Pioneering innovative medical device and digital health solutions that treat and keep people out of the hospital.
Manager, Solutions Consulting
Location
United States
Posted
5 days ago
Salary
$112K - $140K / year
Seniority
Lead
No structured requirement data.
Job Description
Manager, Solutions Consulting
ResMed
Role Description The Manager, Solutions Consultant is responsible for leading a team of high-performing solution consultants while actively supporting the sales organization by delivering compelling, value-driven product demonstrations and technical expertise. This role bridges sales, product, and client success, ensuring that prospects and customers clearly understand how Brightree solutions drive measurable outcomes - reducing manual work, improving patient engagement, and accelerating revenue cycles. Additionally, this leader will evolve the organization from a traditional demo-driven approach to a more consultative, solution-focused engagement model that improves customer experience and increases win rates. Responsibilities - Team Leadership & Development - Lead, coach, and develop a team of Solutions Consultants supporting Brightree’s portfolio (e.g., Mobile Delivery, IDA, eForms, Patient Hub, eFax, Advanced Analytics, etc.) - Establish performance expectations, KPIs, and continuous improvement plans - Conduct regular deal reviews, call coaching, and structured demo feedback sessions - Build playbooks and standardize modern demo strategies across the team - Coach teams on discovery-led, consultative demo approaches vs. traditional “show and tell” - Partner with Sales Leadership to align on pipeline priorities and resource allocation - Pre-Sales Strategy & Execution - Partner with Account Executives to develop winning strategies for complex opportunities - Lead and support discovery conversations to uncover operational inefficiencies, workflows, and business drivers within HME/DME and Pharmacy Infusion organizations - Translate client challenges into tailored Brightree solutions with clear ROI and measurable outcomes - Deliver high-impact, outcome-focused product demonstrations tied directly to customer pain points - Support RFP/RFI responses and technical validations - Elevate the sales cycle from “demo-driven” to solution-based storytelling and value realization - Solution Expertise & Messaging - Serve as a subject matter expert across Brightree’s solution suite - Ensure all messaging is accurate, compliant, and aligned with real-world workflows and product capabilities - Communicate differentiated value vs. competitors - Position automation-first workflows that eliminate redundancy and improve scalability - Guide the team to present solutions aligned to customer roles (executive, operational, billing, clinical stakeholders) - Cross-Functional Collaboration - Partner with Product Management to relay market feedback and influence roadmap priorities - Align with Implementation and Client Success teams to ensure smooth post-sale transitions - Collaborate with Marketing on demo assets, competitive positioning, and event strategy - Support industry events, conferences (e.g., Medtrade, VGM, NHIA), and webinars - Partner on product launches and enablement efforts across the organization - Operational Excellence - Track and report on team performance metrics (win rates, demo conversion, deal velocity) - Maintain consistent CRM hygiene and documentation - Optimize demo environments, scenarios, and use cases for different buyer personas - Evaluate and modernize demo tools and platforms (e.g., interactive demos, guided walkthroughs) - Identify opportunities to scale the function through tools, automation, and improved processes Qualifications - 7+ years of experience in pre-sales, solutions consulting, or healthcare technology - 2+ years of experience leading, coaching, or mentoring a team - Strong understanding of consultative selling and value-based demonstration methodologies - Deep knowledge of HME/DME workflows, revenue cycle, and compliance requirements - Proven ability to support complex, multi-stakeholder sales cycles - Strong communication skills with the ability to influence both executives and operational users - Experience translating technical capabilities into business outcomes and ROI Preferred Qualifications - Experience with Brightree or similar platforms (e.g., HME software, EMR, RCM solutions) - Background in workflow automation, document management, or patient engagement technologies - Experience building scalable demo frameworks and sales playbooks - Familiarity with competitive landscape and healthcare technology trends - Experience with demo methodologies (e.g., Great Demo) or sales frameworks (e.g., Sandler, Challenger) - Experience evaluating or implementing demo tools (e.g., interactive/guided demo platforms like Storylane) - Ability to travel up to 50% as needed for customer engagements, trade shows, and team support Benefits - Comprehensive medical, vision, dental, and life insurance - AD&D, short-term and long-term disability insurance - Sleep care management - Health Savings Account (HSA) - Flexible Spending Account (FSA) - Commuter benefits - 401(k) - Employee Stock Purchase Plan (ESPP) - Employee Assistance Program (EAP) - Tuition assistance - Fifteen days Paid Time Off (PTO) in the first year of employment - 11 paid holidays plus 3 floating days - 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members
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