Principal Solutions Consultant

Responsive (formerly RFPIO) is the category leader in Strategic Response Management, helping global enterprises automate and orchestrate responses to RFPs, RFIs, security questionnaires, and due‑diligence requests. Our Agentic AI capabilities accelerate how revenue teams discover information, craft technical answers, and prove value to buyers.

About the role

We’re hiring a Principal Solutions Consultant to act as a senior player‑coach for Customer Expansion. You will combine master‑level storytelling, MEDDPICC discipline, and value selling with deep AI/Agentic AI expertise to unlock expansion across an installed base, drive value realization, and uplevel the SC team on AI. You’ll coach a pod of ~3–4 SCs while carrying your own IC coverage—leading adoption discovery, expansion plays, demos, and technically credible pilots/POCs that deliver measurable outcomes.

What You'll Do

• Own the technical motion for expansion opportunities (adoption discovery → value hypothesis → demo/pilot/POC → close) in partnership with AMs/CS; apply MEDDPICC to multi‑thread and build mutual close plan

• Quantify and communicate business outcomes tied to expansion modules and AI capabilities (revenue lift, risk reduction, operating efficiency

AI & Agentic AI Leadership (Team Upleve)

• Act as regional AI/LLM authority for expansions: identify in‑account AI use cases, design architectures (prompting, RAG, agent/tool orchestration), and ensure guardrails (privacy, safety, governance) meet customer standard

• Run AI coaching for your pod and the broader SC org; build a customer‑proof asset library (playbooks, demos, “leaves”) that scales expansion motion

• Partner with Demo Engineering/Programs to productize AI demo/pilot assets; instrument reuse and reliability to lower cycle time

Business Flow Mapping → AI Value (As‑Is → To‑B)

• Map the customer’s as‑is processes and user journeys; design the to‑be state that embeds AI at high‑leverage points with clear KPIs and ROI

• Create value realization plans and success criteria aligned with executive sponsors and operations leaders; track adoption and outcomes post‑sale

Demo, Pilot & POC Excellence (Time‑to‑Value)

• Tailor demos to the account context; run pilots/POCs with success metrics, time‑boxes, and change‑management plans to accelerate time‑to‑value and expansion conversion

• Coordinate Cloud/Infra, GTM Infosec, and Customer Success to navigate security reviews and deployment constraints

Program & Content Stewardship

• Curate high‑impact expansion narratives and objection handling; maintain proof libraries with quantified outcomes and reference

• Channel expansion feedback to Product/PMM for roadmap influence (especially on AI features, telemetry, governance

Player‑Coach Responsibilities

• Mentor a pod of ~3–4 SCs focused on expansion: call prep/debriefs, asset reviews, joint demos/pilots/POCs, competency certifications, and career coaching—while maintaining your own IC impact on priority account

Operate to Metric

• Improve time‑to‑qualified demo and expansion conversion %; increase demo/pilot reuse rate; raise pilot/POC→close; drive NRR/GRR; maintain accurate technical stages/risks in forecast; certify your pod in AI competency

What We're Looking

Requirements

• Master storyteller and value seller with strong command of MEDDPICC; aligns executive priorities with technical proof and quantified R

• Extensive presales experience (typically 10+ years) driving enterprise SaaS expansion with AM/CS partnerships; credible with C‑suite and operations leaders

• Deep Generative AI & Agentic AI expertise: prompting strategies, RAG patterns, agent/tool orchestration (function calling, tools), evaluation frameworks, and safeguards for privacy/safety/governance

• Fluency with model platforms and trade‑offs (e.g., OpenAI, Anthropic, Vertex AI, Bedrock), embeddings/vector stores (e.g., Pinecone, Qdrant, FAISS), and cost/performance tuning

• Proven demo/pilot/POC leadership with acceptance criteria, success metrics, and time‑boxes; able to accelerate time‑to‑value and expansion conversion

• Comfort guiding cloud/infra and enterprise security conversations (AWS/Azure/GCP, data residency, SOC 2/ISO 27001, GDPR

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