About this role
Principal solution consultant leading presales for complex federal government opportunities, shaping enterprise SaaS strategy, and articulating ROI/value engineering to agencies and sellers.
Key Responsibilities
- Own federal solution strategy for complex opportunities; Lead enterprise federal capture and expansion; Align cross-functional teams around a shared POV; Develop scalable ROI/value engineering frameworks; Translate customer insight into action for roadmap and GTM readiness
Technical Overview
Role emphasizes strategic presales, value frameworks, and public sector transformation; collaboration with Sales, Product, Security, and Professional Services; focuses on enterprise-scale engagements and GTM readiness.
Ideal Candidate
The ideal candidate is a senior presales/consulting professional with 10+ years of experience in enterprise SaaS, focused on federal/public sector engagements, ROI/value engineering, and strong executive-level communication to influence decision-makers.
Must-Have Skills
10+ years presales/consulting/solution architecture/enterprise SaaS strategyExperience operating inside or adjacent to federal agenciesOwnership of complex opportunities from discovery through design and alignmentExecutive-level communication skillsExperience applying ROI frameworks/value engineeringInternal thought leadership through reusable frameworks/templatesMentorship and standards setting in presales or GTMDeep understanding of public sector challenges and transformation
Nice-to-Have Skills
Experience shaping demand and internal IPReusable frameworks/templates or enablement assetsGTM and capture strategy experience
Required Skills
principal solution consultantpresalessolution consultingenterprise SaaSROI frameworksvalue engineeringexecutive-level communicationstakeholder managementfederal agenciespublic sectorpolicydigital transformationmultiyear engagementsaccount strategygo-to-market readinesscapture strategyinternal intellectual propertytemplatesmentorshipleadership
Hard Skills
presalessolution consultingenterprise SaaSROI frameworksvalue engineeringexecutive-level communicationstakeholder managementfederal agenciespublic sectorpolicydigital transformationmultiyear engagementsaccount strategygo-to-market readinesscapture strategyinternal intellectual propertytemplatesmentorshipleadershippartnering with SalesProductSecurityand Professional Services
Soft Skills
communicationmentorshipleadershipcollaborationcuriosityempathyintegrityproblem-solving
Keywords for Your Resume
principal solution consultantpresalessolution consultingenterprise SaaSROI frameworksvalue engineeringexecutive-level communicationstakeholder managementfederal agenciespublic sectorpolicydigital transformationmultiyear engagementsaccount strategygo-to-market readinesscapture strategyinternal intellectual propertytemplatesmentorshipleadership
Deal Breakers
Lack of federal government experience, Less than 10 years in presales/consulting, No ROI/value engineering experience
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