Solutions Consultant

Reports to:

VP of Revenue Operations, with day-to-day direction from the Principal Solutions Consultant

Location:

Remote (US)

Department:

Revenue Operations

About the role

120

Water helps water utilities run compliance programs and manage the assets and operations around them, from service line inventories and sampling programs to field data collection, integrations, and statistical and predictive methods for classifying unknown service lines. The Solutions Consultant is the technical and regulatory expert in the sales conversation.

You’ll work alongside sellers on deals where the regulation, a utility’s day-to-day reality, and our platform all have to fit together. You’ll map how a utility’s work runs today, recommend how it should run on 120

Water, and show each person involved in the decision how that addresses what they care about most. This is a presales role. Implementation and ongoing service belong to our Services and Client Success teams.

What you'll do:
Deal strategy and discovery

• Partner with sellers on strategy for complex and multi-product opportunities: confirming technical fit, crafting key stories, planning who covers what on each call, and working through technical and regulatory objections before they stall a deal.

• Take discovery deeper once the seller has covered the basics, typically when a deal reaches the Differentiate stage. Get underneath the stated requirement to how the utility’s work actually runs: who collects what, where the data lives, what gets reported to whom, and where the process breaks down.

• Determine key priorities for each persona in the buying and decision-making process. The primary point of contact, the economic buyer who signs off, and other influencers (field crews, IT, a consulting engineer, a council or board) usually care about different things, and the recommendation has to answer all of them.

• Build relationships with the people inside the utility who will advocate for the approach internally, and equip them with what they need to make the case.

Workflow mapping and recommendations

• Map a utility's current workflows and show how they would run on the 120
  
  Water platforms and offerings (Asset Compliance, Water Quality, 120
  
  Field, the 120
  
  Connect API, statistical analysis, and predictive modeling). The work is process and configuration mapping, not software development or front-end design.

• Bring asset management practice into the recommendation: how the utility inventories, maintains, and plans replacement of its distribution system assets (e.g., service lines, mains, hydrants, meters, valves), how that work connects to its GIS and work order systems, and where 120
  
  Water fits as we add asset types beyond service lines.

• Scope technical offerings against pass/fail criteria. For example, judging whether a utility's unique situation supports a predictive model, and recommending against the work if not.

• Ground each recommendation in what's driving the purchase. Some buyers need to meet a regulatory requirement, some want to fix an inefficient operation, and some are building toward an ideal future state. When regulation is the driver, work from the regulation directly and confirm with our regulatory advisors when uncertain.

Showing the value

• Demonstrate the platform(s) against the utility's own workflows and priorities, using our standard demo environments and examples from systems like theirs.

• Use stories from comparable utilities to show how the recommended approach addresses each stakeholder's priorities, so the outcome feels concrete before they buy.

• Build the business case with the buyer: what the current process costs, what waiting costs, and what changes after implementation. This matters more each year as purchases shift from meeting a deadline to improving how…