UK

United Kingdom · Sales · Principal/Manager (12-16 years)

Manager, Solutions Consulting

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  • Experience bandPrincipal/Manager (12-16 years)
  • Direct reports5-10 reports
  • Reports toDirector, Global Solutions Consulting
  • UK framework levelUsually a manager, or the deepest specialist in a team

Also advertised as Head of Solutions Engineering (UK) · Pre-Sales Manager · Technical Sales Manager

Built on 43,079 real UK job descriptions we analysed · grounded in what real qualifications cover

Two short quizzes about you

1From this job to a course

The qualifications matched to this job

Level 5 Award in Managing Sales Technology Systems Institute of Sales Professionals · Level 5 · covers 2 of 5 standards
Level 5 Certificate in Professional Sales Institute of Sales Professionals · Level 5 · covers 2 of 5 standards
Level 5 Diploma in Professional Sales Institute of Sales Professionals · Level 5 · covers 2 of 5 standards
City & Guilds Level 4 Diploma For ICT Professionals (Systems and Principles) City & Guilds Limited · Level 4 · covers 1 of 5 standards
ISP Level 2 Certificate in Professional Sales Institute of Sales Professionals · Level 2 · covers 2 of 5 standards
ISP Level 2 Diploma in Professional Sales Institute of Sales Professionals · Level 2 · covers 2 of 5 standards

Matched from the standards this job is measured against: a suggestion, not an official ruling.

The units you would start with

Manage Sales Technology Systems Level 5 Award in Managing Sales Technology Systems
IT Consulting Skills City & Guilds Level 4 Diploma For ICT Professionals (Systems and Principles)
Understand Sales Digital Technology Systems ISP Level 2 Certificate in Professional Sales

The future skills this job leans on

AI Fluency working with AI as a thinking partner
Data Fluency turning numbers into a decision
AI Governance Fluency using AI responsibly
Automation Fluency building AI into how work runs
Change Fluency taking people through change
Your Plan Illustration

Built for Manager, Solutions Consulting

3 units that map to this job, from the qualifications that cover it.

  1. Manage Sales Technology Systems Institute of Sales Professionals · covers 2 of 5 standards Level 5
  2. IT Consulting Skills City & Guilds Limited · covers 1 of 5 standards Level 4
  3. Understand Sales Digital Technology Systems Institute of Sales Professionals · covers 2 of 5 standards Level 2
These are the real units behind this job, in the order they rank for it. Nothing here is marked done, because this plan has not been started by anyone yet. Yours would fill in as you go.

2AI and this work

Will AI change your work as a Manager, Solutions Consulting?

Nobody can say exactly how. Here is what this job is being asked for next, and where to start.

The new skills this role is being asked for

  • AI-Driven Coaching & Performance Optimisation
  • Sales Tech Stack Integration & Optimisation
Why each one is rising

The future skills this job leans on

We'll only ever tell you what we can actually back up. No hype, no scare tactics.

What happens when you start

Next, a free account. We build your Manager, Solutions Consulting plan as you set up, starting with the free Automation Fluency module. No card.

Your first Future Fluency module is free. After that, your AI tutor is £70 a month.

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Keep this read. One email with what AI is changing in this job, the new skills it asks for and where to start free. Nothing else follows unless you confirm your address.

3What this role really is

This job is about leading a team of solutions consultants, who work with sales teams to show customers how a product solves their problems. You coach and support them, and clear the way for them to do well in customer meetings and technical discussions.

4What you'd actually use

The tools this job runs on, and how well you'd need to know each one.

Salesforce (Sales Cloud, CPQ) Strategic

Influencing CRM customisation to better track pre-sales metrics (e.g., Technical Win Rate, PoC success). Analysing org-wide data for trends in team performance and pipeline contribution. Ensuring your team accurately logs activities and updates opportunities.

Reprise, Demo.io, Walnut (or similar Demo Automation) Architect

Leading the selection and implementation of new demo automation platforms. Defining the enterprise-wide demo strategy and asset library structure for your team. Coaching SCs on how to build and deliver highly personalised, interactive demos.

