Solutions Consultant

120Water • US,

5d • Remote

About The Position

120Water helps water utilities run compliance programs and manage related assets and operations, including service line inventories, sampling programs, field data collection, integrations, and statistical and predictive methods for classifying unknown service lines. The Solutions Consultant serves as the technical and regulatory expert in sales conversations, partnering with sellers to connect regulations, utility operations, and 120Water’s platform. This is a presales role; implementation and ongoing service are handled by the Services and Client Success teams.

The role maps utilities’ current workflows, recommends how those workflows could operate using 120Water products and offerings, and communicates the value of the approach to stakeholders involved in purchase decisions. The consultant supports complex opportunities through discovery, technical and regulatory evaluation, recommendations, demonstrations, business-case development, risk documentation, and handoff. They also maintain presales records, contribute to win/loss analysis, improve the sales process, and relay customer and market feedback to Product.

During the first 90 days, the consultant shadows active deals while learning relevant drinking water regulations, states served, utility workflows, and the software and tools utilities use. By the end of the first quarter, the consultant is expected to lead presales on commercial engagements alongside sellers. Strategic work with investor-owned utility groups, engineering firms, and state agencies follows as expertise develops.

Requirements

• At least 3 years explaining technical or regulatory material to buyers or clients, ideally in presales or solutions engineering; experience in engineering consulting, utility operations, regulatory compliance, or B2B software client success also applies.
• Working knowledge of drinking water and wastewater regulation, or a track record of quickly learning a complex regulatory framework and applying it accurately.
• Experience building a business case for a purchase that the buyer was not required to make.
• Ability to understand utility workflows, data, stakeholders, and how operational changes affect connected systems.
• Ability to assess whether a technical offering is applicable and feasible given utility operations, available data, and applicable state and federal requirements.
• Ability to read regulations or state guidance and apply them to specific systems, checking uncertain information before presenting it as fact.
• Understanding of APIs and data exchange sufficient to scope integrations and recognize when a one-time import would better serve a customer.
• Ability to build ROI and cost-of-waiting cases for utility decision-makers.
• Ability to explain recommendations to different audiences, use comparable-utility examples, and write scoping summaries and proposal sections that others can act on.
• Strong listening, relationship-building, judgment, adaptability, organization, and follow-through across multiple active opportunities.
• Ability to use AI to build tools, draft proposals and summaries, and analyze utility and deal data, while reviewing and refining generated work before sharing it.

Nice To Haves

• Background in water utility asset management, including inventories, condition and risk assessment, maintenance programs, and capital planning; experience may be from a utility, engineering firm, state agency, or asset management software company.
• Working knowledge of APIs and system integrations, including data movement between systems and the process of scoping and supporting an integration.
• Experience with GIS, particularly ESRI, and work order or maintenance management systems such as Cityworks.
• Exposure to wastewater regulation under the Clean Water Act.
• Experience with statistical sampling or predictive modeling.
• Hands-on experience using Claude or a similar AI assistant in day-to-day work.
• Some coding or scripting experience, such as Python or SQL; helpful but not required.
• A technical degree, such as engineering, GIS, or computer science, or equivalent technical sales experience.

Responsibilities

• Partner with sellers on strategy for complex and multi-product opportunities, including confirming technical fit, developing key stories, planning call roles, and addressing technical and regulatory objections.
• Conduct deeper discovery, typically at the Differentiate stage, to understand how a utility’s work operates, what data it collects and where it resides, reporting needs, and process challenges.
• Identify the priorities of the primary contact, economic buyer, and other stakeholders involved in utility purchasing decisions.
• Build relationships with internal utility advocates and equip them to make the case for the recommended approach.
• Map utilities’ current workflows and show how they could operate using 120Water platforms and offerings, including Asset Compliance, Water Quality, 120Field, the 120Connect API, statistical analysis, and predictive modeling.
• Incorporate asset management practices into recommendations, including asset inventories, maintenance and replacement planning, and connections to GIS and work order systems.
• Scope technical offerings against pass/fail criteria and recommend against work when the utility’s circumstances do not support it.
• Ground recommendations in the buyer’s objectives and relevant regulations, consulting regulatory advisors when uncertain.
• Demonstrate platforms using utilities’ workflows and priorities, standard demo environments, and examples from comparable systems.
• Use examples from comparable utilities to show how recommendations address stakeholder priorities.
• Build business cases with buyers, including current process costs, the cost of waiting, and expected changes after implementation.
• Prepare with sellers before prospect meetings to align on discovery and meeting roles.
• Document delivery and regulatory risk before deals close and hand off a complete record of commitments.
• Keep presales records current in the presales platform and HubSpot, including engagement status, presales stage, and technical outcome; record product gaps with deal and revenue context.
• Contribute technical reasoning to win/loss analysis on strategic deals.
• Provide feedback on templates, scoping criteria, and sales processes to support improvement.
• Share field feedback with Product, including product gaps, edge cases, and buyer reactions to new offerings.
• Shadow live deals and build knowledge of relevant drinking water regulations, sales states, utility workflows, and the tools utilities use during the initial 90 days.
• Lead presales on commercial engagements alongside sellers by the end of the first quarter and take on strategic engagements as expertise develops.
• Record technical outcomes and reasons for deals, meet commitments by the dates given, and raise process-improvement feedback based on deal experience.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed