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Stellic is a growth-stage edtech platform transforming student degree planning and career pathways. The company partners with 100+ universities including Cornell, Columbia, MIT, UVA, and Ohio State, serving 1.5 million students across 7 countries.
As a Solutions Consultant, you'll be the technical and product authority on strategic sales opportunities, partnering directly with Account Executives and Partner Strategy Leads. You'll own discovery-grounded demos, prove value against entrenched competitors, and clear technical objections to move higher education buying committees from interested to committed. The role spans new logo deals (12-month sales cycles, ~$150K ACV) and expansion opportunities across existing university partners.
Key responsibilities include:
**Demos & Proof of Value**: Build and deliver persona-specific, discovery-grounded vignette demos for prospects and expansion opportunities. Guide AEs on credibility-building strategies, objection handling, and deal acceleration. Lead proof-of-value activities that drive buyer preference.
**Competitive Strategy**: Develop competitive intelligence against DegreeWorks, uAchieve, EAB Navigate, Civitas, home-grown tools, ERP-native solutions, and the status quo. Help AEs select and execute competitive strategies reflecting positioning and buyer priorities.
**Technical Integrations & Higher Ed IT Ecosystem**: Own technical conversations with CIOs, IT Directors, InfoSec leads, and data teams. Develop deep knowledge of higher ed IT stacks: SIS platforms (Banner, Ellucian Colleague, PeopleSoft, Workday Student), authentication (SAML/SSO, Shibboleth, CAS), LMS integrations (Canvas, Blackboard, D2L), data warehouses, and IPEDS reporting. Clear IT and InfoSec objections early—these are often deal killers. Translate integration realities into credible implementation narratives.
**Cross-Functional Partnership**: Co-own MEDDICC scorecards on deals >$100K. Feed product gaps and competitive signals to Product Management with quantified deal impact. Coordinate handoffs to Partner Success. Build shared vignette libraries, demo scripts, technical reference assets, and battle cards.
You'll need 4+ years in a Solutions Consultant, Sales Engineer, or Solutions Architect role in enterprise SaaS, ideally with higher ed experience. You're a natural storyteller who can move seamlessly from SQL-level integration conversations with IT Directors to four-year-graduation-rate conversations with Provosts. You have demonstrated ability to deliver compelling, persona-specific demonstrations of complex enterprise software. You're fluent in the higher ed IT ecosystem, understand competitive selling, and are resourceful in navigating ambiguity—able to run discovery solo, build custom demos overnight, and recover from tough questions in live rooms.
