Why join our Solution Consulting team?

Five years ago, a solution consultant’s (or pre-sales) impact was largely domain knowledge: how the product worked, the answer to a technical question, a tailored demo. Because that knowledge was scarce, it made sense to hold it in specialised teams.

Roles in SaaS are changing, and I’ve seen this happen across our own engineering, product and design teams - where AI has blurred the lines between roles to the point that the people building our product increasingly do a bit of all three. AI and easier access to knowledge are accelerating a trend we were already seeing, which is AEs being able to self-serve in areas that would historically have sat with solution consulting. Our GTM team can ask Claude, which is connected to our Notion, Granola and HubSpot - and get most of what a solution consultant used to carry around in their head.

That’s good news for everyone.

The role now shapes how businesses drive transformational decisions more than it ever has done before. When product knowledge is a Claude prompt away, what sets a solution consultant apart is judgement: reading the room, building trust, and guiding an organisation through a decision that procurement, finance, legal and risk will each view differently - often under pressure. Our job is to bring clarity to some of the largest and most complex organisations, and that is where these set of skills & behaviours become so impactful.

In our world, commercial instinct means understanding how a business actually operates, how technology gets implemented / scaled successfully inside it, and how its different teams each work - with their own processes, tools and priorities that don’t always line up. It takes domain expertise, the kind an executive team would historically have expected from the ‘Big Four’.

Roles are blurring, and at Omnea - the best AEs are mini solution consultants, and the best solution consultants are mini AEs.

“Building out Omnea’s U.S. business is one of the biggest opportunities I’ve had in my career. The U.S. is the largest software and AI market in the world, and expanding into it is the next major chapter for Omnea. It’s a bold ambition, and the growth potential is enormous. The go-to-market team is incredibly talented and driven, and you’ll be alongside some of the smartest people I’ve come across.”

Christopher Goertzen, Founding US Solutions Engineer

What exceptional looks like at Omnea

Exceptional solution consultants work more like management consultants than product specialists. They work out how a customer’s process runs today, go into the room with an opinion on how it should run, and shape the decision with the people who have to make it.

That comes down to staying calm and credible under pushback, flexing your style for an IT stakeholder or the C-suite - and reading the politics of a room. Core skills such as discovery, POCs, RFPs and technical questions still matter - and everyone of our new joiners complete an accreditation programme in their first four weeks. But these are table stakes, not differentiators.

Choose your difficult

The honest version is that the job of a solution consultant is complex, intense and often ambiguous. That’s why when we hire, we index on attitude and ceiling rather than experience, and we don’t look for procurement backgrounds. The industry, product and personas can be taught; what we can’t easily teach is the drive to keep going when it gets difficult, the grit to stay with it, and a willingness to learn from the people around you.

That difficulty is also the opportunity.

The industry Omnea operates within is at an inflection point & is rapidly evolving. People joining now won’t slot into a finished structure; they’ll have the opportunity to build it from ground-up. When I joined as the first consulting hire, there was no clear picture of what solution consulting should be at Omnea, so I had to define the role and make the case for a whole function around it.

"The best part of the role is that everything happens at once. I’m working hands-on with procurement and finance teams on some of their toughest problems, taking what we learn straight back into the product, and helping scale our Solutions Consulting team as we grow. And I get to do it at the centre of one of the most talented go-to-market teams out there."

Christian Cambridge, Lead Solutions Consultant

Much of what we've put in place since has been right for the moment even though we knew it wouldn't scale, and that's fine. The way we engage and align with go-to-market, our processes and playbooks, and even what exceptional looks like for a solution consultant are all changing constantly, so we have to reinvent ourselves again and again as the business grows.

Looking back at my career, I think you have to choose your difficult.

Easier work in slower environments brings its own challenges, with less to stretch towards and slower personal growth. I'd much rather take this kind of hard, working with exceptional & smart people solving difficult problems together - and it's been career defining & incredibly rewarding.

See our open roles on the Careers page.