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Salesforce Solution Architect, open to any location in the US

: Job Description:
Opportunity Analysis
Engages IT, business and CxO management, key presenter and
influencer, trusted advisor
Develops business and technology roadmap and strategy
Ensures competitive position is fed back to portfolio management
Understands company’s end to end solutions which best address
customer needs.
Creates value and constantly qualifies for the company.
Identifies services opportunities for the company in customer s
enterprise information technology and business processes
Contributes to win strategies and definition of win themes,
including business case development and solution approach
Is aware of market price for offerings in scope
Solution Design and Development
Shapes, interprets and helps define client requirements to ensure
they address business goals
Redefines services, service level agreement and other requirements
based on client objectives. Integrates additional services, approaches
that add value, improving Total Cost of Ownership and/or business case
Allocates allowable cost targets for solutions. Validates results
using comparable deal history, competitor and market data. Captures
and highlights risks and any associated costs
Creates innovative delivery approaches to meet real client needs
Applies top-down or yellowpad tool estimates where appropriate in
deal cycle. Validates against client base and business case. Provides
feedback and ownership for cost issues
Models major components of most towers. Understands impact and
estimates variation across all towers caused by changes in significant
deal variables. Optimizes solution through balancing cross-tower
interactions. Optimizes overall client Total Cost of Ownership impact
of solution
Solution Leadership
Contributes to solution methodology (repeatability, innovation,
speed). Delivers concrete, sustainable improvements to the team and
broader solutioning community. Shares and advocates best practice
Influences internal leads, pursuit team leaders, offering
management, Delivery at first or second line leader level
Drives solution and/or pursuit realignment to support higher
business value, supports pursuit win themes and value propositions,
generates Total Cost of Ownership impact, engages and leads vendors
and partners to create solutions
Articulates client business value previously not discovered or
identified, integrates into company s story and solution
Engages and tasks peers and subject matter experts appropriately,
defining vision, desired services and products.
Solution-Pursuit Integration
Leads, coordinates inter-tower solution linkage and optimization.
Leverages in-flight and scheduled client and delivery projects and
initiatives for enhanced solution efficiency and/or cost advantage
Identifies opportunities to leverage portfolio, delivery and client
strategic directions and investments. Guides integration in
solutioning and client value communication
Review and provide input to financial assumptions, commercial T&Cs
and contract definitions
Drafts and reviews contract adjustments to support solution
provisions. Highlights terms and conditions impact of cross-tower
solution provisions. Identifies and mitigates business risk
Analyzes solution, delivery and client requirements to identify
transition issues, asset or employee transfer needs. Defines new
approaches for transition, enhancing speed, efficiency, accuracy and
client satisfaction. Includes integration with client processes and
policies, delivery tools deployment, staffing and process startup
Directs governance activities, negotiates with governance process
leaders on deal needs. Drives and leads reviews, including
higher-level Delivery review, commercial and executive governance
Client/Customer Relationship
Builds strong professional relationships with key IT and business
executives globally
Communicates the value of technology in business terms
Understands and addresses CxO issues in relevant business terms
Applies strong consultative selling techniques to advance
Is perceived as a trusted technical advisor by the customer
Manages problem resolution and customer satisfaction issues through
strong partnering capabilities
Participates in client negotiations, influences strategies and leads
technical contract elements
Account Team Collaboration
Actively participates with the account team in account and
opportunity planning on a global basis
Understands the roles and effectively directs other teams and
resources within the company and partners
Education and Experience:
Technical university or Bachelor preferred; Masters degree preferred
or equivalent experience
12+ years experience in solution selling and/or consultative selling
and delivery or account management
5-10 years experience in project/program management
5 years experience with Salesforce including Sales, Marketing,
Customer and Commerce clouds
Knowledge and Skills:
Technical Solution
Demonstrates expert knowledge of outsourcing services and solutions
Keeps informed about CRM and e-commerce industry platforms and
surveys, news, leaders
Applies deep understanding of technical innovations and trends to
solving customer business problems
Has in-depth understanding of the product and services portfolio
roadmaps of multiple business units, deep knowledge in area of
Understands and applies best practices for innovative CRM and
e-commerce models in outsourcing services that bring long term
business value to customer solutions
Expertly leverages financial and accounting concepts in
demonstrating business value of proposed solutions to customers
In-depth knowledge of customer value chain used to create and
propose new solutions
Extensive level of CRM industry acumen; keeps current with trends
and able to converse on multiple client levels about requirements,
solution, issues and challenges
Ongoing Development
Participates in company-sponsored programs and initiatives. Provides
expert input to account and delivery activities
Self-assesses areas for additional development and initiates action.
Formal and informal technology training. Maintains industry
certifications. Mentors lower tiers

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