Solutions Consultant

• Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships.
• Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024.
• Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation.

• Lead product demonstrations and technical presentations to showcase solutions.
• Conduct workshops and advanced proof-of-value demos to highlight capabilities.
• Organise and manage software trials by defining success criteria and metrics, and monitoring progress during the trial process.
• Provide expertise on business impact, KPIs, and ROI calculations for customers.
• Collaborate with sales teams to assess pain points and compelling events that drive purchasing decisions.

• Participate in scoring and qualifying opportunities (Go/No-Go decision-making).
• Assist in identifying customer needs, use cases, and fit within existing tech stacks.
• Support RFP responses, technical documentation, and competitive analysis.
• Commercial & Deal Execution
• Collaborate with sales teams on quote preparation, pricing models, and proposal reviews.
• Engage with deal desk and approval processes for non-standard agreements
• Work with legal and finance teams on contract reviews and compliance.

• Ensure a smooth transition from pre-sales to customer onboarding and deployment teams.
• Support early-stage adoption and customer training to drive retention and success.

• Win rate improvement through strong pre-sales support.
• Customer satisfaction with demos and workshops.
• Reduced sales cycle times by addressing concerns upfront.
• Seamless handover to post-sales and onboarding teams.

• Strong maritime experience (seagoing, ship management, operations, crewing)
• Proven experience in leading product demonstrations, workshops, and proof-of-value engagements
• Ability to assess customer pain points, define use cases, and align solutions with business goals and KPIs
• Experience supporting opportunity qualification (Go/No-Go), RFP responses, and competitive analysis
• Demonstrated ability to drive customer satisfaction through tailored demos and early-stage onboarding support
• Proven cross-functional collaboration skills with Sales, Success, Product and Marketing
• Demonstrates ability to quickly understand and solve problems for a customer across maritime specialisms

• Experience with software implementation, system integration, or technical consulting.
• Ability to calculate and communicate ROI, business impact, and performance metrics.
• Experience in transitioning customers from pre-sales to post-sales and onboarding teams.
• Additional languages, especially those relevant to global maritime markets, are a plus

Originally posted on Himalayas