Senior Solutions Consultant (Utilities)
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Job Location:
San Francisco, CA - USA
Monthly Salary:
$ 200000 - 220000
Posted on:
30+ days ago
Vacancies:
1 Vacancy
Department:
Job Summary
Who we are
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfireswith longer fire seasons drier fuels and faster windsnew ignitions spread faster and put more communities at risk. Today most wildfires are detected by bystanders and reported via 911 meaning it can take hours to detect a fire verify its exact location and size and dispatch first responders. Fire authorities need a faster way to detect confirm and pinpoint fires so that they can quickly respondpreventing small flare-ups from becoming devastating infernos.
About Pano: We are a 130 person growth-stage hybrid-remote start-up headquartered in San Francisco. We are the leader in early wildfire detection and intelligence helping fire professionals respond to fires faster and more safelywith the right equipment timely information and enhanced coordinationso that they can stop a new ignition before it grows. Pano AI combines advanced hardware software and artificial intelligence into an easy-to-use web-based platform. Leveraging a network of ultra-high-definition 360-degree cameras atop high vantage points as well as satellite and other data feeds Pano AI produces a real-time picture of threats in a geographic region and delivers immediate actionable intelligence.
Pano AI is on TIMEs list of the 100 Most Influential Companies of 2025! MIT Technology Review listed Pano as one of the top 15 climate tech companies to watch in 2024 and Fast Company named Pano AI one of the Top 10 most innovative companies in AI of 2023. Weve also been featured in the Wall Street Journal Bloomberg and CNBC News. Pano AIs dozens of government and enterprise customers span 16 states in the U.S. five states in Australia and BC Canada and we are currently monitoring over 30 million acres of land. Pano AI has raised $89M in venture capital funding from Giant Ventures Liberty Mutual Ventures Tokio Marine Future Fund Congruent Ventures Initialized Capital Salesforce Ventures and T-Mobile Ventures. Learn more at
The Role
Pano AI is seeking a Senior Solutions Consultant to join our dynamic Go-To-Market team during a critical phase of growth and transformation. As a frontline member of the Solutions Consulting team you will play a pivotal role in advancing our mission to mitigate the impacts of wildfires by helping prospects and customers understand how Panos technology aligns with their organizational goals.
You will collaborate closely with Account Executives Product Customer Success and Operations to design present and deliver tailored solutions to current and prospective customers in the utilities and energy segment. Your work will involve translating technical capabilities into strategic value demonstrating the power of Panos AI-driven platform and supporting the sales cycle through to successful implementation.
This role is ideal for a driven hands-on professional with experience in solution consulting sales engineering or technical presales who thrives in fast-paced mission-driven environments and is passionate about applying technology to solve urgent climate-related challenges.
What youll do
- Partner with Account Executives and broader Go-to-Market team on net new and expansion opportunities from discovery through opportunity closure
- Align Pano solution to organizational needs by understanding the challenges faced by our segments and mapping our solutions to create value for our customers
- Support the execution of the sales process through demos risk analysis solution and network design implementation planning and engagement with our Customer Success and Operations teams
- Craft compelling demonstrations of Panos solutions emphasizing risk mitigation value and differentiation
- Design and scope the solution and associated implementation activities working closely with the extended ecosystem (Operations Product Customer Success) and customers to meet them where they are in their evolution in addressing this critical problem
- Apply a deep understanding of full Pano customer usage of the solution to share insights and best practices with prospects and existing customers
- Builds a collaborative culture of trust across the deal team (embodies a we mentality) while also exhibiting ownership of the solution to drive to the desired outcomes
- Acts as the technical expert during the sales cycle by anticipating identifying and overcoming client questions/objections during each sales cycle
- Represent Pano AI at industry events webinars and conferences positioning the company as an innovative leader in wildfire mitigation technology
What youll bring
- 5 years in Solutions Consulting Sales Engineering or a similar role within a SaaS companyStrong technical and business acumen with the ability to translate between customer needs and product capabilities.
- Familiarity with ArcGIS cloud platforms APIs and system integrations is a plus
- Demonstrated ability to think strategically and creatively about customer priorities and technical challenges while aligning to a compelling solution
- Exceptional communication skills both verbal and written as well as strong organizational skills across multiple simultaneous opportunities
- The ideal candidate will exhibit curiosity resourcefulness intrinsic motivation a consultative approach and a growth mindset
- The ideal candidate will be passionate about environmental issues and have a close affinity for addressing the effects of climate change
- Willingness to travel as needed for customer engagements and industry events
$155000 - $170000 a year
OTE : $200000 - $220000
Final salary offered is based upon multiple factors including individual job-related qualifications education experience knowledge skills and addition to salary this position is also eligible for stock options. We offer comprehensive health insurance paid time off and 401k.
Pano is an equal opportunity employer committed to recruiting and supporting our team-members regardless of where they come from. We do not discriminate on the basis of race color religion gender gender identity or expression sexual orientation national origin genetics disability age or veteran status.
We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.
Required Experience:
Senior IC
Key Skills
- Corporate Banking
- Access Control
- Gallery
- Investment
- Autocad
- Asic
About Company
Improve wildfire & bushfire response with Pano's early detection & intelligence system. Equip first responders with data for faster, safer coordinated action.