Slack/MS Teams, Confluence, Miro (Collaboration) Strategic

Designing the collaboration architecture (e.g., channel naming conventions, Confluence space structure) to optimise communication within your team and with other departments. Leading complex solutioning sessions and knowledge sharing initiatives.

Postman (API Platform) Strategic

Working with Product Management to define API strategy based on market feedback from your team. Contributing to the public-facing API documentation. Coaching SCs on advanced API integration demonstrations and troubleshooting.

RFPIO, Loopio (RFP/Proposal Management) Strategic

Owning the RFP response process for your team. Implementing and managing the platform, using analytics to identify win/loss patterns and improve response quality. Coaching SCs on how to manage complex technical RFP responses efficiently.

Tableau, Power BI (Executive Reporting) Expert/Architect

Designing and building the executive dashboards that the entire pre-sales organisation runs on. Presenting insights on team performance, pipeline health, and technical win rates to sales leadership and the C-suite. Using data to drive strategic decisions.

5What you get to decide, and how that grows

Power in a job isn't your title. It's what you're allowed to decide. Here's how it grows as you move up.

The choiceComing in Where you are nowThe step above
Team Hiring & Onboarding N/A N/A N/A
Resource Allocation (Team) N/A N/A N/A
Technical Strategy for Deals N/A N/A N/A
Performance Management & Development N/A N/A N/A
Budget Management (Team) N/A N/A N/A

6How you'll be judged

The scoreboard, and what is not on it. The hard targets, how often each is actually looked at, and the quiet signals that never reach a dashboard.

Team Technical Win Rate
The percentage of qualified opportunities where your team secured the technical agreement from the prospect.
Target · 85%+

If your team worked on 50 qualified technical deals in Q1 and secured the technical win on 43 of them, that's an 86% technical win rate. We're looking for consistent performance here.

Average Sales Cycle Length (Technical Deals)
The average time it takes for deals with significant technical involvement to close, from initial engagement to signed contract.
Target · Reduce by 10-15% year-on-year

If the average sales cycle for technical deals was 120 days last year, we'd expect to see it closer to 108-114 days this year, showing your team's efficiency.

Team Utilisation Rate
How effectively your team's time is spent on high-value activities (e.g., discovery, demos, PoCs) versus administrative tasks.
Target · 70-75% on customer-facing activities

Your team logs 1,000 hours in a month. If 720 hours were spent directly with prospects or on deal-related technical work, that's 72% utilisation. We want them focused on winning.

Direct Report Development & Retention
The growth of your team members, measured by their progression, skill development, and retention within the company.
Target · 90%+ retention; 20% internal promotion rate annually

You have 8 SCs. If 7 are still with us after a year and 2 of them were promoted to Senior SC, that's a good sign you're building a strong, stable team.

Team Coaching & Mentorship Effectiveness
How well you're coaching your team to improve their technical sales skills, demo delivery, and overall deal strategy.
  • Regular 1:1s with clear development plans. Observable improvements in individual SC performance (e.g., better discovery questions, more tailored demos). Positive feedback from your direct reports in engagement surveys. You're seen as a trusted advisor, not just a taskmaster.
Cross-Functional Collaboration & Influence
Your ability to work with other departments—like Product, Engineering, and Sales Leadership—to get what your team needs and to represent the technical sales perspective.
  • Product teams actively seeking your input on roadmap priorities. Sales leaders valuing your strategic input on deal reviews. You're able to unblock technical issues for your team by talking to the right people. You're not just complaining
  • you're finding solutions together.
Strategic Asset Development
Your contribution to building and improving reusable assets (demo environments, PoC templates, RFP answers) that make the entire SC team more efficient and effective.
  • You've driven the creation of new demo playbooks for a specific product line. Your team is actively contributing to and using the shared knowledge base. You've identified gaps in our technical messaging and worked to fill them.
Market & Product Expertise
Your deep understanding of our products, the competitive landscape, and broader market trends, which you use to guide your team and influence strategy.
  • You can articulate our product strategy and competitive differentiators clearly. Your team looks to you for guidance on complex technical challenges. You're able to anticipate market shifts and prepare your team accordingly. You're not just reacting
  • you're proactively shaping our approach.

