Description

Role Description

The Services Sales Solution Lead plays a critical role in setting customers up for Success by prescriptively shaping and then leading the execution of large and transformational engagements at our most strategic customers. The Services Sales Solution Lead serves as a trusted advisor to Salesforce customers, providing guidance to Sales & Professional Services teams, ensuring synergies across each customer’s projects, and ensuring the highest levels of customer satisfaction. They are Salesforce platform experts who are accountable for ensuring customer success, business value and leading the Salesforce Services team assigned to their account(s) to deliver the expected outcomes of the engagement and are internally and externally recognized as a business contributor, industry and product specialist.

Partnered with an Account Partner (Services Salesperson), the Services Sales Solution Lead leads both pre and post-sales activities, acting as the Delivery expert across the portfolio of products and engaging other SMEs across the organization to develop and articulate comprehensive implementation proposals. The Services Sales Solution Lead will then maintain the executive relationships and act as an escalation point within these engagements in a billable capacity, ensuring tight stakeholder alignment, offering proactive and prescriptive advice resulting in outstanding Customer Success. This may include the following:

• Pre-Sales alignment
• Project kickoff
• Bringing industry expertise and perspective
• Drive better outcomes through extensive platform expertise
• Deep understanding of Salesforce platform and solutions
• Engagement planning and alignment to customer objectives
• Regular customer sponsor check ins
• Services Renewal management
• Executive Relationship building

Your Impact

• Deliver high client satisfaction (CSAT) by consistently meeting/exceeding goals and metrics
• Bring best practices to each engagement through your deep platform expertise by providing the Professional Services team with Subject Matter Expertise related to the proposed solution and client needs in order to ensure successful project delivery
• Positively impact client Services renewals (when applicable) by aligning customer success with professional services roadmap.
• Align closely with Account and Services Sales team by leading pre-sales activities such as the development of client-specific proposals, SOWs, staffing plans, engaging with SMEs across the organization to gain consensus on an acceptable proposal
• Successfully manage multiple strategic clients simultaneously
• Recognized as a valuable and trusted advisor by our customers and other members of Salesforce and continue to build a reputation for excellence in professional services
• Inspire people to do the best work of their careers, being a multiplier, amplifying the knowledge and capability of the people around you while continuing to provide an inclusive workplace as one of Best Places to Work.
• Show continued professional growth and development
• Act as an advisor on complex issues and engagements, exercising discretion and latitude in reaching critical goals.
• Lead cross-functional teams and mentors others
• Partner with the Go-to-Market Team (Services Sellers) to drive continued growth of services

The ideal candidate will have:

• A successful track record of working effectively in a highly matrixed and fast-growing organization
• A passion and belief in the unique value of professional services in a cloud software company.
• A deep understanding of HLS (eg Payor and Provider)
• The proven ability to develop customer relationships, understand their businesses, and develop a shared vision for accelerating their business success with Salesforce.
• The capability to recognize complicated customer and internal relationships and navigate win/win outcomes for multiple stakeholders.
• Experience in developing and executing project governance methodologies. Demonstrated success engaging at CxO level
• Experience in managing budgetary discipline

Minimum Requirements

• 5+ years of direct experience delivering and/or overseeing solutions on the Salesforce Platform.
• 10+ years’ experience delivering consulting services, including team leadership and active involvement in selling professional services, including Advisory engagements
• 5+ years relevant industry experience

Preferred Requirements

• 5+ years’ operating in a pre-sales environment, shaping and scoping large and complex implementation projects
• Salesforce Application and/or System Architect certifications
• Demonstrated technical and/or functional aptitude, and ability to engage with architects or SMEs into pre-sales activities.
• Extremely strong written and verbal communication skills, executive level presence and experience in working in a client advisory role
• Demonstrated ability to influence a group audience, facilitate solutioning and lead discussions such as implementation methodology, Road mapping, Enterprise Transformation strategy, and executive-level requirement gathering sessions
• Excellent strategy development and problem-solving skills as well as business development focus and experience (e.g., relative to new products, services, and go-to-market approaches), while possessing a broad level of technology understanding and substantial operational and financial acumen
• Delivery focused: Previous experience managing professional service delivery for a software company (SaaS preferred)
• Excellent analytical & problem solving skills
• Proven ability to build strong working relationships across multiple functions/levels; adept at mediating conflict and fostering healthy dialogue
• Understands cloud-based technologies; translates customer/business requirements into business solutions (and successfully positions with customers)
• BA/BS degree or foreign equivalent; MBA preferred
• Ability to travel; up to 25%