Senior Maritime Commercial Solutions Consultant

Description Who we are Veson Nautical is an established, fast-growing software company. We provide end-to-end logistical, operational, and analytical solutions that make maritime commerce more efficient and effective. The opportunity This role puts your shipping experience at the centre of how Veson sells. As an integral member of the sales team, you will help prospects and existing clients envision, architect, and adopt tailored solutions across our multi-product portfolio. Clients trust people who have run chartering desks, voyages, and the systems behind them, and you will bring that credibility to every commercial engagement. You will drive revenue growth by combining first-hand industry knowledge with technical and functional curiosity, in a fast-paced, entrepreneurial environment. The role balances sophisticated commercial engagements with firm-building work that multiplies team impact, including sharing how shipping businesses operate with the colleagues around you. You bring the business knowledge, and we will teach you our products and our pre-sales methods. Who thrives in this role You have worked in shipping at an owner-operator, an integrated trader, or a comparable company, as a Charterer, an Operator, or a Business Application Manager or Business Process Owner. You are close to the business and comfortable with technology, and you pick up new systems quickly. You are ready to move from using solutions to shaping and selling them. Responsibilities Core pre-sales activities • Deliver in-depth product demonstrations and presentations tailored to each prospect's business objectives and technical requirements, using real chartering, operations, and voyage scenarios • Lead technical evaluations, including proofs of concept, RFPs, and complex solution design across multiple product combinations • Develop initial SOWs and Professional Services estimates, validating Veson's deployment capability against customer needs • Act as the liaison between sales and the wider Veson organisation for specialised technical assistance • Collaborate with Sales, Services, and Product teams to articulate Veson's value proposition, vision, and strategy • Build credibility with prospects and clients through demonstrated expertise in both business value and technical implementation Industry expertise and knowledge sharing • Act as the voice of the shipping industry at Veson, translating the realities of chartering, operations, laytime, demurrage, and voyage economics into client conversations and product thinking • Share operational and commercial knowledge with the Solutions Consulting team, mentoring colleagues on how owners, operators, and traders work • Build and maintain relationships across the shipping community, including owners, operators, charterers, and traders, to open doors and strengthen client trust Solution design and technical leadership • Master the features and functionality across Veson's suite of solutions, including IMOS, Shipfix, CoCaptain AI, Data Lake, and integrations • Design and scope integration requirements during the pre-sales stage, articulating technical feasibility and implementation approach • Serve as a go-to internal technical resource, educating sales colleagues, clients, and prospects on Veson's offerings • Own the sales demonstration and sandbox environments for your region, streamlining and creatively developing crisp demonstration experiences • Use deep product knowledge and technical skills to suggest and, where appropriate, develop tailored product solutions • Produce polished, buyer-ready solution and implementation documentation, including manuals, guides, designs, and data considerations Strategic engagement and discovery • Conduct strategic discovery using the MEDDPICC methodology to uncover pain points, decision criteria, and business metrics • Present to executive stakeholders, communicating business benefits and technical advantages • Support the sales team in building and executing account-specific close strategies • Use AI tools, particularly Claude, to accelerate preparation, content creation, and knowledge management, and to automate manual work such as turning meeting transcripts into insights and action items • Maintain accurate Salesforce records of client and prospect input, opportunity wins, and losses Firm-building and team contribution • Partner with the commercial team, balancing buyer-facing engagements with internal capability-building • Contribute to improvements in SC team structure, process optimisation, and knowledge sharing • Create reusable content assets, such as Consensus demos, discovery frameworks, and technical documentation, that scale team impact • Mentor and provide thought leadership to associate-level colleagues • Travel as needed (up to 25%) within your assigned region and occasionally globally Communications and relationships Internal • Collaborate extensively with Sales, Services, Product Management, and Marketing to design and deliver tailored solutions • Provide industry knowledge, technical expertise, and thought leadership to the wider SC team • Contribute client and market insights to the Product team for roadmap prioritisation • Mentor Associate and Consultant-level colleagues on technical and commercial skills External • Act as a trusted advisor to prospects and clients, engaging technical teams and senior decision-makers • Lead solution demonstrations, proofs of concept, workshops, and technical evaluations • Represent Veson in regional client-facing activities, including conferences, industry events, and strategic workshops • Build credibility through demonstrated expertise in solving business problems Qualifications Experience • At least seven years of experience in commercial shipping, in a role such as Charterer, Operator, or Business Application Manager or Business Process Owner at an owner-operator, an integrated trader, or a comparable company, or at least seven years of pre-sales, solutions consulting, or technical sales experience in enterprise SaaS • A track record of staying close to the business while working with technology, for example owning or shaping how a team uses systems for chartering, operations, or process management • Proven success in fast-paced, entrepreneurial environments, ideally supporting multiple products or systems • Experience engaging and presenting to senior stakeholders, including across a full sales or negotiation cycle • Project management experience • Documentation design and creation experience Technical skills and tools • Technical aptitude, or a demonstrated ability to learn quickly, for APIs, cloud architecture, and system integrations • Comfortable to proficient with AI tools, particularly Claude • Strong working knowledge of Microsoft Office, plus Salesforce, LinkedIn, and demo platforms, or the ability to learn them quickly • Hands-on familiarity with voyage management, chartering, or commercial shipping systems, such as IMOS, is highly valued Attributes • Fast learner who independently absorbs new product and technology knowledge • Clear, confident written and verbal communicator with a passion for educating clients and colleagues • Coachable, detail-oriented, and effective under pressure • Collaborative by nature, with a creative, solutions-first approach • Highly organised and process-driven, able to balance competing commercial opportunities, internal projects, and firm-building initiatives Core competencies (demonstrated strength in several) • Strategic discovery and qualification (MEDDPICC framework) • Value communication and storytelling • Demonstration and technical presentation • Competitive positioning and objection handling • Stakeholder management and influence • Technical acumen (APIs, integrations, cloud architecture) • AI fluency and productivity • Shipping industry knowledge across chartering, operations, or commercial processes Language requirements • Fluent English (required) • Proficie