Client Solutions Consultant
KLDiscovery · United States
Client Solutions Consultant
The Client Solutions Consultant is a client- and market-facing technical sales team member who partners with KLD's sales teams to close credibility gaps in the sales cycle, proving out our products and platform capabilities through demos, proofs of concept, and technical Q&A. Client Solutions Consultants are lightly aligned to segments, covering Enterprise, Strategic, and EMEA's complex deals, and serve as the field-facing extension of our product offerings testing, applying, and feeding back on messaging in live client conversations.
Client Solutions is a support layer of our sales team supporting the sales such as product demos, a POC, or a technical Q&A as well as serving as voice of market back into our Product teams.
Scope & Responsibilities
Client & Market Facing
- Serve as a primary external representative for KLD's product portfolio, leading with our core platform capabilities and extending to additional product lines as specialization areas are defined.
- Represent KLD at key industry events, conferences, and client meetings as a technical voice for our product lines.
- Support strategic account planning meetings and early-stage roadmap conversations, particularly in accounts where deal size or strategic importance warrants senior technical engagement.
- Act as a subject matter expert for enablement on new products, and identify when a deal or client conversation needs deeper domain, regulatory, or industry expertise beyond this role's scope.
Internal Enablement
- Own field readiness for the sales team on product enablement: talk tracks, objection handling, competitive positioning, and demo fluency.
- Partner with Product Marketing on messaging alignment: PMM owns the official narrative and assets; this role is the field tester and live application of that narrative, with a formal feedback loop back to PMM.
- Work with Product on roadmap communication internally, ensuring the field understands what's coming, when, and how to position it.
- Carry responsibility for surfacing field feedback back to Product as the voice of the customer.
Cross-Functional
- Sits within the Client Solutions organization, reporting through the Client Solutions leadership structure.
- Maintains regular (at minimum bi-weekly) alignment with Product on roadmap and product feedback.
- Does not own product positioning, campaign assets, or analyst relations — those remain with Marketing/PMM.
Core Competencies
- Deep working knowledge of the relevant product portfolio, technical workflows, and underlying methodology.
- Ability to communicate technical concepts with equal fluency to non-technical audiences (clients, sales) and technical audiences (product, delivery).
- Comfort operating in ambiguous, deal-specific situations rather than relying on templated pitches.
- Strong cross-functional collaboration; this role has no direct authority over sales, product, or delivery, so influence and trust-building are essential.
- Commercial awareness: understanding how technical positioning and solutioning decisions affect win rate, deal velocity, and client confidence.
Required & Preferred Skills
- 5+ years of client-facing presentation, demo, or technical sales experience, preferably in a technical industry
- Demonstrated experience running product demos, POCs, or technical proof points as part of a sales cycle
- Strong public speaking and live-demo delivery skills, including ability to think on your feet with technical Q&A and objection handling in real time
- Ability to translate technical/product capabilities into business value for non-technical stakeholders (GCs, litigation support, procurement)
- Hands-on comfort with AI tools in daily workflow
- Familiarity with legal tech, or ability to ramp quickly on legal tech concepts and workflows
- Willingness to travel
- Bachelor's degree or equivalent practical experience
- Proficiency with core productivity and collaboration tools (Microsoft Office, Teams, AI productivity tooling)
- Experience with CRM and sales enablement platforms (e.g., Salesforce)
- Comfort building and delivering polished client-facing presentations
- Eligibility to work in the required country/region without current or future visa sponsorship
Preferred
- • 3+ years in the legal industry, preferably eDiscovery or a related sector; strong candidates from adjacent technical sales backgrounds (e.g., cybersecurity, enterprise SaaS, data/analytics) will also be considered
- • Working knowledge of litigation, investigations, or regulatory workflows
- • Experience building or delivering sales enablement content (talk tracks, battlecards, competitive positioning)
- • Legal education or paralegal background (even without practicing)
- • CEDS (Certified E-Discovery Specialist) or similar industry certification