James Deverell is a Solutions Consultant at SmartRecruiters, having moved some time ago from Sales Development into Pre-sales. In this interview, he shares what surprised him most about the switch, how he's built his skills from the ground up, and the mindset he'd encourage anyone considering a move into Pre-sales.
Q: You’ve recently moved from Sales Development into Solutions Consulting. What inspired that shift, and what has surprised you most since stepping into the role?
James: Honestly, Solutions Consulting wasn’t really the plan.
My ambition was to move into sales management, which is the path I’d taken in previous industries. But I’d always enjoyed the more hands-on side of sales too - discovery, demos, learning the platform and figuring out how to solve a customer’s problem.
Then I posted a video on LinkedIn. Nick Hutchinson (Legend), who leads our UK/EMEA SC team, reached out and suggested we have a chat.
The more I learned about the role, the more interested I became. A couple of interviews and a demo later, and here we are.
What’s surprised me most is how much I enjoy the creativity and personalisation. Every customer is different, so you have to adapt, think on your feet and make the technology relevant to their world.
And probably the biggest win? I’m learning a lot, progressing my career, being challenged and genuinely enjoying what I do.
It wasn’t the path I originally had mapped out, but it’s a good reminder that sometimes the best opportunities are the ones you didn’t see coming.
Q: For people discovering SmartRecruiters careers content for the first time, how would you describe what a Solutions Consultant actually does, and what does great work in the role look like from your perspective?
James: For me, a Solutions Consultant is essentially the bridge between the customer’s challenges and the technology that can solve them. I want to understand what the customer is trying to achieve, then bring the platform to life in a way that’s relevant to them.
My background is actually in furniture sales, kitchen design and recruitment, where I spent years helping customers turn an idea into something real. You’d listen to what they wanted, uncover things they hadn’t considered and find a solution that brought it all together.
There’s a surprising amount of crossover with Solutions Consulting.
Now I’m using my experience as a recruiter and hiring manager to understand the problems customers are facing, and show them exactly how the platform can help.
For me, great work is when a customer finishes a demo thinking, “That’s exactly what we need - and I can see how this would solve a problem we’re dealing with.”
Q: In your current role, you’re close to prospect and customer conversations. What do you enjoy most about that part of the work, and what makes those conversations really meaningful for you?
James: What I enjoy most is that no two conversations are really the same. Different people, challenges and priorities mean there’s always something new to learn.
I also enjoy the problem-solving side. My sales and recruitment background has taught me to listen properly and understand what’s actually behind the problem, rather than jumping straight into the product.
The most meaningful conversations are when you can connect the two - when a customer explains a challenge they’re dealing with and you can genuinely say, “Here’s how we could solve that.”
That’s the bit I really enjoy - helping someone see what the platform could actually do for them.
Q: What parts of your previous experience help you most in your new role as a Solutions Consultant?
James: Honestly, when I look back at my career, it feels like every role has quietly prepared me for this one - even the ones I probably wouldn’t have picked at the time!
I’ve worked across different industries, opened showrooms, lived and worked abroad, coached sport and made plenty of mistakes along the way. Every experience has taught me something - whether that’s adapting to different cultures and ways of working, or taking something complicated and breaking it down into simple, easy-to-understand steps.
Probably the biggest lesson has been learning to understand what someone actually needs, rather than just what they initially ask for.
The good experiences have given me confidence, and the not-so-good ones have probably taught me even more. I genuinely think they’ve all shaped how I work today.
Q: How has your approach to building your professional presence evolved as your career has grown?
James: When I was new to the industry, I definitely leaned into LinkedIn and events. I was still learning, so I wanted to meet people, learn from them and make myself known.
One of my favourite moments was someone I’d never met asking for me by name at an event I wasn’t even attending. That was probably the first time I thought, “Right, maybe this LinkedIn thing is actually working!”
I’ve also tried to say yes to as much as possible and get involved in projects outside my immediate team. It’s been a great way to meet new people, work with different teams and learn from people I wouldn’t normally work with.
It’s helped me build relationships across the business and, over time, feel more connected to what’s going on beyond my own role.
Q: How do you approach learning new skills, and what role have resources, like LinkedIn Learning, played in your development?
James: I use LinkedIn Learning quite a lot. I’m not much of a reader - I couldn’t read a book to save my life! I learn much better by watching, listening and taking notes. I never actually go back and read the notes, but there’s something about writing things down that seems to make them stick.
I like the bite-sized format too. 10 to 30-minute lessons are easy to fit in, and if I take away one new idea, it’s worth it.
And because it’s available to SmartRecruiters employees, I definitely take advantage of it!
Q: When it comes to learning and development more broadly, what does your own approach look like in practice, especially while growing through a role change?
James: I make the most of the tools around me - internal training, videos, content and, probably most importantly, my colleagues.
Learning the product knowledge and platform was a steep learning curve, so for me it’s been a mix of watching, listening, observing and doing. I’ve watched back my demos, used transcripts to tighten my talk tracks and pinched the best bits from other SCs.
But there’s no real shortcut. You have to get the reps in, keep improving and be comfortable not knowing everything straight away.
Q: If someone was considering a move into Pre-Sales at SmartRecruiters, what mindset, habits, or learning approach would you encourage them to build early?
James: I’d say the biggest thing is to own your own learning. I treated my training plan as my responsibility and asked myself, “What’s going to get me up to speed quickest?”
When I started, alongside working through my onboarding training, I made a point of booking time with Solution Consultants around the world and joining as many live demos as I could. I watched how different people approached them, picked up the good stuff and tried it myself.
It’s also been a great way to build relationships and learn alongside other new SCs.
You definitely need a growth mindset too. The platform is constantly evolving, so you’re always learning. And don’t underestimate the value of your network - having people you can bounce ideas off, ask questions and get honest feedback from makes a huge difference.
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