Description
What You’ll Own
- Outcome-to-capability architecture strategy
- Executive architecture engagement model
- Composable platform positioning for regulated industries
- Architecture-led deal shaping and objection handling
- EA partnership model with VPA and TA
- Reusable industry architecture assets
- Enabling the shift a new outcome focused sales process to grow consumption
Key Responsibilities
Outcome & Capability Alignment
- Translate customer business outcomes into capability-driven architecture models
- Define the technical capability framework required to support agentic enterprise use cases
- Ensure Salesforce is positioned to complement and orchestrate within the customer’s ecosystem
- Lead the pivot from demo POCs to quick win production pilots that demonstrate value
Executive Engagement & Platform Positioning
- Lead CIO, CTO, and Chief Architect architecture discussions
- Build executive confidence in Salesforce’s role within the customer’s long-term roadmap
- Provide objective architecture tradeoff guidance across Salesforce and competitor solutions
- Act as primary architectural advisor to account teams on strategic pursuits
Deal Shaping & Objection Management
- Partner with AEs to shape architectural win strategy
- Address executive and technical objections proactively
- Re-engage late-stage deals to reinforce platform confidence and close risk gaps
- Ensure architecture narratives support large, multi-cloud, and platform-level decisions
Cross-Functional Architecture Orchestration
- Work with Value & Pilot Architecture to prioritize high-value initial use cases
- Provide Technical Architects with the full capability model and sequencing roadmap
- Re-engage post-detailed design to finalize executive alignment and close support
Asset & Pattern Development
- Develop reusable architecture narratives and capability maps
- Enable the field with executive-ready architecture sales assets
- Provide structured feedback to Product and Strategy teams
Success Looks Like
- Salesforce is selected earlier in strategic regulated deals
- CIO confidence measurably improves in competitive pursuits
- Architecture narratives directly influence platform decisions
- Large deals progress faster with fewer executive objections
- Salesforce becomes embedded in long-term customer roadmaps
- EA assets are widely used by the field
Ideal Candidate Profile
Experience
- 15+ years in enterprise/platform architecture or CTO-adjacent roles
- Deep Financial Services industry experience
- Proven CIO/CTO executive engagement credibility
- Track record influencing platform selection decisions
Strengths
- Systems thinker with strong business-outcome orientation
- Exceptional executive communication skills
- Strong platform strategy instincts
- High commercial acumen
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.