7Would you like it

Both sides. What people enjoy, and what grinds them down.

What people enjoy
Building and Developing a High-Performing Team

You'll spend a good chunk of your week in 1:1s, coaching sessions, and team training. You'll feel a real sense of accomplishment when you see an SC you've mentored close a big deal or get promoted. It's about their success, not just yours.

Spending an afternoon helping a junior SC refine their demo storyline for a tough prospect, then celebrating with them when they nail it and move to a PoC.

Solving Complex Business & Technical Challenges

You'll be the escalation point for the trickiest technical objections or the most complex solution architectures. You enjoy diving into the details to help your team unpick a problem, then stepping back to see how that solution can be applied more broadly. It's like being a detective for sales problems.

Working with a Senior SC to design a multi-product PoC for a FTSE 100 client, involving several integrations and a tight deadline, then seeing it deliver measurable value.

Driving Strategic Impact & Influence

You'll be involved in quarterly planning, giving feedback to Product on market needs, and working with Sales Leadership to refine our go-to-market strategy. You'll see your input directly shape how we sell and what we build. Your voice genuinely matters here.

Presenting a quarterly review to the Sales Director, highlighting trends in technical objections and proposing a new demo strategy to address them, which then gets adopted across the region.

What frustrates people
  • Account Executives over-promising features that don't exist, leaving your team to manage the fallout and customer disappointment.
  • The constant battle for resources (time, budget, engineering support) to build and maintain demo environments or custom PoCs.
  • Dealing with product bugs or roadmap changes that impact live demos or PoCs, often with little warning.
  • Losing a deal after your team secured a decisive technical win, usually due to pricing or political reasons outside your control.
  • The pressure to hit team targets while also dedicating significant time to coaching and development, which doesn't always show immediate returns.
  • Having to deliver difficult performance feedback or manage underperforming team members, which can be emotionally draining.
What this role does not give you
  • Extensive hands-on coding or deep technical architecture work on a daily basis (you'll oversee it, but not do it).
  • A purely individual contributor role where you're only responsible for your own deals and demos.
  • A static, predictable environment with minimal change or challenge.
  • Complete control over product roadmap or sales strategy (you'll influence it, but not own it outright).

8Who you work with

This role directly impacts our ability to secure technical wins, shorten sales cycles, and drive revenue growth in the UK. You'll influence product direction by consolidating market feedback and ensure our sales teams are technically proficient. Get this right, and we're winning more, faster. Get it wrong, and we're just demo jockeys losing out on complex enterprise deals.

Inside the business
  • Account Executive Leadership (Regional Sales Directors)
  • Product Management (Heads of Product Lines)
  • Engineering Leadership (Development Managers)
  • Sales Operations
  • Customer Success Leadership
Outside the business
  • Strategic Enterprise Clients (CTOs, Heads of IT)
  • Key Technology Partners
  • Industry Analysts

9What you need before you start

Not a wish list. The things you would be expected to already have.

  • Proven track record (5+ years) as a Senior Solutions Consultant or similar technical pre-sales role, consistently achieving technical win targets.
  • Demonstrable experience leading projects or mentoring junior team members, showing an aptitude for leadership.
  • Deep technical understanding of complex software solutions, cloud architectures, and enterprise IT environments.
  • Exceptional presentation, communication, and interpersonal skills, with the ability to engage effectively with C-level executives and technical architects.
  • A strong understanding of the full sales cycle and how the Solutions Consulting function contributes to revenue generation.
  • Experience with CRM systems (e.g., Salesforce) and demo automation platforms (e.g., Reprise) at an advanced user level.

10What to practise next

Where the job is going, and what to do about it starting this week.

Advanced Cloud Architecture & Optimisation

Customers are increasingly sophisticated in their cloud deployments and cost optimisation efforts. You'll need to guide your team on complex cloud solutioning, cost implications, and security best practices to maintain credibility.

Serverless Architectures · Containerisation (Docker, Kubernetes) · Cloud Cost Optimisation · Multi-Cloud & Hybrid Cloud Strategies

  • This quarter: Follow key cloud provider blogs (AWS, Azure, GCP) for new service announcements and architectural best practices.
  • Next quarter: Take an advanced cloud certification course (e.g., AWS Solutions Architect – Associate) to solidify your knowledge.
  • Month 6: Review your team's most complex PoC architectures, identifying areas for cloud optimisation or risk mitigation.
  • Month 9: Lead an internal workshop for your team on emerging cloud trends and their impact on our solutions.

Quick win: Subscribe to a couple of leading cloud architecture newsletters. Spend 15 minutes a week scanning them to stay current on new services and best practices.

Data Governance & AI Ethics in Sales

As AI becomes more prevalent in sales tools and customer solutions, understanding data governance, privacy, and ethical AI use is critical. You'll need to guide your team and address customer concerns around these topics.

Data Residency & Sovereignty · AI Bias & Fairness · Explainable AI (XAI) · Privacy-Enhancing Technologies

  • This quarter: Read up on the latest updates to GDPR and other relevant data privacy regulations.
  • Next quarter: Research a couple of industry-leading companies' approaches to AI ethics and data governance.
  • Month 6: Develop a set of FAQs or talking points for your team to address common customer concerns about AI and data privacy.
  • Month 9: Organise a cross-functional discussion with Legal and Product on our company's stance and strategy for AI ethics.

Quick win: Review our company's current data privacy policies. Make sure you can articulate them clearly to your team and to prospects.

11Staying current once you are in

What people here do to keep up
  • Actively participate in industry forums and conferences (e.g., Dreamforce, Gartner IT Symposium) to stay current on market trends and network with peers.
  • Seek out mentorship from senior leaders within our organisation or external industry experts to refine your leadership and strategic skills.
  • Lead internal training sessions or workshops for your team, demonstrating your expertise and commitment to their development.
  • Contribute to thought leadership (e.g., internal blog posts, whitepapers) on technical sales best practices or emerging technologies.
  • Take courses on advanced leadership, change management, or executive coaching to further hone your managerial capabilities.

12The rising capability

The rising capability

Zavmo analysis

What's rising in its place

This is where the work is heading, and the higher pay with it. Get fluent here and the shift stops being a threat and starts being your edge.

AI-Driven Coaching & Performance Optimisation

AI is becoming increasingly sophisticated at analysing sales calls, demos, and CRM data to provide objective insights into performance. Managers who can use these tools to identify coaching opportunities and optimise team strategies will have a significant advantage.

  • Conversational Intelligence Platforms
  • Predictive Analytics for Team Performance
  • Automated Feedback Generation
  • Ethical AI Use in Performance Management

Sales Tech Stack Integration & Optimisation

The sales tech landscape is exploding, with new tools for everything from prospecting to proposal generation. Managers need to understand how these tools integrate, what value they bring, and how to optimise their use across the team to boost productivity and effectiveness.

  • Sales Enablement Platforms
  • API Integrations & Workflows
  • ROI Analysis of Sales Tools
  • Change Management for Tech Adoption

13What you’ll use

What you’ll use

Skills this role draws on

Technical

  • Consultative Discovery & Solution Mapping (Advanced)
  • Proof of Concept (PoC) / Proof of Value (PoV) Management (Expert)
  • Competitive Technical Teardown (Expert)
  • Multi-threaded Stakeholder Communication (Expert)
  • Value-Based Demonstration (Expert)
  • Objection Handling & Technical Validation (Expert)

14The pathway

The pathway

How you actually get there, here

How you become one varies far more by country than what one does. This is the UK route. Most people take one of these ways in; the right one depends on where you're starting from.

  1. 1

    Senior Solutions Consultant (Internal Promotion)

    5-8 years as an SC, with 2-3 years at Senior level

    Skills to master

    • Mastery of complex enterprise deals, informal mentorship of peers, development of reusable assets, strong cross-functional relationships with Product/Sales.

    You're ready to move on when

    • Consistently exceeding technical win rate targets on the largest deals.
    • Being the 'go-to' person for complex technical questions or strategic guidance within the SC team.
    • Proactively identifying and solving team-wide process inefficiencies.
    • Receiving unsolicited positive feedback from peers and sales leadership about your leadership qualities.
  2. 2

    Lead Solutions Architect (External Hire or Internal Move)

    8-12 years in technical pre-sales, often with some team lead responsibilities.

    Skills to master

    • Designing multi-product, complex solutions, developing comprehensive technical playbooks, leading small project teams, strong influence without direct authority.

    You're ready to move on when

    • Proven ability to architect solutions for the most demanding enterprise clients.
    • Experience in a 'player-coach' role, guiding junior team members while still handling complex deals.
    • A track record of defining and implementing technical best practices for a team or function.
    • Strong strategic thinking, connecting technical solutions to broader business outcomes.
  3. 3

    Technical Account Manager / Post-Sales Technical Lead

    10+ years in a technical customer-facing role, with a focus on long-term relationships.

    Skills to master

    • Deep customer relationship management, understanding of post-sales challenges, project management of technical deployments, customer advocacy.

    You're ready to move on when

    • Exceptional ability to build and maintain trust with technical client stakeholders.
    • Experience navigating complex customer environments post-sale, often resolving technical issues.
    • A strong desire to lead and develop a team, moving beyond individual customer management.
    • Understanding of the full customer lifecycle, from pre-sales to adoption and retention.

15Where this role leads

The long view: This role can lead to broader sales leadership positions, senior pre-sales roles, or a move into product management, drawing on your experience of what customers need.

The ten Future Fluencies

Zavmo analysis

The credential is what you can do today. These are what keep you valuable.

A qualification proves you can do the job as it's defined today. These ten are what decide whether you're still the obvious person for it in five years. They're the capabilities employers are now writing into senior roles faster than people are learning them. Zavmo weaves them through whatever you study, so you come out with both: the credential and the fluency.

The highlighted ones are the Fluencies your role leans on hardest, from how Manager, Solutions Consulting is actually changing.

Where it leads

Roles this leads to

The record names a next step, but the catalogue has no page for it yet:

  • Director, Global Solutions Consulting
  • Principal Solutions Architect (Individual Contributor Track)

How you would learn this

One to one, on the work you already do

A tutor sets the task against your own job and marks the reasoning, at your pace. There is no cohort to fall behind.

A lesson from Manage Sales Technology Systems, worked against Manager, Solutions Consulting.

Manage Sales Technology Systems Level 5

Applied to your work in Manager, Solutions Consulting

This unit aims to equip learners with the knowledge of functional requirements of sales technology systems and how to support users for effective adoption. Learners will be able to monitor system effectiveness, identify areas for improvement, and ensure the effective usage of sales technology to optimise sales performance.

How the thinking builds
  1. 1 Remember
  2. 2 Understand
  3. 3 Apply
  4. 4 Analyse
  5. 5 Evaluate
  6. 6 Create
An illustration of a Zavmo lesson, built from this role’s own route. The unit, its objective and every criterion above are the awarding body’s own words, not an example.

It is £70 a month, billed monthly. Your free first module is Future Fluency, and you can cancel any time.

See Your Progress Grow Illustration
Manager, Solutions Consulting
  • Consultative Discovery & Solution Mapping (Advanced)
  • Proof of Concept (PoC) / Proof of Value (PoV) Management (Expert)
  • Competitive Technical Teardown (Expert)
  • Multi-threaded Stakeholder Communication (Expert)
  • Value-Based Demonstration (Expert)
  • Objection Handling & Technical Validation (Expert)
This is your Mind Palace on learn.zavmo.ai. Every skill above comes from this role's own record, not an example borrowed from another job. A node lights up when you evidence it, and what you build stays yours between jobs. That is the part a course cannot do.

16The detail, folded away

Everything else the record holds

The career branches in full, how AI is already showing up in the day-to-day, and the questions people ask about this job. Here when you want them, out of the way while you decide.

Where it leads next, rung by rung

Where it leads

The career path, and where it branches

Manager, Solutions Consulting is a start, not a ceiling. Each step below asks for new skills and hands back more autonomy.

  1. Director, Global Solutions Consulting

    3-5 years in the Manager role

    L6

    • Global Sales Enablement Defining and implementing global training programmes and content strategies.
    • M&A Technical Integration Leading the technical pre-sales integration for acquired companies.
    • Advanced P&L Management Owning a larger budget and driving financial performance for the pre-sales function.
    • Executive Relationship Management (Internal/External) Building and maintaining relationships with C-suite stakeholders.

