Director, Solutions Consulting EMEA

At UserTesting, we are revolutionizing customer experience and experience research with our cutting-edge software and services. Our innovative solutions empower businesses to deliver exceptional, personalized experiences that foster customer loyalty and drive sustainable growth. We're looking for a talented Director of Solutions Consulting to join our leadership team and help shape the future of customer experience management for our clients.

The Director of Solutions Consulting will play a pivotal role in the sales process by leading and managing our presales team to deliver product expertise, solution demonstrations, and strategic guidance to prospective customers. This individual will be a key partner to the sales leadership team, collaborating closely with account executives, product teams, and other cross-functional stakeholders to ensure that our solutions meet customer needs and drive sales success. The Director of Presales will also be responsible for developing and executing strategies to improve presales operations, enhance customer engagement, and accelerate the sales cycle.

Key Responsibilities:

Team Leadership & Management:

• Lead, mentor, and develop a high-performing presales team to ensure they have the skills and tools to support the sales process effectively.

• Establish clear objectives, performance metrics, and professional development plans for presales team members.

• Foster a collaborative environment with sales, marketing, product, and customer success teams to align on customer needs and solution offerings.

Solution Expertise & Consultative Selling:

• Act as the product and technical expert, guiding sales teams and customers on how our platform can address specific business challenges and opportunities.

• Lead product demonstrations, presentations, and proof-of-concept engagements to showcase the platform’s capabilities and value proposition.

• Partner with sales teams to craft tailored solutions that meet the unique needs of each customer, ensuring alignment with business goals.

Customer Engagement & Relationship Building:

• Engage directly with prospects and customers to understand their requirements, pain points, and objectives, positioning our solution as the ideal fit.

• Develop and deliver customized, compelling proposals, presentations, and ROI models to support the sales cycle.

• Build strong, long-lasting relationships with key organizational stakeholders to build trust and drive successful outcomes.

Sales Enablement & Process Optimization:

• Collaborate with sales leadership and enablement to refine presales processes, ensuring alignment with the overall sales strategy and continuous improvement in efficiency and effectiveness.

• In partnership with sales enablement, create and maintain presales collateral, including demo scripts, competitive analysis, and solution materials.

• Provide feedback to product and marketing teams based on customer and market insights to shape product development and messaging strategies.

Strategic Planning & Reporting:

• Contribute to the development and execution of go-to-market strategies, including identifying key industries, verticals, and prospects for targeted outreach.

• Analyze and report on presales performance metrics, such as demo-to-deal conversion rates, win rates, and customer feedback.

• Assist in sales forecasting and pipeline management to ensure accurate and timely reporting to executive leadership.

Qualifications:

• Bachelor's degree in Business, Marketing, Customer Experience Management, Computer Science/Engineering, or a related field (MBA or advanced degree preferred).

• 8+ years of experience in presales, solution engineering, or technical sales roles, with at least 3 years in a leadership position.

• Proven experience selling and supporting customer experience programs, CRM, or SaaS solutions to mid-market and enterprise clients.

• Strong understanding of the customer experience landscape, including key trends, challenges, and technologies.

• Excellent communication, presentation, and interpersonal skills, with the ability to influence and build relationships at all levels of an organization.

• Ability to manage multiple stakeholders and competing priorities in a fast-paced environment.

• Strong analytical skills and experience using data to drive decisions and optimize performance.

• A track record of success in a presales or solution consulting role, with a demonstrated ability to drive customer engagement and sales outcomes.

UserTesting is an Equal Opportunity Employer and a participant in the U.S. Federal E-Verify program.  Women, minorities, individuals with disabilities and protected veterans are encouraged to apply.  We welcome people of different backgrounds, experiences, abilities and perspectives.  UserTesting will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance, as applicable.