Senior Solution Consultant

About the role

You know how to sell complex services into SMB and mid-market organisations. Not products. Not licences. Not simple transactional deals. Services. First Focus is looking for a proven Senior Solution Consultant who can turn qualified conversations into high-quality commercial outcomes. We are the leading managed AI and IT services provider in Australia and New Zealand, and our marketing engine creates a strong flow of opportunities with businesses already exploring change. Your role is to qualify well, run sharp discovery, shape the right solution and close clients who are a strong fit for our managed AI, managed IT, cloud, cyber, modern workplace and project capabilities. This is a senior individual contributor role. It is not a training-ground sales position, and it is not a lead generation role. You will need to arrive with mature discovery skills, commercial discipline and the ability to build trust with executives quickly. What You Will Be Doing You will work with businesses typically in the 20 to 200 seat range that are reviewing their IT environment, AI initiatives, security posture, systems maturity or current technology partner. AI is at the forefront of this role. First Focus is the market leader in helping SMBs do more with AI in practical, secure and commercially useful ways. You will be at the heart of those conversations, helping business leaders move from curiosity and experimentation to clear priorities, sensible adoption and measurable outcomes. You will lead the commercial conversation from qualification through to proposal and close. That means understanding the client's business, identifying real pain, testing urgency, mapping decision process and shaping a solution that is commercially sound and operationally deliverable. You will work closely with technical specialists, but you will own the sales process. You do not need to be the deepest technical person in the room. You do need to know how to translate AI, security, cloud and managed services capability into business value, ask strong questions and keep the conversation moving toward a decision. You will write clear, credible proposals that help senior stakeholders understand the case for change. You will also ensure clean handovers into onboarding and delivery, because selling something properly includes setting the client and the delivery team up for success. About You You have already sold complex B2B services and you understand that services sales is different from product sales. Trust matters earlier. Discovery matters more. The value has to be made clear before the client can confidently move. You are curious about AI and already using it to work smarter. You experiment with it in your professional and personal life, not because it is trendy, but because you can see how it improves research, communication, productivity, decision-making and client outcomes. You are likely to be a strong fit if you have: At least five years of consultative selling, solution consulting or services sales experience. A track record selling managed services, professional services, IT consulting, cyber, cloud, systems integration, AI-enabled services or similar complex services. Experience selling into SMB or mid-market organisations. Confidence speaking with owners, CEOs, CFOs, COOs, IT leaders and senior managers. The ability to qualify firmly and avoid wasting time on weak opportunities. Strong written communication and the ability to produce clear proposals. Enough technical curiosity to learn our service lines quickly and know when to bring in specialists. A genuine interest in AI and how it can help businesses improve performance. Commercial maturity, high standards and the expectation that your remuneration should reflect the value you create. This role is probably not right if your experience is mainly lead generation, account management, product sales or enterprise sales with large internal bid teams around you. It is also not right if you need a highly scripted sales process to be effective, or if AI is something you only talk about rather than actively use. What Great Looks Like Within six months, you will be running strong executive discovery with limited supervision, converting a meaningful percentage of assigned opportunities, producing commercially sharp proposals and contributing materially to new recurring revenue. You will be trusted by prospects because you understand their business. You will be trusted internally because you qualify properly, sell accurately and set expectations clearly. You will also be helping SMB leaders understand where AI can create real business value, where they need better foundations first and how First Focus can help them move forward safely and practically. Why First Focus First Focus is the leading managed AI and IT services provider in Australia and New Zealand, with more than 350 specialists across Australia, New Zealand and the Philippines. We are at the front of helping SMBs use AI to work smarter, i

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