Services Sales Solutions Director

Services Sales Solutions Leads are critical to setting customers up for success by prescriptively shaping engagements of all sizes, including large, transformational programs. Partnering with an Account Partner, you will lead the pre-sales discovery process, defining customer outcomes and translating them into a viable high-level solution design. Your primary responsibility is developing and articulating comprehensive implementation proposals and Statements of Work (SOWs), including detailed estimates, timelines, and staffing plans. You will apply proven methodologies and orchestrate subject matter experts to validate the solution's viability. After the sale, you will ensure a clean transition to the delivery team, ensuring all project details, scope, and commitments are clearly understood to enable rapid mobilization.
 

Your Impact

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

• 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, and then co-presenting the value and strategic outcomes directly to the client.

• 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.

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

• 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.

• Define and manage the end-to-end engagement scoping process, establishing clear boundaries, assumptions, and success criteria.

• Lead the high-level functional solutioning and scope definition, ensuring the proposed approach is viable and aligns with Salesforce best practices.

• Harmonize diverse perspectives—from Customer Business/IT to Sales, Legal, and Revenue Recognition—to synthesize competing interests into a cohesive solution that aligns with commercial targets and delivery excellence.

• Own the creation of the final Statement of Work, defining precise deliverables, scope, and implementation terms and conditions in partnership with Legal and Revenue Recognition teams for a clean hand-off.

• Develop detailed, accurate project estimates, staffing plans, and resource mixes, ensuring the engagement is properly structured for success.

• Proactively identify, assess, and mitigate engagement risks during the pre-sales cycle, leading Risk assignments to protect both the customer and Salesforce.

• Manage a seamless transition from the pre-sales phase to the delivery team, ensuring all project details, scope, and commitments are clearly understood.

• Serve as a multiplier, mentoring others and amplifying the team's knowledge by sharing best practices in solutioning, scoping, and engagement shaping.

Required Qualifications

• Minimum Experience: 10+ years’ experience delivering enterprise-level consulting services, with 7+ years focused on the Salesforce platform. Financial services industry (Banking, Insurance, Wealth) experience preferred.

• 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. Financial Services Cloud experience preferred.

• 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.). Advanced degree (Master’s in related field or MBA), preferred.