Senior Solutions Consultant (Utilities)
Pano
San Francisco, CA, USA
Posted on Oct 29, 2025
Who we are
The problem: Every minute matters in fire response. As climate change amplifies the intensity of wildfires—with longer fire seasons, drier fuels, and faster winds—new 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 respond—preventing 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 safely—with the right equipment, timely information, and enhanced coordination—so 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 TIME's 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. We’ve also been featured in the Wall Street Journal, Bloomberg, and CNBC News. Pano AI’s 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 https://www.pano.ai/.
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 Pano’s 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 Pano's 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 you'll 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 Pano’s 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 you'll bring
- 5+ years in Solutions Consulting, Sales Engineering, or a similar role within a SaaS company Strong 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
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.