How to Become a Solutions Consultant in the UK
Solutions consultants, also called pre-sales or sales engineers, are the technical half of a software sales team. You run discovery calls to understand a prospect's problems, build and present tailored product demos, answer technical and security questions, scope how the product will fit with existing systems, and help hand new customers over to onboarding.
It is rarely a first job. Most solutions consultants move in after three to five years in a technical, consulting, implementation or customer-facing role, often with a degree, and are paid a base salary plus commission or bonus tied to sales targets.
Quick facts
- Starting salary
- £45,000 - £60,000 + commission
- Mid-career salary
- £75,000 - £110,000 OTE
- Senior salary
- £140,000 - £220,000+ OTE
- Work environment
- Remote with client travel
- Time to entry
- 3 - 5 Years technical / sales background
- Degree required
- Preferred
- Category
- AI, Data and Automation
Compare pay across careers in the UK salaries by career report. Also in: High-paying careers.
What a Solutions Consultant does
Pre-sales technical role at a SaaS - demos, technical wins and onboarding for new customers.
How to become a solutions consultant in the UK
There is no formal qualification. Employers want people who understand a product area deeply and can explain it clearly to both technical and business buyers. Common routes in are implementation consultant, technical support, customer success, business analysis, software engineering, or a sales role with strong product knowledge. Many software companies prefer a degree, but it is not always required. Vendor certifications in the platforms you work with, such as Salesforce or AWS, can help in those ecosystems. Some companies run associate solutions consultant programmes for graduates.
- Build deep product knowledge in a software area, for example through implementation, technical support or customer success at a SaaS company.
- Practise discovery: asking structured questions about a prospect's processes, problems, systems and buying process before showing any product.
- Learn to give tailored demos that follow the prospect's priorities, and record yourself to tighten timing, storytelling and how you handle questions.
- Get comfortable with integrations, APIs, single sign-on and security questionnaires, which come up in most mid-market and enterprise deals.
- Ask to shadow solutions consultants on live deals, or help maintain demo environments, to build evidence for an internal move.
- Apply for associate or solutions consultant roles, and prepare for a mock demo presentation, which is a common part of hiring.
| Route | How long | Cost | Best for |
|---|---|---|---|
| Internal move from implementation, support or customer success | 1-3 years | Paid | People already at a software company |
| Graduate or associate solutions consultant programme | 1-2 years | Paid | Graduates with strong communication skills |
| Move across from consulting or software engineering | 3-5 years' experience | Paid | Technical people who enjoy presenting |
How long it takes
Most people move into a solutions consultant role after three to five years in a technical, consulting or customer-facing job. Graduate programmes can get you in sooner as an associate.
Solutions Consultant salary in the UK
Solutions consultants usually start on around £45,000 to £60,000 base, plus commission or bonus. Experienced consultants earn about £75,000 to £110,000 in on-target earnings (OTE), and principal consultants or heads of pre-sales reach roughly £140,000 to £220,000 or more OTE. Pay depends on deal size, how much of your package is variable, whether you sell to enterprise customers, and the company's stage. London and enterprise software companies tend to pay most.
Key skills
- Technical demos
- Discovery
- Solution design
- Storytelling
Solutions Consultant FAQs
How do I become a solutions consultant in the UK?
Build deep knowledge of a software area through implementation, support, customer success, consulting or engineering, then practise discovery and demos. Many people move internally into pre-sales, and some companies run associate programmes for graduates.
Do I need a technical degree to be a solutions consultant?
No, but you need to be technically confident. Many solutions consultants have degrees in computing, engineering or business, while others built technical skills on the job. Explaining complex products clearly matters as much as your degree.
How much does a solutions consultant earn in the UK?
Starting pay is around £45,000 to £60,000 base plus commission. Experienced consultants earn about £75,000 to £110,000 OTE, and principal consultants or heads of pre-sales reach roughly £140,000 to £220,000 or more OTE.
What does OTE mean in a solutions consultant job?
OTE means on-target earnings: your base salary plus the commission or bonus you would earn if you and your sales team hit target. Pre-sales roles usually have a smaller variable share than account executive roles, so pay is more stable.
Is Solutions Consultant right for you?
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Still deciding whether solutions consultant is the career for you? Here is which career test is actually worth taking, and what a free quiz will not tell you.