Senior Solutions Consultant

TL;DR

Senior Solutions Consultant (AI/IoT): Partner with sales teams to design and demonstrate tailored wildfire detection solutions for utilities and energy customers with an accent on aligning technical capabilities to organizational risk mitigation needs. Focus on crafting compelling demos, solution scoping, implementation planning, and overcoming technical objections during sales cycles.

US - Remote

$175K – $196K • Offers Equity • Offers Commission

Company

Growth-stage startup leading in AI-powered early wildfire detection using 360-degree cameras, satellite data, and intelligence platform, serving government and enterprise customers across US states, Australia, and Canada.

What you will do

• Partner with Account Executives on net new and expansion opportunities from discovery to closure
• Align Pano solutions to customer challenges in utilities and energy segments
• Execute sales process via demos, risk analysis, solution design, and implementation planning
• Craft compelling demonstrations emphasizing risk mitigation and differentiation
• Scope solutions and activities with Operations, Product, Customer Success, and customers
• Share customer usage insights and best practices with prospects
• Act as technical expert to address objections and build collaborative deal teams
• Represent Pano at industry events, webinars, and conferences

Requirements

• 5+ years in Solutions Consulting, Sales Engineering, or similar role within a SaaS company
• Strong technical and business acumen to translate customer needs to product capabilities
• Familiarity with ArcGIS, cloud platforms, APIs, and system integrations (plus)
• Strategic and creative thinking about customer priorities and technical challenges
• Exceptional verbal/written communication and organizational skills
• Curiosity, resourcefulness, consultative approach, and growth mindset
• Passion for environmental issues and climate change
• Willingness to travel as needed for customer engagements and events

Culture & Benefits

• Hybrid-remote work environment in fast-paced, mission-driven startup
• Comprehensive medical, dental, vision coverage
• Matching 401(k) plan
• Flexible paid time off
• Stock options eligibility