Solutions Consultant

Stellic; San Mateo (CA); On-site; USD 175,000 - 210,000; Full time

Job summary

Stellic is seeking a Solution Consultant to own demos, prove value, and defeat alternatives across 100+ university partnerships. You’ll partner with Account Executives to tailor demonstrations for Provosts, CIOs, Registrars, and InfoSec leads, spanning new logos and expansions.

The role emphasizes MEDDICC-driven discovery, competitive strategy, and seamless pre-sales-to-implementation handoffs. You are a storyteller comfortable translating complex integrations (SIS, SSO, LMS, data warehousing)

Qualifications

• 4+ years in a Solution Consultant, Sales Engineer, or Solutions Architect role in enterprise SaaS, ideally with higher-ed experience.
• Ability to deliver compelling, persona-specific demonstrations of complex software.
• Familiarity with consultative/value-selling methodologies (MEDDICC, etc.).
• Bachelor’s degree or equivalent professional experience required.

Responsibilities

• Build and deliver discovery-grounded demos for new logos and expansion deals.
• Guide AEs on credibility, value, objections, and buying velocity.
• Tailor demos to room personas using relevant language and references.
• Lead Proof of Value activities to drive buyer preference.
• Own technical conversations with CIOs, IT Directors, and data teams.
• Coordinate handoffs to ensure post-sale implementation success.

Skills

Solution Consultant

Sales Engineer

Solutions Architect

Enterprise SaaS

Higher-ed experience

Story-driven demos

MEDDICC

Demos & value selling

Cross-functional collaboration

Data integration discussions

Education

Bachelor’s Degree or equivalent

Tools

Google Workspace

HubSpot

demo environments

Notion

AI tooling (ChatGPT, Claude)

Job description

We’re building a future where every student can move through their education with clarity, confidence, and purpose. Our platform transforms the student experience, giving them the tools they need to make the right decisions about their degree plans, track their journey, and build an education and career path that’s truly their own.

Stellic is a growth stage startup backed by leading social impact investors, partnering with more than 100 institutions, including institutions like Cornell, Columbia, MIT, UVA, and the Ohio State. Stellic supports over 1.5 million students across 7 countries. As we scale to serve more universities worldwide, we remain deeply committed to this mission, driven by our values, and committed to building a high-performance team that’s here to make a lasting difference on both students’ lives and higher education.

The Role

We’re looking for a Solution Consultant (SC) to be the technical and product authority on every strategic sales opportunity. Partnering directly with our Account Executives and Partner Strategy Leads, you’ll own the demo, prove value, displace competition, and clear the technical objections, moving higher ed buying committees from interested to committed. The role spans new logo deals (12-month average sales cycle, ~$150K ACV) and expansion opportunities across our 100+ university partners. You will engage wherever we need to prove that Stellic can uniquely address an institution’s future state and is the right vendor to deliver it.

In higher ed, the cost of getting degree management wrong is measured in advisor capacity, audit accuracy, time-to-degree, and graduation rates. A generic product walk-through doesn’t move a Provost, a CIO, a Registrar, and an InfoSec lead in lockstep to a decision. A demo that is based in discovery, specific to the personas, and aware of the competition does. The SC’s job is to deliver that demo every time, and to defeat every alternative on the table — including the status quo, ERP-native tools (Banner/DegreeWorks, Workday Student, PeopleSoft), home-grown audit builds, and competing budget priorities.

If you’re a natural storyteller who can move from a SQL-level integration conversation with an IT Director to a four-year-graduation-rate conversation with a Provost in the same hour, with a focus on outcomes and building momentum, we want to hear from you.

What You’ll Do

Demos & Proof of Value

• Build and deliver discovery-grounded vignette demos for both new-logo prospects and existing partners evaluating expansion across the school or into other Stellic modules.
• Partner with and guide AE’s on the best strategies to establish credibility, prove value, address objections, and accelerate the buying process.
• Tailor every demo to the personas in the room using language, examples, and reference institutions that are relevant.
• Lead appropriate Proof of Value activities that drive buyer preference.

Competitive Strategy

• Develop and maintain Stellic’s competitive intelligence against DegreeWorks, uAchieve, EAB Navigate, Civitas, home-grown audit tools, ERP-native solutions, and the status quo (always a competitor).
• Help the AE select and execute the right competitive strategy on each deal, reflecting our positioning, buyer priorities, and realistic alternatives.
• Set and spring competitive traps in coordination with the AE and champion.

Technical Integrations & Higher Ed IT Ecosystem

• Own the technical conversation with CIOs, IT Directors, InfoSec leads, integration owners, and data teams.
• Develop and maintain deep working knowledge of the higher ed IT stack: SIS platforms (Banner, Ellucian Colleague, PeopleSoft, Workday Student), authentication (SAML/SSO, Shibboleth, CAS), LMS integrations (Canvas, Blackboard, D2L), data warehouses and ODS, and IPEDS / state reporting flows.
• Clear IT and InfoSec objections early as they are a veto, not a champion, and unresolved technical concerns are the most common late-stage deal killer in higher ed.
• Translate institutional integration realities into a credible implementation narrative that the Partner Success and Implementation teams can deliver against — pre-sales commitments are scoped to be deliverable post-sale.

Cross-Functional Partnership

• Co-own the MEDDICC scorecard with the AE on every deal >$100K — specifically the Decision Criteria, Decision Process, Identify Pain, and Competition dimensions.
• Feed product gaps, requested features, and competitive signal to Product Management with quantified deal impact, not anecdote.
• Coordinate handoff to Partner Success so the institutional context, technical commitments, and value hypothesis travel cleanly from sale to implementation.
• Continuously build out the shared vignette library, persona-specific demo scripts, technical reference assets, and competitive battle cards so every rep on the team gets better every quarter.

Who You Are

• 4+ years in a Solution Consultant, Sales Engineer, or Solutions Architect role in enterprise SaaS ideally with high-ed experience.
• Demonstrated ability to deliver compelling, story-driven, persona-specific demonstrations of complex enterprise software, versus feature walk-throughs.
• Working fluency in the higher ed IT ecosystem: SIS platforms, integration patterns (REST, SOAP, SFTP, ETL, real-time vs. batch), SSO and authentication, data warehousing, and the realities of institutional change management.
• Strong grasp of competitive selling, including personally building battle cards, running win/loss analyses, and strategizing with AEs to win against entrenched incumbents.
• Comfort engaging across altitudes, switching from a technical conversation with an IT director to an outcomes conversation with a Provost without sounding like a different person.
• Resourceful and comfortable navigating ambiguity. E.g you can run discovery solo, build a custom demo overnight, and recover from a tough question in a live room.
• Bias toward outcomes over activity — you measure yourself in pipeline advanced, deals won, and competitive displacements, not demos delivered.
• Familiarity with consultative / value-selling methodologies (MEDDICC, business case discovery, vignette demos, Mutual Action Plans, Three Whys) is a strong plus.
• Passion for higher education and student success.
• Proficient with Google Workspace, HubSpot or comparable CRM, demo environments, Notion, and latest AI tooling (e.g., ChatGPT, Claude).
• Bachelor’s Degree or equivalent professional experience, required.
• Travel up to 20% to support discovery visits, customer demos, executive briefings, conferences, and team offsites.

Stellic is an Equal Opportunity Employer

Our company values diversity and believes diverse teams make innovation possible. We encourage all qualified applicants from any race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or other characteristics to apply.

Compensation Range: $175K - $210K