Senior Solution Consultant
Description
ON24 is on a mission to help businesses bring their go-to-market strategy into the AI era and drive cost-effective revenue growth. Through its leading intelligent engagement platform, ON24 enables customers to combine our leading first-party experiences with personalization and content as well as capture and act on engagement insights, accelerating the buyer journey and propelling pipeline forward.
ON24 provides industry-leading companies, including 4 of the 6 largest global software companies, 3 of the 5 top global asset management firms, 3 of the 6 largest global pharmaceutical companies and 3 of the 5 largest global industrial companies, with a valuable source of first-party data to drive sales and marketing innovation, improve efficiency and increase business results. Headquartered in San Francisco, ON24 has offices globally in North America, EMEA and APAC. For more information, visit www.ON24.com.
Role Overview:
As a Solution Consultant at ON24, you will act as a strategic advisor and trusted partner to our prospects and customers, helping them define, quantify, and realize the business value of ON24’s digital engagement platform. You will combine solution knowledge with commercial acumen to guide buyers through their decision-making processes, crafting compelling value narratives that align to customer goals.
This role bridges business strategy and technology, and is ideal for professionals with experience in MarTech, SaaS, or digital transformation who are passionate about translating customer challenges into measurable business outcomes.
Key Responsibilities:
Strategic Advisory & Thought Leadership
- Serve as an advisor, articulating how ON24’s secure and compliant platform enables impactful engagement in regulated sectors.
- Drive strategic conversations with marketing, compliance, and commercial operations stakeholders to shape long-term digital transformation strategies.
- Partner with Sales to tailor go-to-market messaging, and account strategies that resonate in verticals like life sciences and financial services.
- Lead the creation and facilitation of vertical-specific client workshops, playbooks, and best practices.
- Stay abreast of industry trends and continuously bring new insights to internal and external stakeholders.
Consultative Selling & Solution Mapping
- Lead discovery engagements to uncover business pain points, operational inefficiencies, and growth opportunities.
- Build business cases and ROI models aligned with industry specific KPIs, such as HCP reach, sales enablement effectiveness, brand lift, or investor engagement.
- Deliver tailored, compliance-aware demonstrations of the ON24 platform with a focus on value and engagement insights.
- Assist with RFP responses and stakeholder buy-in processes involving legal, IT, risk, or compliance teams.
Customer Engagement & Value Realization
- Coordinate and deliver proof-of-value (POV) engagements, ensuring clear success criteria and measurable outcomes.
- Provide pre-sales enablement for sales reps by sharing insights, success stories, and customer-centric messaging strategies.
- Facilitate roadmap discussions and feedback loops to align product capabilities with emerging customer needs.
- Help ensure continuity from pre- to post-sales by aligning solution strategy with customer success and account teams.
Cross-Functional Leadership
- Act as a liaison between Product, Sales, and Marketing teams to relay customer feedback and market insights.
- Assist product and engineering teams in defining requirements, participating in beta programs, and guiding feature development.
- Contribute to internal initiatives that drive enablement, scalability, and best practices across the solutions consulting function.
Skills & Experience:
- 4+ years in client-facing roles (e.g., Value Consultant, Account Executive, Strategic Advisor) in SaaS, MarTech, or enterprise software.
- Skilled at engaging senior leaders in strategic conversations and aligning technology to business goals.
- Experienced in building business cases, ROI models, and linking solutions to customer KPIs.
- Strong understanding of SaaS, CRM, and Marketing Automation platforms and their business impact. Background in database marketing, web analytics, digital engagement, or customer journeys is a strong asset.
- Proven ability to lead discovery sessions, identify core challenges, and craft compelling solution narratives.
- Excellent at delivering executive-level presentations that connect problems to value-driven solutions.
- Strategic thinker with commercial awareness; balances customer needs with product and business objectives.
- Collaborative team player who contributes to shared success across departments.
- Thrives in fast-paced, high-growth environments with multiple priorities.
- BA/BS degree required; additional training in consulting, strategy, or digital transformation is a plus.
- Knowledge of the Life Sciences industry is a bonus.
Perks & Benefits:
- Health benefits designed to fit the needs of you and your family.
- Generous PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days).
- Employee Stock Purchase Plan.
- Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development.
EEOC:
ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records