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Job Category
Customer Success
Job Details
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The Practices Team within our Professional Services organization provides the connective tissue across product, license and services teams with unrivaled Salesforce platform and product experts who are dedicated to driving our customers' success. We do this through tightly aligned go-to-market ("GTM") planning and execution, bridging engineering / product management and our professional services ecosystem and setting the standards for new and complex product sales and delivery and by building intra-Salesforce communities and frameworks to serve as a force multiplier.
Overview of the Role
The Commerce GTM Lead is focused on partnering with quota carrying professional services sellers, called Account Partners ("AP"), to realize their objectives, and supporting Engagement Managers ("EM") who solution and scope prospective services projects. The GTM Lead is an expert in the Commerce domain (product and industry) with specific expertise in solutioning, scoping, sizing and delivering enterprise projects. The GTM Lead is directly involved in select Commerce services sales pursuits as a subject matter expert and or to augment the Commerce skills and experience of APs and EMs. The Commerce GTM Lead is a trusted advisor, skilled at working in large pursuit teams to determine how to best position Commerce professional services and, as needed, to advise on scoping and sizing details for project proposals. This is a dynamic role, best suited for an excellent networker who is an effective listener, a skilled problem solver and an experienced implementor or operator. They digest and analyze information related to a pursuit quickly and then carefully formulate a point of view which they communicate efficiently and effectively. The Commerce GTM Lead also carries a utilization target and is fractionally assigned as a Commerce consulting SME on select, strategic projects to ensure delivery success.
Common activities of the GTM Lead:
- Serve as a domain expert for the Salesforce Commerce product portfolio
- Develop and manage relationships with professional services sellers
- Work with APs, EMs and PS sales to evaluate prospective projects
- Analyze prospect information (e.g. functional needs, business objectives). Provide related POV as requested
- Attend prospect meetings to analyze customer needs, establish trust and provide pre-sales support
- Evaluate draft level of effort ("LOE") models developed by EMs and provide feedback
- Develop LOE estimate for complex/enterprise projects
- Support development and delivery of customer proposals for PS sales
- Perform billable project work on a fractional basis for strategic projects
- Attend forecast meetings, provide POV on pipeline activity as requested
- Work with staffing organization to ensure appropriate visibility to forecasted resource demands
- Plan, develop and deliver enablement service training to APs, EMs as needed
- Develop tools to empower APs and EMs to be more self sufficient in their work
- Lead mentorship programs to help scale Commerce knowledge across sales and delivery teams
- Engage in continued, self directed professional growth and development
- Positively impact initiatives across Services, Support, Enablement, Alliances, TMP and other Practices
Are you passionate about Professional Services? Would you like to work at the forefront of Digital Innovation at one of the most exciting SaaS companies? Your Impact;
- Deliver professional services bookings through enablement and or direct pursuit support
- 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.
- Act as an advisor on complex engagements, exercising discretion and latitude in reaching critical goals.
- Ability to support multiple, concurrent pursuits simultaneously
- Deliver excellent service to AP and EM colleagues to help them be successful in their work
- Bring professional services sales, scoping and delivery expertise to each pursuit
- Positively impact PS 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
- Recognized as a valuable and trusted advisor by Salesforce colleagues and customers and continue to build a reputation for excellence in professional services through on-going training and self directed learning
- Show continued professional growth and development
- Manage to a minimum billable util target
Required Qualifications
- 10+ years' experience delivering and or selling consulting services, including team leadership and active involvement in selling professional services, including prime projects and advisory services
- Commerce domain expertise in professional services, sales or in a customer side operating role
- Demonstrated technical and/or functional proficiency, and ability to engage with architects or SMEs in pre-sales activities
- Proven ability to build strong working relationships across multiple functions/levels; adept at mediating conflict and fostering healthy dialogue
- 7+ years of direct experience selling or delivering Commerce professional services solutions
- Understands cloud-based technologies; translates customer/business requirements into business solutions (and successfully positions with customers)
- Excellent analytical and problem solving skills
- Ability to learn new technologies quickly and thoroughly
- Excellent written and verbal communication skills, executive level presence and experience in working in a client advisory role
- Ability to work independently and as a member of a team
- 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
- Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
- Ability to travel; up to 25%
Preferred Requirements
- Expertise and certifications in Salesforce products, especially Commerce specific (including B2B, B2C, Order Management, Demandware)
- SaaS industry experience in professional services context
Accommodations
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Posting Statement
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Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.
Salesforce welcomes all.
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.
For New York-based roles, the base salary hiring range for this position is $183,600 to $266,300.
For Colorado-based roles, the base salary hiring range for this position is $166,900 to $242,100.
For Washington-based roles, the base salary hiring range for this position is $166,900 to $242,100.
For California-based roles, the base salary hiring range for this position is $183,600 to $266,300.
Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.