Solutions Consultant

Stellic • San Mateo, CA

2d • $175,000 - $210,000

About The Position

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.

Requirements

• 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.

Responsibilities

• 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 AEs 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.
• 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.
• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior