Solutions Consultant

About the role

The Solutions Consultant is the expert in the deal. You partner with the account team through the full enterprise sales cycle. Your job is not to sell — it is to diagnose, design, and demonstrate: to go deep enough on a prospect’s operation that you can show them a better version of it, with the numbers to back it up.

You are working with large, complex enterprises — manufacturers, retailers, 3PLs, carriers — whose supply chains run across dozens of markets and thousands of daily exceptions. Your job is to understand their operation well enough to frame the highest-leverage problem, design the Shipsy solution that solves it, and tell the story clearly enough to move a CXO. That is a different skill from selling features. It requires operational depth, structured thinking, and the ability to hold credibility in a room full of experts.

People who thrive in this seat typically come from one of two places: consulting (MBB, Big-4 strategy practices, boutique operations firms) or operators who have run supply chain or logistics functions inside enterprise companies. The path matters less than the pattern — you go deep, you structure what others find chaotic, and you are not done until the customer understands exactly what they are getting and why it matters.

What you’ll own

• Diagnosing the operation. Before you design anything, you understand it. Lead structured discovery sessions and workshops with the prospect’s operations, supply chain, and technology teams. Map the current state, quantify the gaps, and identify where the highest-leverage problems actually sit — not where the prospect assumes they are.
• Designing the solution. Translate operational pain into a concrete Shipsy solution. Define what gets configured, what gets integrated, what the pilot looks like, and what success is measured against. You work with product and delivery teams to stress-test feasibility before you put it in front of a customer.
• Building the business case. Craft the financial and operational narrative that connects Shipsy’s capabilities to outcomes a CFO will sign off on: cost reduction, service improvement, working-capital impact, scalability. The number has to be real and defensible, not a back-of-envelope projection.
• Telling the story. A demo is not a feature tour. It is the customer’s own operation, running better, on our platform — their lanes, their exceptions, their data. You build the narrative that connects the operations floor to the boardroom, and you adjust it live when the room shifts.
• Building with AI. This team works AI-first. We use AI tools to turn solution designs into working demos, prototypes, and analysis in days rather than weeks. You do not need to be an engineer, but when showing beats telling, you build the thing that shows. We will teach you the tooling; you bring the bias to make things real.
• Running the deal cycle. Lead RFPs, solution workshops, and executive presentations. You are not the AE’s support function; you are the reason a complex enterprise trusts that Shipsy can deliver. Own the technical and solution track of the deal from first discovery through contract.
• Earning the room. From warehouse operations managers to supply chain directors to CXOs, you are a genuine thought partner to the customer’s leaders — someone who leaves them having learned something about their own operation. That is the bar, not just polished slides.
• Translating back into the product. Every pattern you surface in the field, every gap between what customers need and what the platform does, feeds into product direction. You are one of the clearest signals our product team has for what to build next.

What this role is not

This role isn’t about filling out RFPs, running the same demo on repeat, or building slides for someone else’s meeting. You won’t be brought in for the technical section and quietly exited before the real conversation begins. You’re in the room for the whole thing — and often, you’re the reason the room says yes.

