Location: Remote (US) Department: Revenue Operations Reports to: VP of Revenue Operations, with day-to-day direction from the Principal Solutions Consultant About the role 120Water helps water utilities run compliance programs and manage the assets and operations around them, from service line inventories and sampling programs to field data collection, integrations, and statistical and predictive methods for classifying unknown service lines. The Solutions Consultant is the technical and regulatory expert in the sales conversation. You'll work alongside sellers on deals where the regulation, a utility's day-to-day reality, and our platform all have to fit together. You'll map how a utility's work runs today, recommend how it should run on 120Water, and show each person involved in the decision how that addresses what they care about most. This is a presales role. Implementation and ongoing service belong to our Services and Client Success teams. What you'll do Deal strategy and discovery
- Partner with sellers on strategy for complex and multi-product opportunities: confirming technical fit, crafting key stories, planning who covers what on each call, and working through technical and regulatory objections before they stall a deal.
- Take discovery deeper once the seller has covered the basics, typically when a deal reaches the Differentiate stage. Get underneath the stated requirement to how the utility's work actually runs: who collects what, where the data lives, what gets reported to whom, and where the process breaks down.
- Determine key priorities for each persona in the buying and decision-making process. The primary point of contact, the economic buyer who signs off, and other influencers (field crews, IT, a consulting engineer, a council or board) usually care about different things, and the recommendation has to answer all of them.
- Build relationships with the people inside the utility who will advocate for the approach internally, and equip them with what they need to make the case.
Workflow mapping and recommendations
- Map a utility's current workflows and show how they would run on the 120Water platforms and offerings (Asset Compliance, Water Quality, 120Field, the 120Connect API, statistical analysis, and predictive modeling). The work is process and configuration mapping, not software development or front-end design.
- Bring asset management practice into the recommendation: how the utility inventories, maintains, and plans replacement of its distribution system assets (e.g., service lines, mains, hydrants, meters, valves), how that work connects to its GIS and work order systems, and where 120Water fits as we add asset types beyond service lines.
- Scope technical offerings against pass/fail criteria. For example, judging whether a utility's unique situation supports a predictive model, and recommending against the work if not.
- Ground each recommendation in what's driving the purchase. Some buyers need to meet a regulatory requirement, some want to fix an inefficient operation, and some are building toward an ideal future state. When regulation is the driver, work from the regulation directly and confirm with our regulatory advisors when uncertain.
Showing the value
- Demonstrate the platform(s) against the utility's own workflows and priorities, using our standard demo environments and examples from systems like theirs.
- Use stories from comparable utilities to show how the recommended approach addresses each stakeholder's priorities, so the outcome feels concrete before they buy.
- Build the business case with the buyer: what the current process costs, what waiting costs, and what changes after implementation. This matters more each year as purchases shift from meeting a deadline to improving how the utility operates, where nothing forces the decision.
- Prep with sellers before each prospect meeting to align on discovery and each person’s role.
- Document delivery and regulatory risk before a deal closes, and hand off a complete record of what was promised.
On the function
- Keep presales records current in our presales platform and HubSpot (engagement status, presales stage, technical outcome), and log product gaps with the deal and revenue attached.
- Contribute the technical reasoning to win/loss analysis on strategic deals.
- Give feedback on templates, scoping criteria, and the sales process based on what you see on your deals, so the process keeps improving.
- Bring what you hear in the field back to Product, including gaps, edge cases, and how buyers react to new offerings.
Your first 90 days You’ll start by shadowing live deals while you build your grounding in the drinking water regulations we work with most, the states we sell into, and how utilities’ field and office workflows actually run, including the software and tools they rely on. By the end of your first quarter, you'll be leading presales on commercial engagements alongside sellers. Strategic work with investor-owned utility groups, engineering firms, and state agencies follows as you build expertise. How success is measured
- Leading the presales side of commercial engagements within your first quarter, and strategic engagements within your first three.
- Win rate and deal size on the deals you support, consistently higher than comparable deals without presales involvement.
- Technical outcomes recorded on every deal you close out, with reasons.
- Deals you scoped entering delivery without a scope change or escalation traced back to how they were sold.
- Commitments to customers and sellers tracked and met on the dates given.
- Process improvement feedback raised from your deals and acted on.
What good looks like
- Picks up deals at the Differentiate stage, after the seller has covered the discovery basics, and partners with the seller from deeper discovery through recommendation and handoff, without needing someone more senior on the call.
- Tailors the demo and the story to the people on the call rather than walking through features.
- Names the specific business outcome on each deal, beyond technical fit.
- Comfortable saying “I don’t know,” and curious enough to go find out. Curiosity about the utility, its challenges, and the regulatory and competitive landscape builds subject matter expertise over time. That expertise is what gives someone real confidence in what they’re saying, and that confidence, practiced deal after deal, is what earns trusted-advisor status with customers and sellers.
- Recognizes when a deal needs to be escalated and does so early.
- Recommends against work that won’t deliver, and explains why in writing.
- Earns enough trust that sellers seek them out as a partner, not a resource they pull in at the last minute.
Skills that matter in this role Technical and regulatory
- Platform fluency. Knowing 120Water's platforms and offerings inside and out: features, benefits, use cases, and limitations.
- Systems thinking. Seeing how work, data, and people move through a utility, and how a change in one place affects the rest.
- Technical judgment. Judging whether an offering is applicable and feasible given a utility's operations, its data, and the state and federal requirements that apply to it.
- AI fluency. Using AI to build tools that fill gaps, draft proposals and summaries, and analyze utility and deal data, with the judgment to refine what it produces before sharing it.
- Regulatory literacy. Reading a rule or a state guidance document and applying it to a specific system, with the discipline to check before stating something as fact.
- Integration basics. Understanding APIs and data exchange well enough to scope an integration, and to recognize when a one-time import serves the customer better.
Business and communication
- Business acumen. Building return-on-investment and cost-of-waiting cases that a utility's decision-makers understand and see the merit in.
- Translation. Explaining the same approach to a field supervisor, a utility director, and a council member in terms each of them can act on.
- Storytelling. Using examples from similar utilities to make an outcome concrete.
- Writing. Scoping summaries and proposal sections that someone else has to act on without a walkthrough.
Interpersonal
- Listening. Hearing what wasn't said, and asking the question under the question.
- Trust. Building credibility with customers and with internal teams in Sales, Product, and Services.
- Conviction. Holding a position when the evidence supports it, including recommending against a deal that won't deliver.
- Adaptability. Reading the room and adjusting to the audience.
Organization
- Managing several active opportunities at once without dropping a commitment.
- Following through on the dates given to customers and sellers.
- Documenting what works so the next deal goes faster.
Experience we're looking for Required
- 3+ years explaining technical or regulatory material to buyers or clients, ideally in presales or solutions engineering. Experience in engineering consulting, utility operations, regulatory compliance, or client success at a B2B software company also applies.
- Working knowledge of drinking and waste water regulation, or a track record of learning a complex regulatory framework quickly and applying it accurately.
- Experience building a business case for a purchase the buyer didn't have to make.
Preferred
- Background in asset management for water utilities, from a utility, an engineering firm, a state agency, or an asset management software company. Areas include inventories, condition and risk assessment, maintenance programs, and capital planning.
- Working knowledge of APIs and system integrations: how data moves between systems, and what it takes to scope and support an integration.
- Experience with GIS (ESRI) and work order or maintenance management systems such as Cityworks.
- Exposure to wastewater regulation under the Clean Water Act.
- Experience with statistical sampling or predictive modeling.
- Hands-on experience with Claude or a similar AI assistant in your day-to-day work.
- Some coding or scripting experience (Python, SQL, or similar). Helpful, not required.
- A technical degree, such as engineering, GIS, or computer science, or equivalent technical sales experience.