Senior Solution Consultant, Workforce West

Senior Solution Consultant, Workforce West
Company: ID.me
Location: Mountain View, California, United States
Department: Sales
Company Overview
IDMe is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with IDMe once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with IDMe at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use IDMe to verify communities and user segments to honor service and build more authentic relationships. IDMe’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. IDMe is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/ .
IDMe is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.
At IDMe, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here .
Overview
Solution Consultants at IDMe are the technical and product experts in the presales process, playing a key role in advancing customer requirements. In this role you will collaborate with sales teams to deliver product demonstrations, respond to technical proposals, lead integration design, and create documentation and architecture diagrams.
Ideally based in Mountain View, CA, the Senior Solution Consultant, Workforce West supports IDMe’s Workforce Identity business across the full western territory. Workforce Identity puts biometric identity verification at the front of the hiring workflow, confirming a candidate is a real person before any screening, reference check, or placement decision. Our customers are rarely employers themselves — they are the background screening, talent intelligence, applicant tracking, and staffing platforms that employers hire through, which makes most of these integrations B2B2B. This is IDMe’s newest vertical and it is being built now: time to go-live is the number most in need of improvement, so the work is not only winning the technical deal but designing rollouts that reach production. You will also support the overlay model, partnering with SLED, Healthcare, and Commerce & Loyalty teams in the region who carry workforce opportunities alongside their own.
We value strong listeners who can deeply understand customer challenges and provide structured advice on overcoming them using IDMe’s technology. You must be highly technical and comfortable interacting directly with customers.
In the rapidly evolving digital identity market, you must understand IDMe’s architecture and capabilities while applying business insights to solve customer problems. Our mission is to give users something invaluable: their time. Solution Consultants at IDMe make a direct, positive impact by helping people access services online more efficiently.
Responsibilities
This role extends the core Solution Consultant responsibilities.
Maintain in-depth knowledge of the entire IDMe product suite and how it maps to hiring, screening, and workforce use cases
Serve as a primary contributor to RFx responses, owning technical accuracy across platform and enterprise solicitations
Solve technical customer issues of broad scope and high complexity
Provide mentorship for Solution Consultant team members and remain a current contributor to team-learning initiatives and activities
Enable Solution Consultants in other verticals to run workforce opportunities competently, since workforce quota is carried across the field
Collaborate cross-departmentally to identify and resolve complex scenarios and integration issues
Propose and implement improvements for product feature enhancements based on current market trends
Identify solutions leveraging market and industry knowledge
Support the team with resolving customer escalations
Assist with specific objectives and key results associated tasks
Leverage technical expertise with APIs, federated protocols, and partner platform environments to drive sales strategy and success
Diagnose and document customer technical and business requirements
Design and configure solutions that address customers’ unique needs and offer the most value from IDMe’s products
Develop and configure demos that position differentiated solutions
Quantify the business and technical value of IDMe in solving customer problems
Execute Proofs of Concept with complex use cases and integrations
Analyze complex RFPs and write accurate, compelling content that positions a unique IDMe solution
Craft reusable technical content such as whitepapers, playbooks, and how-tos
Develop and maintain relationships with the technical representative(s) at the partner
Distill, prioritize, and communicate product feedback to internal teams
Present at marketing events, trade shows, and user conferences
The Role
Collaborate closely with GTM teams as the go-to IDMe product expert to drive successful partner engagements
Gain a deep understanding of all aspects of the IDMe platform to communicate the technology effectively to users of varying technical expertise
Design identity verification into the hiring funnel — application, screening, reference, and onboarding — where candidate drop-off is the cost the partner is weighing against fraud
Position the reusable wallet credential accurately, including what repeat verification means for candidate experience and for the partner’s own economics
Work through the partner’s downstream employer customers, designing integrations the partner can activate and support at scale rather than one employer at a time
Own the technical shape of the rollout, favoring phased and waved launches over big-bang cutovers that overwhelm partner support teams
Complete the presales handoff rigorously so onboarding inherits a documented integration, not a reconstruction — including reporting and webhook expectations and who provisions them
Identify and propose turnkey solutions while coordinating with Product Management for potential outsourced enhancements
Support sales efforts by leading proofs of concept (POCs) that showcase complex use cases and the value of IDMe’s platform
Distill customer and solutions team feedback into actionable insights for Product Management, Engineering, and Sales
Define the specifications for how solutions are designed, managed, and delivered, ensuring alignment with business objectives
Quickly articulate complex technical concepts, often on the fly, using whiteboards or other tools to engage customers
Communicate the architecture, behavior, and characteristics of software solutions to stakeholders, ensuring clarity and alignment with objectives
Requirements
This role extends the core Solution Consultant requirements.
Demonstrated experience performing the responsibilities of a Senior Solution Consultant
Passionate about delivering value to customers; experience in a customer-facing role such as consulting, technical support, or solution engineering
Strong understandi