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About the Role

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. They serve 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.

Responsibilities

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.
Maintain 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.
Deliver high client satisfaction (CSAT) by consistently meeting/exceeding goals and metrics.
Bring best practices to each engagement through deep platform expertise by providing the Professional Services team with Subject Matter Expertise related to the proposed solution and client needs to ensure successful project delivery.
Positively impact client Services renewals 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 customers and other members of Salesforce, continuing 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.
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 mentor others.
Partner with the Go-to-Market Team (Services Sellers) to drive continued growth of services.

Requirements

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.
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.
5+ years’ operating in a pre-sales environment, shaping and scoping large and complex implementation projects.
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).
Ability to travel; up to 25%.

Skills

Salesforce platform expertise
Industry expertise
Product specialist
Pre-Sales alignment
Project kickoff
Industry expertise and perspective
Platform expertise
Salesforce platform and solutions
Engagement planning
Customer objectives alignment
Customer sponsor check ins
Services Renewal management
Executive Relationship building
Client satisfaction (CSAT)
Subject Matter Expertise
Professional services roadmap
Client-specific proposals
SOWs
Staffing plans
SME engagement
Consensus building
Trusted advisor
Professional services excellence
Mentoring
Inclusive workplace
Professional growth and development
Complex issue advising
Cross-functional team leadership
HLS (Payor and Provider)
Customer relationship development
Business vision development
Stakeholder navigation
Project governance methodologies
CxO level engagement
Budgetary discipline
Salesforce Platform solutions
Consulting services delivery
Team leadership
Selling professional services
Advisory engagements
Industry experience
Pre-sales environment
Scoping implementation projects
Salesforce Application Architect certifications
Salesforce System Architect certifications
Technical aptitude
Functional aptitude
Architect engagement
SME pre-sales activities
Written communication
Verbal communication
Executive level presence
Client advisory role
Group audience influence
Solutioning facilitation
Implementation methodology discussions
Road mapping
Enterprise Transformation strategy
Executive-level requirement gathering
Strategy development
Problem-solving
Business development
New product/service/go-to-market approaches
Technology understanding
Operational acumen
Financial acumen
Professional service delivery management
SaaS delivery
Analytical skills
Cloud-based technologies
Business requirements translation
Business solution positioning

Location

California
New York
Boston
Chicago
Seattle
Washington DC

Work Type

Full-time
Onsite

Experience Level

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
5+ years’ operating in a pre-sales environment

Education Level

BA/BS degree or foreign equivalent
MBA preferred

Salary/Compensations

$171,200 - $273,000 annually
$205,800 - $298,400 per year in California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC

Benefits

Time off programs
Medical
Dental
Vision
Mental health support
Paid parental leave
Life insurance
Disability insurance
401(k)
Employee stock purchasing program

About the Company

Salesforce is the #1 AI CRM, where humans with agents drive customer success together.
Ambition meets action. Tech meets trust. Innovation is a way of life.
The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
Agentforce is the future of AI, and you are the future of Salesforce.

Equal Opportunity

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment.
Salesforce believes in equality for all and can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination.
Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.
This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey.
It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.
Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit.
The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.