Onboarding Solutions Consultant

Onboarding & Implementation | Pre-Sale to Go-Live

Location: Cedar Rapids, IA (Onsite)

Reports To: Manager, Client Delivery

Works With: Sales, Implementation, Account Management, Revenue Operations

Travel: 50% standard, with burst to 75% during peak season

Company: Collective Data — Fleet & Asset Management SaaS

About the Role

Collective Data is seeking a Onboarding Solutions Consultant to serve as the critical bridge between commercial and implementation. This role owns the prospect-facing discovery and scoping process, translating an organization’s current-state operations into a detailed, defensible proposal for onboarding. You will be the first technical voice a prospect hears and the last handoff before implementation begins.

You are not a traditional pre-sales engineer and you are not an implementation consultant — you sit deliberately between both. You diagnose before you prescribe, document before you propose, and scope before you commit. Your output is a current-state assessment and a solution proposal that tells the implementation team exactly what they are walking into and tells the customer exactly what they are buying.

Why This Role Exists

Most onboarding challenges originate in the sales process — not the implementation. Scope is underestimated, change management complexity is overlooked, and implementation teams inherit commitments they were never consulted on. The Onboarding Solutions Consultant closes that gap.

This role creates a repeatable, documented bridge between “we’d like to move forward” and “here’s what moving forward actually requires.” Every proposal produced by this role is backed by a documented current-state assessment, a level-of-effort estimate in hours, and a clearly defined scope of work.

Core Responsibilities

Current-State Discovery & Documentation

Lead structured discovery sessions with prospects to map all existing workflows, data sources, and systems being replaced or integrated
Identify and document every method the prospect currently uses to manage fleet and asset data: competing software platforms, spreadsheets, paper-based records, and manual data entry processes
Assess data quality, volume, and format across all current-state sources to determine migration complexity
Document stakeholder roles and responsibilities related to fleet and asset management operations
Identify change management complexity: number of users, departments affected, training needs, and operational disruption risk
Capture integration requirements with third-party systems (ERP, fuel management, HR, GIS, procurement)

Level-of-Effort Scoping

Translate current-state findings into a structured level-of-effort (LOE) estimate, expressed in implementation hours, across all onboarding workstreams
Apply standard LOE frameworks to common onboarding scenarios while exercising judgment for non-standard environments
Differentiate and document hours across data migration, configuration, training, integration, and change management workstreams
Identify scope risks and document assumptions that could cause LOE to shift
Collaborate with the Implementation team to validate estimates prior to proposal delivery
Maintain and improve LOE benchmarks based on post-implementation actuals

Solution Proposal Development

Author the solution proposal document that serves as the commercial and technical foundation for new customer agreements
Structure proposals to clearly define what is included, what is excluded, and what is contingent on assumptions
Present solution proposals to prospects, walking stakeholders through scope, timeline, and investment with confidence
Partner with Account Management and Revenue Operations to ensure proposals align with pricing frameworks and approval requirements
Support deal desk review by providing technical substantiation for professional services line items

Commercial-to-Implementation Handoff

Produce a comprehensive onboarding brief at the close of each deal, including all current-state documentation, validated LOE, agreed-upon scope, and identified risks
Facilitate a structured handoff meeting with the implementation team, ensuring nothing discovered during the sales process is lost in transition
Serve as a resource for the implementation team during early onboarding stages when scope questions arise
Document any scope changes that emerge post-sale and route them through the appropriate approval process

Process Improvement & Knowledge Management

Maintain a library of current-state discovery templates, scope frameworks, and LOE benchmarks
Identify recurring scope patterns across prospect types (fleet size, sector, data complexity) and codify them into reusable frameworks
Contribute win/loss insights to Sales and Account Management regarding discovery patterns that correlate with successful implementations
Partner with the Implementation team to continuously refine LOE accuracy based on actual project outcomes

Key Deliverables

Every engagement this role touches produces two primary documents:

Current-State Assessment: A structured document mapping all existing systems, processes, data sources, integrations, users, and change management complexity. This becomes the technical foundation for the proposal and the handoff brief for implementation.

