Principal Solutions Consultant - United States

About Responsive · Responsive (formerly RFPIO) is the category leader in Strategic Response Management, helping global enterprises automate and orchestrate responses to RFPs, RFIs, security questionnaires, and due‑diligence requests. Our Agentic AI capabilities accelerate how rev ...

Job description

About Responsive

Responsive (formerly RFPIO) is the category leader in Strategic Response Management, helping global enterprises automate and orchestrate responses to RFPs, RFIs, security questionnaires, and due‑diligence requests. Our Agentic AI capabilities accelerate how revenue teams discover information, craft technical answers, and prove value to buyers.

About the Role

We're hiring a Principal Solutions Consultant to act as a senior player‑coach for Customer Expansion. You will combine master‑level storytelling, MEDDPICC discipline, and value selling with deep AI/Agentic AI expertise to unlock expansion across an installed base, drive value realization, and uplevel the SC team on AI. You'll coach a pod of ~3–4 SCs while carrying your own IC coverage—leading adoption discovery, expansion plays, demos, and technically credible pilots/POCs that deliver measurable outcomes.

What You'll Do

Win & Orchestrate Expansion Plays

• Own the technical motion for expansion opportunities (adoption discovery → value hypothesis → demo/pilot/POC → close) in partnership with AMs/CS; apply MEDDPICC to multi‑thread and build mutual close plans.

• Quantify and communicate business outcomes tied to expansion modules and AI capabilities (revenue lift, risk reduction, operating efficiency).

AI & Agentic AI Leadership (Team Uplevel)

• Act as regional AI/LLM authority for expansions: identify in‑account AI use cases, design architectures (prompting, RAG, agent/tool orchestration), and ensure guardrails (privacy, safety, governance) meet customer standards.

• Run AI coaching for your pod and the broader SC org; build a customer‑proof asset library (playbooks, demos, "leaves") that scales expansion motions.

• Partner with Demo Engineering/Programs to productize AI demo/pilot assets; instrument reuse and reliability to lower cycle time.

Business Flow Mapping → AI Value (As‑Is → To‑Be)

• Map the customer's as‑is processes and user journeys; design the to‑be state that embeds AI at high‑leverage points with clear KPIs and ROI.

• Create value realization plans and success criteria aligned with executive sponsors and operations leaders; track adoption and outcomes post‑sale.

Demo, Pilot & POC Excellence (Time‑to‑Value)

• Tailor demos to the account context; run pilots/POCs with success metrics, time‑boxes, and change‑management plans to accelerate time‑to‑value and expansion conversion.

• Coordinate Cloud/Infra, GTM Infosec, and Customer Success to navigate security reviews and deployment constraints.

Program & Content Stewardship

• Curate high‑impact expansion narratives and objection handling; maintain proof libraries with quantified outcomes and references.

• Channel expansion feedback to Product/PMM for roadmap influence (especially on AI features, telemetry, governance).

Player‑Coach Responsibilities

• Mentor a pod of ~3–4 SCs focused on expansion: call prep/debriefs, asset reviews, joint demos/pilots/POCs, competency certifications, and career coaching—while maintaining your own IC impact on priority accounts.

Operate to Metrics

• Improve time‑to‑qualified demo and expansion conversion %; increase demo/pilot reuse rate; raise pilot/POC→close; drive NRR/GRR; maintain accurate technical stages/risks in forecast; certify your pod in AI competencies.

What We're Looking For

Required

• Master storyteller and value seller with strong command of MEDDPICC; aligns executive priorities with technical proof and quantified ROI.

• Extensive presales experience (typically 10+ years) driving enterprise SaaS expansion with AM/CS partnerships; credible with C‑suite and operations leaders.

• Deep Generative AI & Agentic AI expertise: prompting strategies, RAG patterns, agent/tool orchestration (function calling, tools), evaluation frameworks, and safeguards for privacy/safety/governance.

• Fluency with model platforms and trade‑offs (e.g., OpenAI, Anthropic, Vertex AI, Bedrock), embeddings/vector stores (e.g., Pinecone, Qdrant, FAISS), and cost/performance tuning.

• Proven demo/pilot/POC leadership with acceptance criteria, success metrics, and time‑boxes; able to accelerate time‑to‑value and expansion conversion.

• Comfort guiding cloud/infra and enterprise security conversations (AWS/Azure/GCP, data residency, SOC 2/ISO 27001, GDPR).

• Demonstrated player‑coach capability: coaching 3–4 SCs while personally leading marquee expansion plays.

Preferred

• Hands‑on with LLM frameworks and tooling (e.g., LangChain, LlamaIndex), eval harnesses, and prompt/agent testing workflows.

• Experience with demo automation/analytics (e.g., Consensus) and conversational intelligence (e.g., Gong/Chorus).

• Background in Strategic Response Management, content/knowledge AI, or proposal/RFP automation.

• STEM degree or equivalent experience; publications/talks on AI/LLM topics are a plus.

Additional Information: 

Responsive follows a market‑based compensation philosophy. Actual OTE depends on role scope, skills, experience, and location, and will fall in the range of $220,000-$270,000. We also offer flexible remote work, retirement plan with company match, generous paid time off, professional development, sabbatical eligibility, wellness resources, and comprehensive health benefits. This U.S.‑based role is remote; visa sponsorship is not available for this position