Job DescriptionWe are looking for an Associate Vice President to lead our Commerce Practice. The commerce market has moved. Enterprises are no longer buying replatforms by default. They are buying optimization of what they have, order management that works across every channel, and readiness for agents that shop, sell, and fulfill on their behalf. The practice has the partners, the delivery depth, and a base of long-standing clients. What it needs is a leader who can originate new work in that market, and who sees commerce as the whole of how a client sells, across the direct sales force, the channel and partner sales force, and the digital channel. The next leader of this practice will define that operating model rather than inherit it.
Perficient's Commerce practice builds and runs the commerce and order management platforms that retail, consumer goods, automotive, and industrial enterprises sell through. We are an Adobe Platinum Partner with one of the largest certified Adobe Commerce teams in the Americas, a Salesforce Commerce and Order Management partner, and we work across Shopify, VTEX, Kibo, Fluent Commerce, and IBM Sterling. Our offerings cover B2C and B2B commerce, order management, and the agentic operations and agentic commerce readiness work our clients are now asking for.
ResponsibilitiesThe leader we are looking for:
You have led and run a commerce professional services business with a growth and revenue number attached to it. You have sold commerce and order management work, shaped it alongside presales architects, delivered it, and repaired programs other firms have broken. You hold field and executive relationships at Adobe, Salesforce, Shopify, or another commerce platform, built around a consulting practice. You understand B2B commerce as well as B2C, and you can talk to a manufacturer about dealer and distributor ordering as easily as to a retailer about conversion. You have put agentic or AI-led commerce capability into production for a client. You develop leaders, and you build executive relationships that extend to other members of our practice.
What you will own:
You run the Commerce practice, across sales, GTM, presales, delivery, alliances, talent and utilization.
Growth
- Practice numbers and targets. Bookings, revenue, utilization, and growth targets for the Commerce practice.
- Go-to-market leadership. Own the GTM motion for the practice and the working partnership between sales, presales, and delivery that turns it into revenue.
- Pipeline origination. The practice needs new programs sold at new and existing accounts, and this role owns the number.
- Our most consequential commerce pursuits. You are the executive clients call when the stakes are highest.
- The two lead offerings, agentic operations takeover and agentic commerce readiness, from a point of view to a business clients buy.
- The platform and partner portfolio across Adobe Commerce, Salesforce Commerce and Order Management, Shopify, VTEX, Kibo, Fluent Commerce, and IBM Sterling. Lead with the three the market is buying, hold the rest, and retire what has stopped selling.
- Conversion of the commerce alliances into pipeline, working with the Alliances Director. Partner sellers need a commercial reason to lead with us.
- An industry blueprint for Retail and Consumer Goods, building how we sell and serve in it.
- Account growth alongside Perficient's Salesforce, Service, Data, and AI-First Marketing practices.
Delivery and financial discipline
- Quality, delivery margin, and client satisfaction across every commerce and order management program.
- The recovery when a program goes red, including the client conversation nobody else wants to have.
- Presales architecture capacity planned against the pipeline, so that no pursuit waits on a single architect.
- Capacity planning against a forecast. Staff ahead of demand without carrying bench you cannot defend.
- Rate integrity, discount discipline, pyramid mix, and subcontractor spend.
- The investment case for anything that needs funding before it produces revenue.
People
- Career paths for every practitioner in the practice, and the promotion decisions that make them real.
- The skills transition from platform implementation to optimization, order management, and agentic delivery, at the pace clients are moving.
- Adoption of Perficient's AI-led delivery lifecycle across the practice.
- Retention of the senior architects, strategists, and sellers this practice cannot afford to lose.
- Recruitment and development of the commerce leaders everyone else is chasing.
- Managing resource utilization for the delivery teams in the Commerce practice.
Market position
- The definition of an AI-first commerce practice, and the agenda the rest of the market follows.
- Perficient's senior relationships at Adobe, Salesforce Commerce, and our order management partners across field leadership and the partner organization.
- Executive relationships. Build and sustain C-suite relationships across our largest commerce clients, designed to outlast any single engagement.
- C-suite counsel on commerce platform strategy, order management, channel strategy, and total cost of ownership, delivered with enough candor to earn the next conversation.
- The practice point of view. Publish it, present it at Adobe Summit, Connections, and industry events, and brief the analysts who define the category.
Qualifications- Five or more years at the vice president, associate vice president, or practice lead level, with direct accountability for a revenue or bookings target.
- Ten or more years in the commerce ecosystem at a systems integrator, an agency, a commerce platform vendor, or a large enterprise commerce organization.
- A record of carrying an annual target and hitting it, with ownership of utilization and delivery margin across a services business.
- A record of originating new programs, with a pipeline you built rather than inherited.
- Commerce or order management delivered for both B2C and B2B clients.
- Generative or agentic AI running in production in a commerce or order management environment, with results you can substantiate to a client CFO.
- Active senior relationships inside at least one major commerce platform vendor, and a record of converting them into pipeline.
- Delivery leadership across multiple geographies and time zones.
- Bachelor's degree or equivalent professional experience.
- Willingness to travel up to 50% for client engagements, partner meetings, business development, and team leadership.
- Must be located near one of Perficient's existing offices, preferably Chicago, New York or Houston.
Preferred Qualifications
- Hands-on familiarity with Adobe Commerce, Salesforce Commerce, or Shopify, and with at least one order management platform.
- Commerce delivered for retail and consumer goods, and for automotive or industrial manufacturers selling through dealers and distributors.
- Time inside a commerce platform vendor, with a working read on how field leadership and the partner organization allocate attention.
- An established market voice, whether a published point of view, a conference stage, or standing analyst relationships at Forrester and Gartner.
- Commerce sold alongside Salesforce, service, or data capability on the same account.
- A record of recruiting senior talent into a practice that was still being built.
The salary range for this position takes into consideration a variety of factors, including but not limited to skill sets, level of experience, applicable office location, training, licensure and certifications, and other business and organizational needs. The new hire salary range displays the minimum and maximum salary targets for this position across all US locations, and the range has not been adjusted for any specific state differentials. It is not typical for a candidate to be hired at or near the top of the range for their role, and compensation decisions are dependent on the unique facts and circumstances regarding each candidate. A reasonable estimate of the current salary range for this position is $180,000 to $250,000. Please note that the salary range posted reflects the base salary only and does not include benefits or any potential variable compensation programs. Information regarding the benefits available for this position are in our benefits overview
LI#-TF1 #commerce
