Manager, Solutions Consulting

Job Title: Manager, Solutions Consulting

Location: US

THE OPPORTUNITY:

Although we’re proud of our history, we’re even more excited about the future. We want to create a world-class culture and company that attracts, develops, engages, and retains elite talent.

At Salesloft, our Manager, Solution Consulting will be pivotal to our company’s success. You will be a key member of our fast-growing and high-performing Consulting Services team.  Our Solution Consultants are the voice of the Consulting organization to our customers in the pre-sales process, responsible for positioning and selling our post-sales services.  They are the most senior consultants in the organization, ensuring that every customer they support will be set up for long-term success on our platform, and that our post-sales consulting resources are well-positioned to drive that customers’ success. 

On a day-to-day basis, you will be responsible for meeting with customers, earning client trust, collaborating with the Salesloft sales team, and designing custom solutions to help our customers achieve success.  

Specifically, you will:

• Lead and Manage a team of presales Solution Consultants
• Collaborate with Consulting Services leadership on services offerings strategy and presales messaging and positioning
• Manage all services presales processes, including client discovery, scoping, estimating, SOW creation, and more
• Collaborate with our Sales teams on priority pursuits
• Partner with sales leadership on presales services escalations
• Conduct discovery sessions with prospects (in partnership with Sales) to understand their current objectives and challenges and desired future states
• Lead customer business discovery sessions to uncover pain points, establish goals and objectives, and business requirements (functionally from the solution but also strategy, planning, customer roadmap)
• Lead customer technical discovery sessions to identify technical requirements, complexities, and considerations for implementation
• Maintain a detailed knowledge/understanding of clients’ business challenges, technology stack, roll-out goals
• Translate customer requirements to Consulting Services offerings, capabilities, and custom-scoped engagements
• Design custom implementation and onboarding plans to ensure customer success
• Identify and document project risks
• Build custom proposal decks for customers
• Present services proposals and custom project plans to customers
• Compose and present customer-facing statements of work
• Regularly pitch the value of the services organization  (virtual and in-person) with both a Sales and Consulting mentality
• Assist in knowledge transfer and transition of closed business to the assigned Consulting Services team who will be responsible for delivery
• Participate on client engagements as a senior advisor to the consulting organization and trusted voice to the client
• Participate in client strategy sessions and QBRs as a member of the account team, positioned to drive growth and expansion in our accounts
• Be seen as a thought-leader and industry expert, staying up-to-date on industry trends, competitive landscape, and customer needs.
• Internal stakeholder management and problem solving (working with Sales and Legal to close out redlines)

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to deeply understand prospect and customer pain points and advise on proven solutions to achieve their desired outcomes. You will have an opportunity to make a difference.

WHAT WE’RE LOOKING FOR:

We are seeking a results-oriented, highly motivated, strategic solutions leader who has a deep understanding of the Revenue Orchestration and Sales Engagement category and a laser focus on designing and prescribing Salesloft Services to our prospects and customers, aligned with their existing processes and desired outcomes. You will play a pivotal role in as a Salesloft Consulting Services leader, evangelizing the benefits in outcomes derived by working with the Salesloft Consulting Services team.

If you’re looking for an opportunity to learn more, do more, and become more than previously possible… If you're passionate about innovation, growth and serving customers and thrive in a fast-paced, developmental environment, then becoming a Principal Solutions Consultant is the career path for you!

THE TEAM:

Our Salesloft’s Consulting Services team is comprised of seasoned and up-and-coming consulting and solutions professionals who are all aligned on one vision and mission:

• Vision: Fundamentally transform the way buyers and sellers drive repeatable outcomes
• Mission: Bring science to the art of sales 

The Consulting Services team consists of results-oriented SaaS consultants and solution architect professionals focused on delivering projects with a primary goal of driving our customer’s success using the Salesloft platform. The Consulting Services team members are the epitome of our core values - Lead with humility and respect, Earn customer trust, Put team over self, Redefine what’s possible and Deliver big results. 

THE SKILL SET:

• 10+ years experience managing customers post-sale in a Consulting role
• Proven experience in a Senior Consultant, Solutions Consultant, or Solution Architect role, including specifically with large-scale, enterprise services projects.
• Ability to lead and manage a team of 4-6 senior solution consulting professionals
• Proven ability to design and develop a solution roadmap and implementation plan based upon a current vs. future state of the business.
• Ability to develop executive relationships (C-Suite, VP, and Director-level) and impart knowledge of Salesloft capabilities
• Ability to uncover critical success factors necessary for the customer to acquire, implement, and utilize the Salesloft platform
• Ability to articulate a roadmap that provides a high likelihood of the customer realizing expected business benefits.
• Proven ability in planning, producing and delivering custom services estimates and SOWs based on customer requirements
• Deep understanding of the Salesloft platform and common use cases and benefits
• Understanding of Sales and Revenue Operations technology ecosystems (CRM, Sales Engagement, Marketing Automation, ABM, etc.)
• Experience using Salesforce
• A track record of consistently exceeding personal and role based goals
• Key negotiator and facilitator
• Concise and clear public speaking skills/presentation skills
• Proven ability to manage documents and templates in line with company branding
• Strong time management/prioritization skills
• Strong written English language skills
• Excellent attention to detail
• Can adapt/feed on changes at a rapid-growing company
• Sales acumen / experience is preferred
• Openness to travel 25% -/+ of the time

