, inclusive, agile, flexible, and rewarding work environment.
• The opportunity to collaborate with a close-knit Specialist team with diverse industry, technology, and consulting backgrounds.
• Continuous learning and development opportunities.
• A competitive benefits program inclusive of pay and revenue-based bonus.

Additional Information

Base salary range for this role is 140,400 - 213,900 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.

The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.

Job Category: Pre-Sales Consulting

Location: US - California - Remote

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.