DemandTec

Compensation

Full Description

Role Summary The Solution Consultant is the retail pricing and trade promotion business expert in our sales cycle. Working alongside Account Executives, you will shape opportunities from first discovery through close by translating the commercial challenges of retailers, CPG manufacturers, and their distribution partners into clear, differentiated value delivered through DemandTec solutions. You will lead tailored demonstrations, build business cases, and serve as a trusted advisor to executive and operational stakeholders. Key Responsibilities • Partner with Account Executives to qualify opportunities, develop account strategy, and drive pipeline through the full sales cycle. • Lead discovery sessions to understand customer business processes, pain points, and goals across category management, financial planning, and trade promotion management. • Deliver compelling live software demonstrations tailored to the customer's industry, role, and use case, and clearly articulate the business value behind each capability. • Develop value messaging, business cases, and ROI narratives that resonate with both executive and practitioner audiences. • Respond to RFIs and RFPs, and lead proof-of-concept and technical validation activities, including integration and data discussions with customer IT teams. • Present to senior stakeholders, including VP and C-level, and establish credibility as a trusted advisor. • Act as the voice of the customer by sharing market feedback, competitive intelligence, and feature requests with Product and Marketing. • Contribute to go-to-market enablement: demo environments, sales collateral, pitch decks, and training for sellers and partners. • Support field marketing events and trade shows, webinars, and partner or channel conversations as needed. • Follow company policies for confidentiality, including proper handling of customer and prospect information under NDAs. Required Qualifications • 5+ years of experience in pre-sales, solution consulting, or selling complex enterprise software solutions to Retailers and/or Consumer Packaged Goods (CPG) manufacturers, wholesalers, distributors, or brokers. • Deep domain expertise in commercial retail and CPG disciplines such as category management, financial planning, and trade promotion management. • Demonstrated experience delivering live software demonstrations and communicating solution value to both business and technical audiences. • Proven ability to run discovery and map customer requirements to software capabilities in multi-stakeholder, multi-month sales cycles. • Excellent presentation, storytelling, and written communication skills. • Strong analytical and problem-solving ability, with comfort discussing data, integrations, and architecture at a business level. • Willingness to travel up to 10-15% for customer meetings, events, and internal sessions. Preferred Qualifications • Hands-on experience with retail pricing, trade promotion management, joint business planning, revenue growth management, pricing, assortment, or demand planning platforms. • Experience with SaaS delivery models, analytics tooling, and common retail and CPG data sources (POS, syndicated, shipment, and ERP data). • Experience supporting channel or partner sales motions, including reselling or co-selling. • Prior hands-on experience as a category manager, trade marketing, or finance professional within retail or CPG is preferred. • Familiarity with CRM and sales-engagement tools such as Salesforce or HubSpot, and with demo and RFP management tools. • Bachelor's degree in business, finance, supply chain, or a related field, or equivalent experience. Success Measures • Contribution to pipeline progression and win rate on assigned opportunities. • Demo and discovery quality, based on customer and Account Executive feedback. • Timeliness and quality of RFP, RFI, and proof-of-concept deliverables. • Enablement contributions: reusable demo assets, messaging, and training content. Core Competencies Customer empathy, consultative selling, business acumen, executive presence, collaboration with sales, product, and marketing, and a bias toward clear, simple storytelling. Must be legally authorized to work in the United States without employer sponsorship, now or in the future. The company does not provide sponsorship for this position. Compensation and Benefits DemandTec provides a competitive base salary (DOE) plus bonus / variable compensation tied to achievement of stated goals and objectives. DemandTec also offers a comprehensive health benefits package (including Dental, Vision, Disability, HSA, etc.), a competitive 401(K) with company matching up to a competitive industry standard percentage of employees deferral, and unlimited paid time off subject to management approval.