Description

Salesforce Professional Services focuses on delivering strategic engagements that define transformational opportunities and articulate clear plans for execution of change programs. We rely on our team’s expertise and specialisms to engage with executive-level customers to agree on specific business goals and actions to ignite the full value of Salesforce. Our approach considers people, process, and technology — and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the Salesforce platform.

The Services Sales Solutions Leads enable customers to transform into Agentic Enterprises - faster. We cast the vision for what's possible, design the framework that transforms the public sector customer experience, and ignite the velocity and influence that wins deals and launches missions.

Overview of the Role

Services Sales Solutions Leads (SSSLs) are critical strategic thought leaders who empower Public Sector customers to transform into Agentic AI Enterprises. Your primary responsibility is to help clients understand the "why" before the "how," partnering with executive stakeholders to design customized strategic roadmaps and business cases that unlock the full potential of AI. SSSLs drive the pre-sales motion by providing dedicated deal support to a pod of 1–5 sellers. The role is designed to prioritize high-impact sales enablement and pipeline conversion.

Operating with an intense bias for action, you move at war-like speed to match fast-moving mission requirements and dramatically accelerate deal velocity. In close alignment with Account Partners (APs), you will lead the pre-sales discovery process, utilizing ruthless prioritization to qualify deals early, mitigate delivery risks, and focus strictly on high-impact, high-value opportunities.

As the strategic connective tissue across the business, you will orchestrate internal subject matter experts to validate these solutions, translating an ambitious vision into simplified, outcome-based implementation proposals and tight, accurate Statements of Work (SOWs). You will own and execute "Vision to Value" sessions—pre-implementation strategy sprints focused on executive alignment, capability prioritization, and defining measurable KPIs.

In this role, your impact is measured by your ability to drive pipeline creation, influence bookings, scale our AI-first transformation, and capture positive AP feedback. Ultimately, you act as the strategic anchor for our engagements—building the transformation stories that win industry awards and seamlessly transitioning the executive vision to the delivery team to ensure rapid mobilization and eliminate downstream friction.

Your Impact

• Strategic Customer Advisory & Engagement Shaping

  • Act as a trusted advisor to executive-level customers, developing narratives that articulate the execution plan and timeline of the transformation program.

  • Prescriptively shape large, complex, and transformational engagements, moving beyond stated requirements to recommend the right path for customer success.

  • Ensure business value is defined and realized by translating executive-level customer objectives into clear, executable implementation plans.

  • Uncover and articulate future opportunities to drive sustained customer value and Salesforce expansion.

  • Execute Phase 0 Frameworks: Conduct and execute strategic Phase 0 engagements for critical opportunities and complex or at-risk accounts to accelerate pipeline velocity and protect customer investments.

• Cross-Functional Collaboration & Deal Strategy

  • Partner closely with Account Partners to structure the deal’s financial strategy and implementation roadmap, and then co-presenting the value and strategic outcomes directly to the client.

  • Partner with Services Sales Solution Architects, Business Strategists and other relevant roles, as necessary, on comprehensive pre-sales discovery workshops, engaging functional stakeholders to understand the complete business challenge and desired outcomes.

  • Orchestrate Cross-Functional Collaboration: Serve as the strategic connective tissue between Sales, Architecture, and Leadership. Actively run cross-functional "Deal Clinics" to constructively stress-test strategies and reduce late-stage stalled deals.

  • Build Scalable, Reusable Assets: Focus strictly on high-impact asset creation over high-volume deck production ; build reusable, scalable pre-sales tools, methodologies and customer stories that enable Account Partners to effectively self-serve.

• Setup Customers For Success

  • Contribute to high client satisfaction by ensuring the solutions you shape are set up for delivery success and align tightly with customer objectives.

  • Drive Strategic Account Health: Define customer objectives, mitigate delivery risks , and actively apply a disciplined Go/No-Go (GNG) process to ensure we enter the right deals, the right way.

  • Embed Innovation & AI: Adopt an AI-first framework. Integrate AI-powered tools to scale velocity and quality.

• Key Performance Indicators & Success Metrics

  • Drive Pipeline & Bookings Impact: Measure success by your direct contribution toward regional revenue targets, specifically tracking pipeline generation and deal-win ratios accelerated through strategic pre-sales engagements.

  • Account Partner Alignment & Feedback: Actively participate in formalized GTM cadences and maintain strong satisfaction metrics driven by structured Account Partner (AP) feedback loops.

  • Champion AI & Brand Transformation: Lead the organization's "Innovation-First" approach by operationalizing AI tooling and leading customer evolution into Agentic Enterprises.

  • Eminence & Industry Recognition: Cultivate thought leadership by documenting high-fidelity, externally approved transformation stories to secure flagship Dreamforce features and win prestigious industry awards.

Required Qualifications

• Minimum Experience: 10+ years’ experience delivering enterprise-level consulting services, with 7+ years focused on the Salesforce platform.

• Project Leadership: 7+ years of deep enterprise-level project or program experience (SaaS preferred), utilized to inform accurate scoping and estimation.

• Pre-Sales Leadership: Demonstrable experience leading the end-to-end discovery, solutioning, estimating, and SOW-creation process for multi-cloud, transformational programs.

• Sales Collaboration: Active involvement in supporting the sale of professional services, including leading proposal development and presenting to C-level executives.

• Go-to-Market Support: Experience leading strategic scoping, proposal development, RFP responses, and executive-level presentations.

• Platform Expertise: Deep demonstrated technical and/or functional proficiency in the Salesforce platform and its solutions.

• Ideal Certifications: Salesforce Platform Administrator, Salesforce Sales Cloud Consultant, Agentforce Specialist, and Salesforce Service Cloud certifications are strongly preferred.

• Executive Presence: Extremely strong written and verbal communication skills, with a proven ability to build advisory relationships and establish credibility with executives.

• Facilitation Skills: Demonstrated ability to influence a group audience, facilitate complex solutioning workshops, and lead executive-level discussions regarding roadmap and scope.

• Analytical Skills: Excellent analytical, problem-solving, and conflict-resolution skills; adept at mediating conflict and fostering healthy dialogue during negotiation.

• Business Acumen: A delivery-informed mindset with a deep understanding of cloud-based technologies and the ability to translate ambiguous business requirements into tangible, scoped solutions.

• Commercial Acumen: Proficiency in deal architecture and pricing levers; demonstrated ability to manage discounting and lead commercial negotiations to maximize deal profitability.

• Leadership: Proven ability to lead and mentor cross-functional teams and individuals, exercising discretion and latitude in reaching critical goals.

• Logistics: Ability to travel will be required and varies based on client needs.

• Education: Degree or equivalent relevant experience required (e.g., military experience, volunteer roles, work experience, etc.).

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.