For the past 20 years, I’ve had the privilege of working in Solutions Consulting (Presales Engineering / Sales Engineering)—a role that perfectly blends technology, business, and human connection. It’s an exciting, dynamic career that has taken me across industries, introduced me to brilliant people, and kept me continuously learning.
If you’re someone who enjoys solving problems, explaining complex topics in simple terms, and working at the intersection of sales and technology, then Solutions Consulting (SC) might just be the perfect career for you. In this post, I’ll break down why this job is amazing, what it takes to succeed, and why it remains one of the best-kept secrets in the tech industry.
What Is Solutions Consulting?
At its core, Solutions Consulting (SC) is about bridging the gap between technology and business needs. We work with customers to understand their challenges and demonstrate how our solutions can solve their problems.
Think of an SC as:
- A problem-solver who translates business pain points into technical solutions.
- A storyteller who crafts compelling demos that bring solutions to life.
- A trusted advisor who guides customers through complex buying decisions.
- A partner to sales teams who helps win deals by proving the value of the solution.
SCs don’t just sell products—we help customers make informed decisions by showing them what’s possible and how our solutions fit their unique needs.
Why I Love This Job (And Why You Might Too!)
1. Every Day Is Different
No two customers are the same, and neither are their challenges. One day, you might be working on a technical deep dive with an IT team; the next, you’re presenting a high-level business case to an executive. The variety keeps things fresh and exciting.
2. You Get to Work with Smart, Passionate People
From customers solving real-world problems to product teams building innovative solutions, SCs interact with some of the most talented people in the industry. Collaboration is at the heart of this role.
3. You Make a Direct Impact on the Business
SCs are crucial to closing larger and/or more complex deals. We’re often the deciding factor when customers evaluate competing solutions. Helping a company solve a major pain point and seeing the deal close is incredibly rewarding.
4. It’s a High-Paying, High-Growth Career
Solutions Consulting is one of the best-paying roles in tech. Since SCs are close to revenue, their earnings often scale alongside sales success.
5. There Are Many Career Paths from Here
An SC role can be a launchpad for multiple career paths, including:
- Leadership & Management → Leading a team of SCs.
- Sales & Revenue Leadership → Moving into account management or sales.
- Product Management → Using deep customer knowledge to build better products.
- Technical Strategy & Evangelism → Becoming a thought leader or industry expert.
This flexibility makes it an attractive career for those who want long-term growth.
What Makes a Great Solutions Consultant?
Successful SCs share a mix of technical expertise, business acumen, and soft skills. If you recognize these traits in yourself, this could be the right career for you:
Character Traits of a Top SC
✔ Curiosity & Continuous Learning – Always eager to understand new technologies and customer challenges.
✔ Empathy & Active Listening – Can uncover real customer needs by asking the right questions.
✔ Problem-Solving Mindset – Can think critically and design tailored solutions.
✔ Resilience & Adaptability – Can handle objections, competition, and deal uncertainty with confidence.
✔ Persuasiveness & Storytelling – Can make a demo feel like a real-world success story.
The important thing is not to stop questioning. Curiosity has its own reason for existing.
-Albert Einstein
Top Skills Every SC Needs
🛠 Technical Expertise – Understanding software, integrations, APIs, and architecture.
📊 Business Acumen – Translating technical features into business value.
🎤 Presentation & Demo Skills – Engaging both technical and non-technical audiences.
🗣 Communication & Stakeholder Management – Navigating complex buying processes.
🤝 Collaboration & Sales Knowledge – Working closely with Account Executives and customers.
What Does a Solutions Consultant Actually Do?
Daily Tasks of an SC
- Lead discovery calls to understand customer needs.
- Deliver live demos and technical presentations.
- Handle technical objections and provide proof points.
- Guide customers through Proof of Concepts (PoCs).
- Collaborate with sales teams, product teams, and engineering.
- Stay ahead of industry trends and product updates.
A great SC is more than just a “technical expert”—we influence deals, build relationships, and make complex technology easy to understand.
How to Get into Solutions Consulting
If you’re considering a career in SC, here are some ways to break in:
Ideal Backgrounds for SCs
- Technical backgrounds – Developers, system engineers, IT consultants.
- Customer-facing roles – Support engineers, consultants, account managers.
- Sales backgrounds – SDRs, AEs, technical sales reps looking for a more consultative role.
Steps to Get Started
- Learn how to demo – Join Toastmasters, take sales training, learn the Demo2Win framework, practice storytelling.
- Understand business & sales – Read about MEDDPIC, SPIN Selling, and value-based selling.
- Improve your technical skills – Learn about SaaS, Network and internet components and topology, APIs, security, and integrations.
- Network with SCs – Join LinkedIn groups, attend industry events, and connect with professionals (… for example me 😉).
- Look for junior SC or sales enablement roles – These can be a stepping stone into full SC positions.
Final Thoughts: Why SC Is the Best Job in Tech
After 20 years in Solutions Consulting, I can confidently say this role has given me intellectual challenge, financial stability, career growth (into managing an SC team), and meaningful customer impact. It’s one of the few careers where you can combine technical knowledge with creativity, problem-solving, and human connection.
If you love technology but don’t want to be stuck coding all day…
If you enjoy working with people but don’t want a pure sales role…
If you want a career that pays well, has variety, and is in high demand…
Choose a job you love, and you will never have to work a day in your life.
-Confucius
Then Solutions Consulting might just be the perfect career for you.
Thinking about a career in SC? I’d love to hear your thoughts! Drop a comment, or let’s connect on LinkedIn and DM me if you have any questions.