WITHIN ONE MONTH, YOU’LL:

Join our 3-week Sales Bootcamp, where you will learn our software and all the skills necessary to set you up for success, allowing you to make an impact in the market quickly

• Get immersed in the Salesloft platform and become Salesloft certified
• Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Salesloft team
• Begin 1:1’s with your direct reports and shadow a few calls/meetings for each to develop a picture of their current competencies
• Shadow customer discovery calls and pitch presentations
• Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them
• Meet key partners in Sales, Customer Success, Customer Support, Product, Engineering and the Executive team - they will be key relationships for you

WITHIN THREE MONTHS, YOU’LL:

• Serve as a primary point of contact for Services Scoping requests
• Understand the various metrics and respective targets for your team (e.g. services bookings, ARR bookings, services margin) and begin driving adherence
• Understand quality standards for customer discovery, solution design and estimation, and customer proposals, and manage your team to that high standard
• Maintain team morale and motivation, ensure a good work ethic and lead by example
• Lead customer scoping calls
• Design custom estimates and SOWs
• Present solution recommendations to customers

WITHIN SIX MONTHS, YOU’LL:

• Assist with creation and execution of the Consulting Services Department OKRs
• Ensure your team consistently meets or exceeds its various targets (e.g. services bookings, ARR bookings, services margin)
• Consistently meet or exceed your services bookings goals
• Proactively identify Salesloft Consulting Services opportunities in prospects and existing customers in collaboration with Salesloft customer-facing teams
• Define personal and team goals focused on driving efficiency and value for all Salesloft customer facing Teams
• Clearly evangelize the value of working with Salesloft Consulting Services to Salesloft employees, prospects, customers

WITHIN TWELVE MONTHS, YOU’LL:

• Be seen as a go to resource for Services to our Sales partners
• Consistently meet or exceed your team’s services bookings goals
• Partner with colleagues to determine how to improve existing processes
• Partner with Sales and Revenue leaders to determine how to expand footprint within accounts
• Set an example for new Solution Consultants, and assist in training, onboarding and motivating new Lofters

WHY YOU’LL LOVE SALESLOFT:

At Salesloft, we're not just a company, we're a community built on shared values. 

• Lead With Humility and Respect
• Earn Customer Trust
• Put Team Over Self 
• Redefine What’s Possible
• Deliver Big Results

Salesloft delivers a performance force multiplier for the world’s most demanding companies. Salesloft’s Revenue Orchestration Platform, delivering the first AI-powered durable revenue engagement model, keeps market-facing teams on top of all buyer signals, with outcomes-driven prioritization so they always act first on what matters most. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.

While we’re proud of our history, we’re even more excited about the future. We want to create a world-class culture and company that attracts, develops, engages and retains elite talent.

Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world. As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2021, Atlanta Business Chronicle’s 2022 Healthiest Employers, three times by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Fortune, Glassdoor, Atlanta Journal-Constitution, and Inc Magazine. 

In addition to our stand-out organizational health:

• 2024 Best Places to Work Certified for a fourth consecutive year
• Leader in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024
• G2 Enterprise Sales Engagement Leader 15 consecutive quarters
• Recognized by Gartner Peer Insights as a Customer’s Choice in 2023 Voice of the Customer for Sales Engagement Applications
• G2 recently ranked us #1 in Enterprise Sales Engagement and we were named a leader in the 2022 Forrester Wave for Sales Engagement.  We received the highest possible score in 26 out of 30 criteria, more than any other vendor evaluated in our category. 

We’re redefining an age-old industry. This is challenging work – but our team of driven innovators makes the journey thrilling. We’re fast-paced, cutting-edge, and collaborative. We pursue excellence in everything we do and have a lot of fun along the way. Come join us!

 WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care

• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-trajectory organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
• We have a vibrant, open office that utilizes modern technology
• We firmly believe you will have the opportunity to  grow more here than you would anywhere else

Salesloft is committed to creating a sense of belonging for all Lofters. We integrate representation and inclusion into Salesloft’s core by establishing and meeting specific, time-bound objectives for fair hiring and career growth. We prioritize actionable steps over terminology, and showcase how a genuinely diverse and inclusive culture enhances our financial success and overall performance. 

We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.

Don’t meet every single requirement? Studies have shown that people from underrepresented groups are less likely to apply to jobs unless they meet every single qualification. At Salesloft we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Keep an eye on our Careers Page for other positions!

#LI-Remote