[Hiring] Solutions Consultant @120Water

Role Description

120Water 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 120Water, 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.
  • Take discovery deeper once the seller has covered the basics.
  • Determine key priorities for each persona in the buying and decision-making process.
  • Build relationships with advocates inside the utility.
• Workflow mapping and recommendations
  • Map a utility's current workflows and show how they would run on the 120Water platforms.
  • Bring asset management practice into the recommendation.
  • Scope technical offerings against pass/fail criteria.
  • Ground each recommendation in what's driving the purchase.
• Showing the value
  • Demonstrate the platform(s) against the utility's own workflows and priorities.
  • Use stories from comparable utilities to show how the recommended approach addresses each stakeholder's priorities.
  • Build the business case with the buyer.
  • Prep with sellers before each prospect meeting.
  • Document delivery and regulatory risk before a deal closes.
• On the function
  • Keep presales records current in our presales platform and HubSpot.
  • Contribute the technical reasoning to win/loss analysis on strategic deals.
  • Give feedback on templates, scoping criteria, and the sales process.
  • Bring what you hear in the field back to Product.

Your first 90 days

You’ll start by shadowing live deals while you build your grounding in the drinking water regulations we work with most, the states we sell into, and how utilities’ field and office workflows actually run. By the end of your first quarter, you'll be leading presales on commercial engagements alongside sellers.

How success is measured

• Leading the presales side of commercial engagements within your first quarter.
• Win rate and deal size on the deals you support.
• Technical outcomes recorded on every deal you close out.
• Deals you scoped entering delivery without a scope change or escalation.
• Commitments to customers and sellers tracked and met on the dates given.
• Process improvement feedback raised from your deals and acted on.

What good looks like

• Picks up deals at the Differentiate stage and partners with the seller.
• Tailors the demo and the story to the people on the call.
• Names the specific business outcome on each deal.
• Comfortable saying “I don’t know,” and curious enough to go find out.
• Recognizes when a deal needs to be escalated.
• Recommends against work that won’t deliver.
• Earns enough trust that sellers seek them out as a partner.

Skills that matter in this role

• Technical and regulatory
  • Platform fluency.
  • Systems thinking.
  • Technical judgment.
  • AI fluency.
  • Regulatory literacy.
  • Integration basics.
• Business and communication
  • Business acumen.
  • Translation.
  • Storytelling.
  • Writing.
• Interpersonal
  • Listening.
  • Trust.
  • Conviction.
  • Adaptability.
• Organization
  • Managing several active opportunities at once.
  • Following through on the dates given.
  • Documenting what works.

Experience we're looking for

• Required
  • 3+ years explaining technical or regulatory material to buyers or clients.
  • Working knowledge of drinking and waste water regulation.
  • Experience building a business case for a purchase.
• Preferred
  • Background in asset management for water utilities.
  • Working knowledge of APIs and system integrations.
  • Experience with GIS and work order or maintenance management systems.
  • Exposure to wastewater regulation under the Clean Water Act.
  • Experience with statistical sampling or predictive modeling.
  • Hands-on experience with Claude or a similar AI assistant.
  • Some coding or scripting experience.
  • A technical degree or equivalent technical sales experience.