Solutions Consultant

The Mid-Market Solutions Consultant serves as an industry and technical advisor in the pre-sales process. The Mid-Market Solutions Consultant will partner with the sales team to understand the needs of Affinipay’s customers, strategize on how to navigate our sales cycles, provide compelling value-based demonstrations, support sales reps in building proof of concepts, and ultimately support the Account Executives in closing business. The Mid-Market Solutions Consultant plays a pivotal role in navigating longer, more complex buying cycles with law firms and legal service providers of greater scale. This role combines a deep understanding of the legal industry with strong technical and communication skills to help prospects understand how AffiniPay services can best meet their needs. This role also demands a high degree of consultative selling, value engineering, and technical acumen. These consultants act as trusted advisors to prospects with more sophisticated requirements and multiple stakeholders. This role is expected to identify technical and process challenges, shape solutions, and partner closely with Sales, Product and Customer Success to ensure solution alignment and deal success.

Typical deals supported include law firms with 10+ staff members, often evaluating platform replacement or net-new digital transformation. These buyers require deeper solution tailoring, a longer evaluation period (30-120 days) and higher expectations around data migration, integrations, and onboarding guidance. Solutions Consultants for this deal profile need to anticipate how the legal industry shifts affect their customer needs and adjust their approach proactively. This individual commands credibility and trust with experienced legal professionals and executive buyers.

What You'll Do

• Partner with the Sales Team to articulate the overall AffiniPay value proposition, vision, and strategy to our prospective and current customers within the Mid-Market segment

• Facilitate technical discovery sessions that explore a firm’s operational maturity, integrations, security concerns, and growth goals

• Technically close complex opportunities through advanced competitive knowledge, technical skill, industry knowledge, and credibility

• Uniquely understand our customer’s problems and pain points unique to their size, with the ability to demonstrate and communicate the unique value our technical solutions offer

• Utilize industry knowledge and experience to craft custom demonstrations and value propositions by size, practice area, segment and persona

• Collaborate with Account Executives to manage multiple stakeholders and develop strategies for influence across legal, operations, and technology decision-makers

• Own product engagement with customers during the trial phase. Lead configuration strategy and trial/POC setup that mirror a firm’s live use cases and desired business outcomes. Communicate these business outcomes directly to the customer

• Act as a central point of contact for the sales team about product, product requirements in the legal space, technical integrations and business fit for our prospective customer

• Deliver product and technical demonstrations / presentations to potential clients while navigating nuanced objections with confidence, leveraging a blend of legal industry insight, platform knowledge and storytelling to advance stalled deals

• Support longer deal cycles that require multiple rounds of business case validation, IT/security reviews and cross-functional stakeholder alignment

• Maintain accurate notes and feedback in CRM regarding customer input both wins and losses

• Proactively engage and communicate with customers and software business/technical teams regarding product feedback, industry trends and competitive landscape

• Train sales team on demo techniques, providing guidelines, scripts and other resources to assist in the advancement of demo skills of the entire sales team

• Other duties as assigned

About You

• 2+ years of experience supporting mid-market or enterprise software sales cycles with 30+ day average closing time

• 2+ years of experience in the legal industry such as a paralegal, office administrator, legal clerk or other role

• Previous experience using MyCase preferred

• Familiarity with security, compliance and integration concerns common to small to medium sized professional service providers

• Ability to clearly communicate technical information

• Demonstrated ability to manage ambiguity in long-cycle sales processes involving multiple buyer personas, shifting priorities and competitive pressures

• Experience with sales methodologies such as Sandler, MEDDICC or Challenger

• Strong interest in learning new and challenging platforms

• Technical skills combined with significant social prowess

• Experience building ROI analysis or business cases tailored to mid-sized firms.

• Proven ability to present to and influence stakeholders across legal, finance, IT and executive levels. 

• Genuine passion for customer service and an ability to troubleshoot  in an unknown product ecosystem

• Ability to identify and learn new technology and skills without explicit guidance

• Capable of owning difficult situations all the way through to completion

• Willingness to develop technical skills outside of normal working hours

• This position is preferred to sit in Austin, TX