解决方案顾问
Solutions Consultant
关于Wellspring
Wellspring Worldwide, Inc. 是一家领先的基于网络的软件系统提供商，为大学、公司、政府机构和独立实验室提供研究管理、技术商业化和创新运营的解决方案。自2003年成立以来，Wellspring 已发展为全球超过500家组织提供服务，包括财富500强企业、中小企业、医院和大学。公司的旗舰产品——Evolve、Astria、Sophia 和 Flintbox——使组织能够管理整个创新生命周期，从发现和知识产权管理到商业化和知识转移。
业务拓展代表（BDR）是推动销售漏斗顶端增长的核心力量。你将负责完整的潜在客户开发流程——从识别和获取目标联系人，到将其引入多渠道外呼活动，通过早期对话培育潜在客户，并将接触转化为合格的销售线索。你还将作为潜在客户首次接触到的人，快速响应以捕捉意向，并与客户经理紧密合作，安排、执行并推进初步电话会议。你的产出以销售合格线索（SQLs）和带来的销售线索金额来衡量。
核心职责
作为解决方案顾问，你是欧洲地区企业客户经理的技术和战略合作伙伴。你负责每笔交易中“为什么这对您重要”的部分——将客户的组合和创新挑战转化为一个有说服力、可信的愿景，展示Wellspring所能实现的内容，并以一种能促使高管决策的方式呈现。
你将花时间深入研究客户，与高级利益相关者进行初步探讨，并创建和交付定制化的演示，讲述一个故事而不是罗列功能。你将与销售、产品和服务团队紧密合作，在一些全球最大、最复杂的企业的多利益相关方交易中赢得胜利。
这是一个将售前工作视为一门技艺的角色：既是策略家，又是讲故事的人，也是领域专家。
你会做
- 像分析师一样研究客户。在任何一次对话之前，建立对客户业务的真实理解——他们的组合策略、产品路线图、组织结构、公开承诺以及驱动他们行业的压力。将这些研究转化为Wellspring创造价值的假设。
- 引导咨询型初步探讨。进行深入的初步探讨，了解客户需求和痛点。
查看英文原文
About Wellspring
Wellspring Worldwide, Inc. is a leading provider of web-based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company’s flagship products—Evolve, Astria, Sophia & Flintbox—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.
The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered.
Core Responsibilities
As aSolutionsConsultant, you are the technical and strategic partner to our enterprise account executives across Europe. You own the "whythis matterstoyou" of every deal — translating a customer's portfolio and innovation challenges into a compelling, credible vision of what Wellspring makes possible, and demonstrating it in a way that moves executive stakeholders to act.
You will spend your time researching accounts deeply, running discovery with senior stakeholders, and building and delivering tailored demonstrations that tell a story rather than list capabilities.You'llwork shoulder-to-shoulder with sales, product, and services to win complex, multi-stakeholder deals inside some of the largest and most sophisticated enterprises in the world.
This is a role for someone who thinks of pre-sales as a craft: part strategist, part storyteller, part domain expert.
Whatyou'lldo
- Research accountslikean analyst.Before a single conversation, build a genuine understanding of the customer's business — their portfolio strategy, product pipeline, organizational structure, public commitments, and the pressures driving their industry. Turn that research into a hypothesis about where Wellspring creates value.
- Lead consultative discovery.Run discovery sessions with large, cross-functional groups and senior stakeholders. Ask the questions that surface the real problem beneath the statedone, andearn the right to be seen as an advisor rather than a vendor.
- Sell through storytelling.Frame every demonstration as a narrative the customer sees themselves in — anchored to their strategic priorities, their language, and their people. Make the abstract concrete and the complex simple.
- Build tailored demos.Design and construct bespoke demonstrations that reflect the specific customer, use case, and stakeholders — not a generic sandbox. Bring account research directly into the demo environment so what the customer sees feels built for them, because it was.
- Present to executives.Command a room of senior decision-makers — VPs and C-level in R&D, innovation, engineering, and IT — with credibility, clarity, and presence. Handlehard questionsin real time.
- Own the technical win.Lead technical evaluations, proofs of concept, and responses to RFPs/RFIs. Address security, integration, and architecture questions in partnership with product and services.
- Be a two-way conduit.Bring the voice of the customer back to product and go-to-marketteams, andhelp sharpen how Wellspring positions itself in the strategic portfolio management category.
- Travel to where the deals are.Roughly 25%travel across Europe (and occasionally beyond) for key customer meetings, workshops, and events.
Whatyou'llbring
- Enterprise pre-sales / solutions consulting experienceselling complex B2B SaaS to large enterprises, ideally with long, multi-stakeholder sales cycles.
- A genuine talent for storytelling and demonstration— you can take a complex platform and make it land as a clear, resonant narrative for a specific audience.
- Strong consultative discovery skills—you'recomfortable leading conversations with large groups and senior executives, and you listen at least as well as you present.
- Rigorous account research habits— you do the homework, and itshows inhow tailored and credible your engagements are.
- Executive presence and communication—you'repersuasive, composed, and clear in front of the most senior people in acustomer'sorganization.
- Comfort with technical depth— you can speak credibly about integrations, data, architecture, and security, and know when to bring in specialists.
- Awareness of AI and agentic architecture— youdon'tneed to be an expert, but you understand that this is where enterprise software is heading, andyou'recomfortable holding a credible conversation to that end with both technical and business stakeholders.
- A working understanding of API-driven workflows— how data moves from systems of record through integrations to downstream end users.
- Fluent English;additionalEuropean languages are a strong advantage given the customer base.
Nice to have
- Experience inthestrategicportfolio management, innovation management, R&D management, or PPMspace is a real plus — but it isnotrequired. Ifyou'vebuilt deepenterprise SaaS solution-selling experience in an adjacent complex domain,we'llhelp youlearnthe category.
- Familiarity with one or more of our core verticals:chemical, consumer goods, aerospace & defense, or pharmaceutical.
- A background that blends technical and commercial fluency — consulting, product, ora technicaldiscipline paired with customer-facing work.
- Experience in Demo2Win or Value Based Sellingmethodolgies.
Location &logistics
- Remote, based anywhere in Western Europewith reasonable access to an international airport.
- ~25% travelexpected for customer meetings, workshops, and events.
- You'llwork across time zones with a distributed European team and colleagues in North America.
Originally posted on Himalayas