Solutions Consultant, DACH

at  Gradyent

At Gradyent we’re looking for a Solutions Consultant, DACH to join our team.
Full-time · Berlin

ABOUT GRADYENT

Providing heating and cooling for homes, buildings and industry accounts for roughly 50% of global energy consumption. Smart production, exchange and consumption of heat in heating grids is the most significant opportunity for cities and industries to decarbonize. Yet, as heating grids transform towards renewables, they become increasingly complex and require a new approach to control and design.
Gradyent is a leading software provider that helps cities and heavy industry decarbonize faster by digitizing, optimizing, and transforming their heat networks with our Digital Twin.
We are scaling the platform globally and looking for a Solutions Consultant for the DACH market to join our Sales and Operations team.

WHAT YOU WILL DO

This role is one of the key functions in our sales process. Our product has a high level of complexity. When a potential client progresses in our sales funnel the client will need more technical expertise then the business development people can offer.
The SC is there to help define the solution and create the most value for the client. They are often the most qualified resource on the call, and both the seller and buyer often put a lot of trust in the SC. The SC is responsible to understand the question behind the question, and design and present the solution according to that, up until the client commits. This role requires both deep knowledge of district heating, the selling skills to uncover client needs, and creative and explanatory capabilities to fit those to our new innovative technology.
The role of solution consultant combines business- and engineering responsibilities. It’s a hybrid role between the commercial team and operations. You will work directly with the Business development directors and be their technical counterpart. As solution consultant you will visit clients and partners, and bring the technical knowhow to the table to start building trust, and creating the perfect starting point of long-term digitalization partnerships.
To establish yourself as an expert in heating and digitalization you will be supporting customer projects in operations, client onboarding and consultative workshops. Next to that, you will become the market expert in your region, and stay up to date on latest sustainable heating system technologies and trends. Also, you keep an eye on all our existing reference customers in the region, and are aware of how our projects are being the delivered and the value it creates for the customer.
You will transfer everything you know into usable insights and materials for the sales playbook and marketing, to ensure our organization can scale. You will deliver proactive input to the Product Market Lead on market trends, to ensure marketing strategies stay fit for your region, and to ensure that the product roadmap of Gradyent is aligned. You will work directly with Solution Leaders in the Customer Solutions & Operations team to ensure handover of new clients is smooth, enabling a smooth digitalization journey of our clients.

RESPONSIBILITIES:

• Attend sales meetings and lead the technical part
• Design Client Solutions and Journeys
• Gather and analyze the customer’s information and data
• Being the trustworthy touchpoint for the clients engineers
• Engineer solid client business cases and fit the right proof to it Give demo’s of Digital Twins and explain our technology, also when asked to comparisons with alternative solutions
• Prepare proposals, onboarding and kick-offs of new clients.
• Align with Ops, Product, and Sales teams across regions to find the best solution & journey for new client situations
• Bridge to Ops team as the internal expert of the clients DH system
• Develop and standardize processes and materials as we grow in your region
• Gather examples of project implementations in your region, ensuring they reach the market and new clients
• Provide input to Marketing by explaining market trends, customer pains and informational needs
• Provide customer feedback to OPS and Product team for roadmap and new features
• Analysis of (geo-)data to better understand client networks and challenges, and to be able to provide sound advice that brings additional value to our client
• Disciplined management of projects and tracking of time in JIRA and other tools, working closely together with Solutions Leads and other colleagues or partners to finish the project in time
• Present and communicate updates and insights to clients
• Engage customer stakeholders in project meetings, workshops, and read-outs
• Manage implementation – make sure that what we promised is delivered