Solution Consulting Manager

The Role:

This is a player-manager role. Roughly 70% of your time goes to building and running the team; the remaining 30% is yours to own a focused set of strategic deals in the region. As the Solution Consulting Manager in the Americas, you will play a pivotal leadership role at the intersection of commercial strategy, technical excellence, and customer impact. You will build and lead Elliptic's Solution Consulting function across the Americas. You’ll drive technical and commercial excellence across the region, champion value-based and consultative selling, and work closely with regional VPs to support all aspects of our customer lifecycle. In addition, you will collaborate deeply with Engineering and Product Marketing to unify Elliptic’s GTM strategy and accelerate solution innovation.

You’ll shape our regional approach to Enterprise strategy, mentor your teams in best practices, and ensure Elliptic’s solutions deliver measurable value for enterprise clients. Your ability to communicate complex ideas in commercial terms, coach technical talent, and align cross-functional regional efforts will be key to success in this client-facing, high-impact role.

Key Responsibilities:

• Own a focused set of strategic deals in the region alongside your management responsibilities.

• Build, recruit, and coach a high-performing team of Solution Consultants in key Americas, fostering a collaborative and feedback-driven culture.

• Develop best practices in consultative selling - discovery, technical demonstration, value-based selling, solution architecture, and POC/pilot delivery for enterprise clients.

• Partner with Engineering and Product Marketing on roadmap planning, product releases, technical messaging, and customer feedback loops.

• Guide and support complex, multi-stakeholder enterprise sales opportunities, mapping workflows, proving value, and designing solution integration plans with measurable impact.

• Own the solution consultant processes, enablement plans, and continuously optimise with automation, AI, and modern productivity tools.

• Interface closely with Sales, Customer Success, Marketing, Product, GPRG and SME’s groups to upskill our solution consultant team to articulate Elliptic’s technical value in the context of regulatory, compliance, and evolving client needs.

• Ensure consistency of technical product feedback, demo environments, regional regulatory awareness, and sales excellence across the teams.

• Drive adoption of Elliptic’s solutions across diverse enterprise architectures, address integration challenges, and ensure customer success.

• Over 5 years of experience leading pre-sales and Solutions Consulting teams in B2B SaaS enterprise software companies.

• Blockchain analytics, Digital Assets or Crypto Compliance.

• Demonstrable experience in enterprise SaaS solution consulting, sales engineering, or pre-sales roles in Enterprise SaaS B2B companies

• Proven track record of building, leading, and scaling Solution Consulting teams of approximately 10 people.

• Deep understanding of value-based and consultative selling methodologies within complex, multi-stakeholder enterprise sales cycles.

• Demonstrable experience working closely with Engineering and Product Marketing to shape product roadmap, technical messaging, and GTM strategies.

• Strong technical fluency, including hands-on experience with APIs, integration workflows, cloud environments, and enterprise architecture.

• Experience designing and leading tailored product demos, pilots, and POC engagements that highlight commercial value and technical feasibility.

• Proven ability to manage advanced stakeholder relationships across sales, research, policy, and strategic partner teams.

• Track record of driving continuous improvement through team development, data analytics, automation, and modern productivity tools

• A track record of automating internal processes using AI, scripting, or innovative tools to improve efficiency and consistency.

Key Performance Indicators :

• Technical Win Rate: Percentage of qualified opportunities where the Solution Consulting team successfully achieved a technical win, reflecting solution validation by the customer.

• PoV/PoC Conversion Rate: Rate at which proof-of-value or proof-of-concept engagements convert into closed-won deals, especially within strategic or enterprise segments.

• Sales Cycle Impact: Reduction in average sales cycle duration attributed to Solution Consulting's involvement in discovery, solution design, and stakeholder alignment.

• Ramp Time to Productivity: Time taken for new Solution Consultants to become fully effective, measured through client engagement readiness, demo delivery, and value articulation.

• Demo Quality and Utilisation: Consistency, availability, and adoption of demo environments and technical storytelling assets, based on internal feedback and usage metrics.

• Team Utilisation & Coverage: Balanced distribution of SC team bandwidth across priority accounts and regions, ensuring responsiveness without resource overextension.

• Cross-Functional Engagement: Depth and quality of collaboration with Product, Sales, and Marketing teams, including contributions to roadmap feedback, content creation, and go-to-market alignment.

Preferred

• Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence

• Knowledge and experience in compliance, financial crime, and fintech.

• Adopter of new technologies and use of AI-enhanced productivity apps, Zapier, Notion, and data visualisation tools.

• Experience with coding or scripting (e.g., Python, SQL, JavaScript) for tasks such as data manipulation, API testing, or light prototyping.

How we work:

• Hybrid working: The option to work from almost anywhere for up to 90 days per year.

• Remote Work Budget: $650 budget to set up your home office space.

Learning & Development:

• L&D Budget: $1,000 annual Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development.

Vacation / Leave:

• Holidays: 25 days of annual leave + US Public Holidays.

• Birthday Leave: An extra day off for your birthday.

• Enhanced Parental Leave: We provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave.

Benefits:

• Healthcare: Comprehensive medical, dental, and vision coverage through a range of providers (including Tufts, Kaiser, Aetna, UHC, and Blue Shield of CA) with generous premium contributions for you and your dependents.

• 401k: Company match included.

• Mental Health: Full access to Spill mental health support.