Solution Proposal: A commercial and technical proposal that translates the current-state assessment into a scoped onboarding engagement, expressed in implementation hours by workstream, with defined inclusions, exclusions, and assumptions.

What This Role Is — and Is Not

This Role IS:

The first technical voice a prospect hears after commercial interest is established

Responsible for diagnosing current-state complexity before a commitment is made

The author of scoped, defensible proposals backed by documented discovery

The handoff point ensuring implementation teams inherit complete context

A process builder who improves LOE accuracy over time through documented outcomes

This Role Is NOT:

A closing resource responsible for generating new pipeline

An implementation consultant who delivers the project

A pre-sales engineer focused on product demonstration

A customer success function responsible for ongoing adoption

A project manager who owns delivery timelines and milestones

Key Metrics You’ll Own

LOE estimate accuracy (actual hours vs. proposed hours, by engagement)
Time from discovery kickoff to proposal delivery
Proposal-to-close rate (proposals where LOE is accepted without material revision)
Implementation escalations attributable to scope gaps at point of sale
Current-state documentation completeness score (assessed at handoff)

Required Qualifications

Experience

3–5 years in a solutions engineering, pre-sales consulting, business analyst, or implementation scoping role within a SaaS environment
Demonstrated experience conducting structured discovery with enterprise or government buyers
Track record of translating operational complexity into defined, scoped deliverables
Experience working in environments where customers are replacing manual, paper-based, or spreadsheet-driven workflows with purpose-built software
Comfort navigating procurement-heavy, government and public sector sales environments is strongly preferred

Skills

Discovery and questioning skills: ability to lead structured sessions that surface unstated complexity
Technical writing: produces clear, defensible documentation that non-technical stakeholders and implementation engineers can both use
Scope discipline: maintains clear boundaries between what is and is not included in a proposal
LOE reasoning: can estimate hours by workstream and defend those estimates with documented assumptions
Change management awareness: identifies organizational and process complexity, not just technical complexity
Stakeholder communication: comfortable presenting scope and investment to department heads, IT leads, and procurement officers
Cross-functional collaboration: builds trust with Sales (who want deals closed), Implementation (who inherit the work), and Revenue Operations (who govern the proposal)

Technical Aptitude

Ability to quickly understand fleet and asset management workflows, even without prior domain experience
Familiarity with common data environments (CSV exports, spreadsheet-based tracking systems, legacy software)
Comfortable assessing integration complexity at a conceptual level (does not require development skills)
Proficiency with CRM tools (HubSpot preferred) for logging discovery notes and proposal status
Strong documentation skills using standard business tools (Google Workspace, Microsoft Office)

Preferred Qualifications

Background in fleet management, asset management, public works, utilities, or municipal operations
Experience scoping professional services engagements with an hourly or project-based pricing model
Prior work in a company transitioning from founder-led sales to a structured pre-sales process
Familiarity with government procurement cycles, RFP response processes, and multi-stakeholder approvals
Exposure to change management frameworks (Prosci, ADKAR, or equivalent)

Who is Collective Data?

Collective Data is a leading provider of Fleet Management and Asset Management software for both the public and private sectors. Our mission is to empower organizations with intelligent software solutions that help streamline operations, reduce costs, and improve efficiency.

Why Join Us?

At Collective Data, we value innovation, collaboration, and the personal growth of our employees. We offer a competitive salary and benefits package, flexible work arrangements, and an environment where your input is valued and encouraged.

Interested in making a difference with Collective Data? Please submit your resume and cover letter detailing your relevant experience to careers@collectivedata.com.

Collective Data is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Pay: $80,000.00 - $90,000.00 per year

Benefits:

Disability insurance
Employee assistance program
Flexible schedule
Flexible spending account
Health insurance
Life insurance
Paid time off
Parental leave
Retirement plan
Vision insurance

Application Question(s):

Are you willing and able to travel 50% to various locations across the US, and some travel to Canada?
Are you willing and able to work at the corporate office in Cedar Rapids when not traveling?
Briefly outline your approach to scoping implementations:

Work Location: In person

Collective Data

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