Who we’re looking for

• You go deep. You are not satisfied with the surface answer. When a prospect says their on-time delivery is 78%, you want to know which legs, which carriers, which SKU categories, and what the cost of each missed SLA is. First-principles thinking is the default, not the exception.
• You structure what others find chaotic. You can take a two-hour discovery call with five stakeholders, three conflicting data sets, and a lot of tribal knowledge, and produce a clear problem statement that everyone agrees is right. That is the hardest part of the job — and the most valuable.
• You tell a clear story. Executives don’t buy features; they buy a future state they can picture. You can build that picture on a slide, in a demo, and in conversation.
• You can hold a room at every level. You are as comfortable on the operations floor asking about exception handling as you are in an executive meeting framing transformation priorities. Both require credibility. Both are part of the job.
• You work AI-first. You already use AI tools daily to think, research, and build. You treat them as leverage, not novelty, and you are comfortable learning new tooling fast.
• High agency. You decide what the right next move is and you drive it. You do not wait for someone to tell you what the discovery agenda should be or how the business case should be structured. You have a track record of owning something ambiguous end to end.
• Consulting background or operator experience. Strong candidates have typically done structured problem-solving in complex organisations: consulting (MBB, Big-4 strategy, boutique operations consulting), or have run supply chain, logistics, or commercial functions inside enterprise companies and now want to sit on the solution side. The common thread is rigour and ownership.
• Industry exposure is a real advantage. Experience in supply chain, industrial goods, manufacturing, automotive, retail, CPG, or transport and logistics means you ramp faster and earn credibility sooner. It is not a hard requirement, but it matters — and we will ask about it.
• Comfortable with the technology. You do not need to write code. But you need to understand how a TMS, WMS, or route-optimisation engine works well enough to design a solution, handle a technical objection, and have a credible conversation with a customer’s engineering team.
• 3–6 years of relevant experience in a solutions, consulting, or customer-facing commercial role. Time matters less than what you have done with it.
• Tier-1 education. IIT / NIT / BITS / equivalent, or a top international institution. An MBA from IIM A, B, or C, ISB, or FMS is preferred but not required.

Where the role sits

This seat comes with real ownership. Deals are not handed to you as workstreams; the solution track is yours end to end, from first discovery through contract. You will often be the person the customer’s executives — and Shipsy’s leadership — look to in the room. The outcome carries your name.

You work closely with an Account Executive on each deal, and with product, delivery, and commercial teams across the organisation. The Solutions Consultant is the connective tissue between what a customer needs and what Shipsy builds — which means your counterparts are everywhere, and your influence is wider than the deal cycle.

You are based in Gurugram or Bengaluru. Travel to customer sites across EU and APAC is a regular part of the job — expect 30–50% of your time on the road, in customer offices, or at regional industry events. Progression from this seat is into senior solutions or commercial leadership (regional lead or vertical head) for strong performers. Shipsy is growing fast enough that the roles you grow into are still being defined. That is by design.

About Shipsy

Shipsy is the logistics platform behind some of the largest enterprise supply chains in the world. Carriers, post and parcel operators, retailers, and FMCG companies use us to plan dispatch, run operations, settle invoices, and handle exceptions at global scale.

Where we are going. Most enterprise logistics still runs on spreadsheets, legacy ERPs, and tribal knowledge. We are replacing that with software that uses AI where it actually helps. Logistics is a multi-trillion-dollar industry that has been under-served by software for decades. We are changing that.

The scale today: - 275+ enterprise customers across 30+ countries - 5 billion+ shipments processed annually - 240+ carrier integrations - 7 global offices — Gurugram · Bengaluru · Dubai · Riyadh · Sydney · Amsterdam · Singapore - 300+ team members

Who we run: Aramex (65 countries, 18,000+ drivers, $27M annual savings delivered) · Heineken (2M+ trips across 70+ countries) · LATAM Cargo (Latin America’s largest airline group, $12B+ annual revenue) · Qatar Post (powers mail to 200+ countries) · Post Luxembourg ($5M+/year savings) · Teleport (80% of Southeast Asia’s air-logistics network) · plus DPD, Smiths News, Apollo Pharmacy, Flipkart Minutes, Swiggy Instamart, and hundreds more.

Backed by $35M+ in venture capital from Peak XV Partners, A91 Partners, Info Edge, and others. Featured in the Gartner Magic Quadrant. SOC 2 Type II, ISO 27001, and GDPR compliant. 99.7% uptime SLA.

Trajectory. 50x revenue growth since 2020. Building toward $100M ARR and a public listing.

We are still a startup. Our real scale-up began in 2020 — and we have grown 50x since. Early enough that every senior hire shapes the next decade of the business. You will build the playbook, lead the work, and own the outcome — with the speed and agency of a startup and the scale of customers most startups never touch.

If you have spent your career learning how to diagnose complex operational problems and design solutions that actually work, and you want to do that at the frontier of AI-native logistics, this is your seat.