Lead the pre-sales discovery process, defining customer outcomes and translating them into a viable high-level solution design
Develop and articulate comprehensive implementation proposals and Statements of Work (SOWs)
Apply proven methodologies and orchestrate subject matter experts to validate the solution's viability
Ensure a clean transition to the delivery team
Contribute to high client satisfaction by ensuring the solutions you shape are set up for delivery success
Ensure business value is defined and realized by translating executive-level customer objectives into clear, executable implementation plans
Partner closely with Account Partners to structure the deal’s financial strategy and implementation roadmap
Act as a trusted advisor to executive-level customers
Prescriptively shape large, complex, and transformational engagements
Uncover and articulate future opportunities to drive sustained customer value
Define and manage the end-to-end engagement scoping process
Lead the high-level functional solutioning and scope definition
Create the final Statement of Work
Develop detailed, accurate project estimates, staffing plans, and resource mixes
Proactively identify, assess, and mitigate engagement risks during the pre-sales cycle
Manage a seamless transition from the pre-sales phase to the delivery team
Serve as a multiplier, mentoring others and sharing best practices

15+ years’ experience delivering enterprise-level consulting services
7+ years focused on the Salesforce platform
Financial services industry (Banking, Insurance, Wealth) experience preferred
7+ years of deep enterprise-level project or program experience (SaaS preferred)
Demonstrable experience leading the end-to-end discovery, solutioning, estimating, and SOW-creation process
Active involvement in supporting the sale of professional services
Experience leading strategic scoping, proposal development, RFP responses, and executive-level presentations
Deep demonstrated technical and/or functional proficiency in the Salesforce platform and its solutions
Strong written and verbal communication skills
Demonstrated ability to influence a group audience
Excellent analytical, problem-solving, and conflict-resolution skills
Proficiency in deal architecture and pricing levers
Proven ability to lead and mentor cross-functional teams
Ability to travel will be required and varies based on client needs
Degree or equivalent relevant experience required (e.g., military experience, volunteer roles, work experience, etc.). Advanced degree (Master’s in related field or MBA) preferred

Senior Director, Services Sales Solutions

Key skills