Solutions Consultant

Job Description

A Solutions Consultant (SC) at Litera works side by side with the customer success managers and sales teams on the front line in support of positioning the value of Litera products, demonstrating possibilities on the past sales part of the process. Solution Consultants will listen and ask questions seeking to understand how our solutions can address challenges faced by customers and their end users, and tailor demonstrations to showcase how we do address their business needs and drive outcomes. Solution Consultants are sought after technical, subject matter experts who deliver advice throughout the sales process. They are also uniquely positioned to provide insights back to the business on market trends and go-to-market opportunities which help inform our product strategy, positioning, and big picture direction. Occasionally travel is required to attend meetings and or conferences face-to-face and often seen as one of the perks in the role.

A Day in the Life

• Validate customer pain points and needs by delivering both in person and virtual to-the-point, specific product demonstrations

• Translate tech-speak into value-based discussions for c-level executives, influencers, end user advocates

• With the tools, resources, and freedom to come up with tailored demo experiences for our customers.

• Facilitate and support evaluations/Proof of Concepts to ensure a successful outcome

• Develop a collection of customer stories from previous experiences and historical stories from the team.

• Ensure a seamless transition from the pre-sales process to post-sale delivery

• Work with different areas of the business daily to deepen their knowledge of the market, our products, and what matters most to our customers.

• Engage end users who are active in a deal process to provide best practice guidance

• Develop account specific programs to drive end user engagement, maximize product adoption and deliver value as a measure of ROI

• Deliver presentations for just one to many demonstrating the value of and how to use Litera Transaction Management to replace manual, tedious processes

• Gather feedback direct from end users to enhance the product direction

• Establish champions, identify advocates, and network for practice area for referrals

• Influence transformational change in the way lawyers work in practice

• Work on key deliverables such as use cases and success plans

About You

• 2 years + experience in solutions consulting or role with product ‘best practice advisory’ facets, preferably within a legal organization

• Highly adaptable, quick thinker and inquisitive

• Strong presentation, oral and written communication skills

• Ability to teach and tell a story in a concise way

• Technically competent with interest and passion for ongoing learning

• Curiosity to understand a workflow you haven’t seen before

• Ability to listen, empathize, and translate tech-speak into value-based discussions

• A keen attention to detail, strong organization skills, and ability to manage several moving pieces and parts

Key Accountabilities

• The operational subject matter expert for Litera product(s) — the go-to for in operation technical use cases, features and functionality

• Works closely with the CRM … parachutes in as required to drive user adoption of products (outside of CRM expertise)

• Using deep knowledge of their products and users to build adoption assets.

• Analyses user data, product telemetry, knowledge of customers and personas to create new use cases, education opportunities, ongoing demonstrations which enable value-based discussions and ongoing alignment to original reason for purchase

• Creates adoption plans for customers … monitors and tracks progress against success metrics, including delivering training

• Proactively monitors customer data (GainSight, Support tickets, CSAT, NPS) to be leveraged for adoption or upsell conversations

• Shares intelligence with internal Litera stakeholders (KAM, SA, CRM)

Key Capabilities:

• Domain Expertise: Strong background in either legal or legal technology industries – able to translate experiences to communicate value for customers

• Presentation Skills: An engaging presenter and storyteller, able to use a variety of tools to demonstrate features and benefits of products

• Customer Service Orientation: demonstrates a desire to help those they're supporting

• Highly organised: can manage their time an