Job Summary
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.
Let's talk about 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
Let's talk about Responsibilities
Required 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.
We are shaping the future at ResMed, and we recognize the need to build on and broaden our existing skills and continue to attract and retain the world’s best talent. We work hard to offer holistic benefits packages, provide flexible work arrangements, cultivate a workforce culture that allows employees to grow personally and professionally, and deliver competitive salaries to our team members. Employees scheduled to work 30 or more hours per week are eligible for benefits. This position qualifies for the following benefits package: comprehensive medical, vision, dental, and life, 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), and tuition assistance. Employees accrue fifteen days Paid Time Off (PTO) in their first year of employment, receive 11 paid holidays plus 3 floating days and are eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.
Individual pay decisions are based on a variety of factors, such as the candidate’s geographic work location, relevant qualifications, work experience, and skills.
At ResMed, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current base range for this position is: $112,000 - $140,000.
For remote positions located outside of the US, pay will be determined based the candidate’s geographic work location, relevant qualifications, work experience, and skills.
Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.