  2. Principal Solutions Architect (Individual Contributor Track)

    3-5 years in the Manager role (if choosing to return to IC)

    L5 (lateral move, but deeper technical focus)

    • Emerging Technology Adoption Researching and piloting new technologies for strategic customer engagements.
    • Technical Due Diligence (M&A) Providing expert technical analysis for potential acquisitions.
    • Complex Systems Integration Architecting solutions that integrate multiple disparate systems.
    • Technical Programme Management Leading large-scale technical projects within strategic accounts.
Working with AI on the job

Working with AI

Where AI is starting to help

As a Manager, Solutions Consulting, your time is precious. You're constantly juggling team development, deal escalations, and strategic planning. What if you could reclaim hours each week, not just for yourself, but for your entire team? AI isn't just for individual contributors; it's a game-changer for managers too.

We're embedding AI tools into our sales processes to automate the tedious bits, giving you and your team more time for high-value activities like coaching, strategic discovery, and crafting bespoke solutions. Imagine less time on admin and more time winning deals and developing your people. Here's how AI can help you lead more effectively.

Team Performance Analytics AI

AI analyses CRM data and call transcripts to identify patterns in team performance: which SCs excel at certain objections, common deal blockers, or effective demo techniques. It provides data-driven insights for targeted coaching, helping you spot trends and intervene proactively.

Automated Resource Allocation & Forecasting

AI can predict future technical sales resource needs based on pipeline velocity, deal complexity, and historical data. This helps you optimise team assignments, balance workloads, and forecast hiring needs, ensuring you always have the right SCs on the right deals.

Coaching & Feedback Assistant

AI reviews demo recordings and call transcripts, providing objective feedback on presentation style, discovery questions, and objection handling. It can even draft personalised coaching points for your 1:1s, saving you hours of manual review and ensuring consistent, data-backed feedback.

Strategic Insight Generation

AI sifts through market reports, competitor analysis, and customer feedback to identify emerging trends, product gaps, and competitive threats. This gives you a strategic edge, allowing you to proactively adapt your team's approach and provide valuable input to Product and Sales leadership.

Common questions

Common questions

How do you become a Manager, Solutions Consulting?

Common routes in include Senior Solutions Consultant (Internal Promotion) (5-8 years as an SC, with 2-3 years at Senior level), Lead Solutions Architect (External Hire or Internal Move) (8-12 years in technical pre-sales, often with some team lead responsibilities.) and Technical Account Manager / Post-Sales Technical Lead (10+ years in a technical customer-facing role, with a focus on long-term relationships.). Times vary with prior experience.

Where can a Manager, Solutions Consulting progress to?

This role can lead on to Director, Global Solutions Consulting (3-5 years in the Manager role) and Principal Solutions Architect (Individual Contributor Track) (3-5 years in the Manager role (if choosing to return to IC)), depending on the skills you build.

What new skills matter most for a Manager, Solutions Consulting?

Increasingly, AI-Driven Coaching & Performance Optimisation and Sales Tech Stack Integration & Optimisation. These are the skills our record of this role lists as growing.

Free tools

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17Where to go from here

Other roles at Level 5

Same depth of qualification, different job. Useful if the work appeals but this particular role does not.

 More jobs in sales

Stay in the field you know and move sideways rather than up.
If you leave this industry

Leading technical teams, understanding customer problems, and translating technical solutions into business value are skills that carry across sectors. They can lead to sales leadership, product management, customer success leadership, or consulting roles in other tech companies or industries.

This role profile is © 2026 Growth Engineering Technologies Ltd. Built from UK occupational standards and regulated qualification data, and written for Zavmo.

You're not behind. You're right on time. The shift is only just beginning. Your role won't look the same in two years. Be the one who leads the change, not the one it happens to. Start my free Automation Fluency module What happens next: a free account, then we build your plan as you set up. No card. Build your plan, see your roadmap and meet the twelve tutors matched to you. All free. When you're ready to start learning, it's £70 a month, billed monthly. Cancel any time and billing stops.