Pre-Sales Solution Consultant

About the role

Own the technical win in enterprise healthcare deals. You will partner with Sales from the first discovery conversation through demo, pilot and security review, then hand the account to Implementation with a documented solution design. Our buyers bring their CIO, their security team, their compliance officer and their EHR integration lead to the table, often all at once. This is a builder role: you will create the demo library and the RFP knowledge base rather than inherit them. It suits 4 to 8 years in pre-sales, solution consulting or sales engineering, including at least 2 years in healthcare SaaS.

What you will do

• Run technical discovery to map current consent and signature workflows, integration points, volumes and regulatory obligations.
• Deliver tailored demonstrations that reflect the prospect's own use cases, personas and terminology rather than a generic walkthrough.
• Build and maintain demo environments, sample workflows and reusable demo assets for the wider sales team.
• Scope, run and close out pilots and proofs of concept against written success criteria agreed with the customer up front.
• Lead responses to RFPs, RFIs, vendor assessments and security questionnaires, and build a reusable answer library from them.
• Scope integrations across EHR and enterprise systems: Epic, Oracle Cerner, HL7 v2 and FHIR, SSO through SAML or OIDC, REST APIs and webhooks.
• Assemble and present compliance evidence covering HIPAA, 21 CFR Part 11, SOC 2 Type II and CMS-0053-F, working with Security and Legal on customer-specific requirements.
• Own technical competitive positioning against DocuSign, Adobe Acrobat Sign and other eSignature and eConsent vendors, and keep battlecards current.
• Handle objections on security architecture, data residency, audit trails, tamper evidence and the legal validity of signatures.
• Feed prioritised field requirements and gaps into Product with a clear business case and deal context.
• Hand off won deals to Implementation with a documented solution design, integration plan and open-item list.
• Enable Account Executives and BDRs through product training, discovery frameworks and technical objection handling.
• Support Marketing with webinars, technical content, conference demos and customer-facing technical collateral.

What we are looking for

• 4 to 8 years in pre-sales, solution consulting or sales engineering for enterprise B2B SaaS, including at least 2 years in healthcare SaaS.
• Direct experience selling or supporting software into healthcare providers, payers or life sciences organisations.
• Demonstrated ownership of the technical win in deals that passed formal security and compliance review.
• Strong demonstration and storytelling skills, able to hold a mixed audience of business, IT and compliance stakeholders.
• Working knowledge of eSignature and consent frameworks: the ESIGN Act, UETA, eIDAS, Aadhaar eSign and Digital Signature Certificates, along with PKI, audit trails and tamper evidence.
• Hands-on API literacy: REST, JSON, Postman, webhooks, and the ability to read API documentation and build a working sample flow without engineering support.
• Practical understanding of identity and access management: SSO, SAML 2.0, OIDC, SCIM and role-based access control.
• Experience writing and reviewing RFP responses and security questionnaires.
• Comfortable working across multiple live deals and shifting priorities in a fast-moving environment.
• Excellent verbal and written communication in English, and a bachelor's degree in engineering, computer science or an equivalent technical discipline.

Nice to have

• A healthcare IT background: Epic, Oracle Cerner, HL7 v2, FHIR or IHE profiles.
• Exposure to GxP and 21 CFR Part 11 validation, including IQ, OQ and PQ documentation.
• Familiarity with AWS or Azure, containerised deployments and data residency considerations.
• Experience with contract lifecycle management, document workflow or forms automation platforms.
• Prior work at an eSignature, eConsent or clinical documentation vendor.
• Relevant certifications such as CISSP, CIPP, cloud architecture, or Epic or Cerner credentials.
• Willingness to travel for onsite discovery workshops, demos and customer events.

Why join Certinal

• Own the technical win: direct, visible influence on every enterprise deal Certinal closes.
• Build from scratch: define the demo library, the RFP knowledge base and the pre-sales playbook rather than inheriting them.
• Regulated-market depth: work where healthcare, compliance and enterprise integration meet, and technical credibility decides deals.
• Close to product: a short path from a customer requirement you surface to a roadmap decision.
• International exposure: enterprise accounts across India, the United States and other geographies.
• Learning and development: a professional development budget and access to industry conferences and certifications.