5+ years in Solutions Consulting, Sales Engineering, or Value Engineering for B2B enterprise SaaS
Track record managing complex, multi-stakeholder deals worth $100K-$1M+ in ARR
Experience with co-selling or marketplace strategies in AWS, Microsoft, or Google Cloud
Understanding of partner ecosystem dynamics and financial outcomes
Ability to articulate technical concepts to sales and IT leaders
Familiarity with AI sales tools and techniques
Structured and hypothesis-driven discovery approach.
Responsibilities
Assess customer partnership maturity and quantify revenue leakage
Communicate and defend the unique platform narrative against competitors
Align hyperscaler incentives with the customer's buying cycle
Create ROI models that illustrate financial benefits of partnership solutions
Conduct tailored product demos and prepare follow-up materials
Engage multiple personas in buyer committees effectively
Facilitate sales enablement and provide feedback on competitive gaps.
Benefits
Flexible work environment
Opportunities for professional development
Access to cutting-edge AI and partnership technologies
Collaborative team culture
Health and wellness programs.
Full Job Description
WorkSpan is the Partner Revenue Platform - the AI operating system that runs the partnership business between two companies, not inside one. Our deals close in committees that span a CRO, a VP of Alliances, a Sales Operations leader, and an IT or AI strategy stakeholder, and every one of them must agree before anything is signed. The Sales Business Consultant (SBC) is the revenue multiplier on those deals. You walk into complex, multi-stakeholder enterprise pursuits and convert ambiguity into a defensible business case: diagnosing partnership maturity, mapping hyperscaler incentive timing to the buying cycle, engineering the ROI model, and delivering the bidirectional-architecture talk track that makes IT and AI strategy leaders say, "this is architecturally distinct from anything in our stack."You do not carry a quota. You drive ARR growth, win-rate lift, sales-cycle compression, and incentive capture across the deals you touch. You operate Sales-attached, never independently, on opportunities that meet defined entry criteria.Key Responsibilities:
Strategic Partnership Diagnosis Assess customer partnership maturity across WorkSpan's ecosystem segments, quantify revenue leakage, and translate partner workflow gaps into executive-level business cases tied to financial impact.
Bidirectional Architecture Storytelling Own and deliver WorkSpan's core platform narrative - explaining why it operates between companies rather than inside one - and defend it against competitors like Salesforce Agentforce, Gong, and general-purpose AI tools.
Hyperscaler Incentive & Marketplace Strategy Identify and time AWS, Microsoft, and Google Cloud incentive programs (ACE, MAP, MACC, etc.) to the customer's buying cycle, positioning them as deal accelerators rather than discounts.
Value Engineering & Business Cases Build ROI models grounded in WorkSpan's four capabilities (Agents, Seller Activation, Process Automation, Engagement & Attribution) that produce CFO-defensible outcomes like win-rate lift and deal velocity.
Demo & Use-Case Orchestration Run tailored, narrative-driven demos for each deal's specific audience and produce leave-behind assets (videos, micro-decks, ROI summaries) that continue circulating within the buying committee.
Buyer Committee Navigation Adapt the platform story across at least four personas in a single deal - CRO, VP of Sales, Alliance Exec, Sales Ops, IT - without losing credibility with any of them.
Sales Enablement & Signal Flow Codify reusable assets, train AEs/BDRs on when to engage SBC, and feed competitive intel and feature gaps back to Product and Marketing.
Qualifications:
Experience
5+ years in Solutions Consulting, Sales Engineering, Value Engineering, or Cloud/Marketplace GTM for B2B enterprise SaaS
Proven track record on complex, multi-stakeholder deals in the $100K-$1M+ ARR range, owning solution strategy and executive storytelling end-to-end
Hyperscaler & Ecosystem Knowledge
Direct exposure to co-sell or marketplace motions across AWS, Microsoft, and/or Google Cloud
Fluency in partner ecosystem complexity - PRM, ISV/GSI dynamics, marketplace mechanics, services multiplier, and attribution lineage - translated into CFO-level financial outcomes
Technical & Platform Credibility
Ability to deliver architectural talk tracks to mixed audiences of revenue leaders and IT/AI strategy stakeholders without losing either
Comfort with configuration management, JSON/CSV, and AI tooling
AI Proficiency
Working knowledge of AI prompting (Claude/Gemini) to accelerate the sales process
Consulting Mindset
Structured discovery and hypothesis-driven approach
Comfortable being the subject matter expert on incentives without coming across as a procurement specialist
Bonus / Nice-to-Have
Prior experience selling into Alliance Management, Channel Partnerships, or CRO personas
Familiarity with Salesforce-embedded experiences - managed packages, Lightning Web Components, and right-rail CRM workflows
