Manager, Solutions Consulting – HME & Healthcare Technology

Manager, Solutions Consultant

The Manager, Solutions Consultant is responsible for leading a team of high-performing solution consultants while actively supporting the sales organization by delivering compelling, value-driven product demonstrations and technical expertise. This role bridges sales, product, and client success, ensuring that prospects and customers clearly understand how Brightree solutions drive measurable outcomes - reducing manual work, improving patient engagement, and accelerating revenue cycles.

Additionally, this leader will evolve the organization from a traditional demo-driven approach to a more consultative, solution-focused engagement model that improves customer experience and increases win rates.

• Lead, coach, and develop a team of Solutions Consultants supporting Brightree's portfolio (e.g., Mobile Delivery, IDA, eForms, Patient Hub, eFax, Advanced Analytics, etc.)
• Establish performance expectations, KPIs, and continuous improvement plans
• Conduct regular deal reviews, call coaching, and structured demo feedback sessions
• Build playbooks and standardize modern demo strategies across the team
• Coach teams on discovery-led, consultative demo approaches vs. traditional "show and tell"
• Partner with Sales Leadership to align on pipeline priorities and resource allocation

• Partner with Account Executives to develop winning strategies for complex opportunities
• Lead and support discovery conversations to uncover operational inefficiencies, workflows, and business drivers within HME/DME and Pharmacy Infusion organizations
• Translate client challenges into tailored Brightree solutions with clear ROI and measurable outcomes
• Deliver high-impact, outcome-focused product demonstrations tied directly to customer pain points
• Support RFP/RFI responses and technical validations
• Elevate the sales cycle from "demo-driven" to solution-based storytelling and value realization

• Serve as a subject matter expert across Brightree's solution suite
• Ensure all messaging is accurate, compliant, and aligned with real-world workflows and product capabilities
• Communicate differentiated value vs. competitors
• Position automation-first workflows that eliminate redundancy and improve scalability
• Guide the team to present solutions aligned to customer roles (executive, operational, billing, clinical stakeholders)

• Partner with Product Management to relay market feedback and influence roadmap priorities
• Align with Implementation and Client Success teams to ensure smooth post-sale transitions
• Collaborate with Marketing on demo assets, competitive positioning, and event strategy
• Support industry events, conferences (e.g., Medtrade, VGM, NHIA), and webinars
• Partner on product launches and enablement efforts across the organization

• Track and report on team performance metrics (win rates, demo conversion, deal velocity)
• Maintain consistent CRM hygiene and documentation
• Optimize demo environments, scenarios, and use cases for different buyer personas
• Evaluate and modernize demo tools and platforms (e.g., interactive demos, guided walkthroughs)
• Identify opportunities to scale the function through tools, automation, and improved processes

• 7+ years of experience in pre-sales, solutions consulting, or healthcare technology
• 2+ years of experience leading, coaching, or mentoring a team
• Strong understanding of consultative selling and value-based demonstration methodologies
• Deep knowledge of HME/DME workflows, revenue cycle, and compliance requirements
• Proven ability to support complex, multi-stakeholder sales cycles
• Strong communication skills with the ability to influence both executives and operational users
• Experience translating technical capabilities into business outcomes and ROI

• Experience with Brightree or similar platforms (e.g., HME software, EMR, RCM solutions)
• Background in workflow automation, document management, or patient engagement technologies
• Experience building scalable demo frameworks and sales playbooks
• Familiarity with competitive landscape and…