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Job Category
Customer Success
Job Details
The Senior Solution Consultant is a trusted delivery expert who combines functional and technical expertise to help Salesforce customers realize the full value of Sales Performance Management (SPM). Working across the SPM portfolio, including Sales Planning, Salesforce Maps, Sales Programs, Spiff, and Enterprise Territory Management (Sales Territories), this individual leads the configuration, build, and delivery of solutions that turn complex planning, territory, incentive, and enablement requirements into accurate, scalable, and reliable outcomes for customers.
As a senior member of the delivery team, you serve as a hands-on consultant and a mentor. You own delivery workstreams end to end, guide customers through discovery and design, and help less experienced consultants raise the quality and consistency of their work. You take pride in building solutions that stand up to high volumes, calculate correctly at critical moments, and scale with a customer's growth year over year. You are equally comfortable mapping a complex commission plan in detail and stepping back to advise a customer on the best way to operationalize their sales performance strategy on the Salesforce platform.
This role reports into the Specialized Services organization within Professional Services and works closely with Solution Architects, Technical Architects, Engagement Managers, other Solution Consultants, and Salesforce product teams to deliver projects on time and within scope.
Key Responsibilities- Lead discovery to fully understand the scope, breadth, and complexity of a customer's sales performance requirements across territory management, planning, incentive compensation, and program enablement.
- Design and build accurate, efficient, and scalable solutions across the SPM suite, including Salesforce Maps, Sales Programs, Sales Planning, Enterprise Territory Management, and Spiff, with deep, hands-on ownership of commission plans, statements, and supporting architecture.
- Configure incentive compensation in Spiff, including tiered and accelerated commission structures, triggers, real-time commission statements, and the Commission Estimator, so sellers gain accurate and transparent visibility into earnings.
- Build capacity, quota, and territory plans in Sales Planning, and design territory models and assignment rules in Enterprise Territory Management (Sales Territories) that keep account coverage aligned to strategy and support accurate forecasting.
- Implement Salesforce Maps for geographic visualization, account prioritization, multi-stop route optimization, and territory planning scenarios that publish into the customer's territory model.
- Deliver guided seller enablement with Sales Programs, standing up sales plays, coaching, and program dashboards that connect enablement activity to revenue outcomes.
- Translate business requirements into well-architected solutions that best leverage the Salesforce platform, identifying gaps between the customer's current and desired end states.
- Serve as the customer's primary delivery contact for your workstreams, running regular calls to review information, clarify calculations, validate results, and ensure models are calculating correctly.
- Lead delivery workstreams end to end and coordinate across multiple concurrent implementations to keep projects progressing on time and within scope.
- Mentor junior and associate consultants by reviewing configurations, sharing best practices, and helping the team deliver consistent, high-quality work.
- Champion best practices and contribute reusable assets, templates, and standards that improve how the team delivers SPM solutions.
- Partner with Solution Architects and Technical Architects on complex or high-risk designs, and liaise with Salesforce product teams to support customer implementations.
- From time to time, support pre-sales activities such as discovery sessions, technical deep dives, and proof-of-concept (POC) development with prospects.
- Maintain a target billable utilization aligned to the role.
Required Qualifications & Skills- 4+ years of professional experience implementing, configuring, or consulting on Sales Performance Management, Incentive Compensation Management (ICM), sales planning, or related sales technology solutions.
- Demonstrated experience delivering SaaS solutions in a customer-facing implementation or consulting capacity.
- Highly analytical thinker with a natural ability to mentally map complex systems, and strong skills with logic (if/then flows, filtering, sorting) and intermediate-to-advanced formulaic/Excel modeling.
- Solid understanding of data concepts, including data modeling, data quality, and how data flows through a sales performance solution, without requiring a software development background.
- Proven ability to consult with customers, recommend best practices, and build effective relationships with stakeholders at all levels.
- Excellent organization and project management skills, with a track record of leading workstreams across multiple concurrent implementations.
- Strong verbal and written communication skills, including the ability to explain complex calculations and designs to both technical and non-technical audiences.
- Detail-oriented, with the ability to notice small details and fit them within the larger picture.
- Proven ability to thrive in constantly changing environments with new challenges.
- Experience mentoring or guiding less experienced team members.
- Based in the US or Canada and available to travel regionally depending on customer needs.
- Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.).
Preferred Qualifications & Skills- Salesforce certifications preferred, including Salesforce Certified Agentforce Sales Consultant certification.
- Direct experience with one or more of Salesforce Maps, Sales Programs, Spiff, Sales Planning, or Enterprise Territory Management.
- Hands-on experience with Spiff or another enterprise ICM platform (e.g. Xactly, SAP/CallidusCloud, Varicent).
- Admin-level experience with Salesforce or other CRMs.
- Basic accounting/finance understanding as it relates to commissions and revenue, including familiarity with compensation compliance standards such as ASC 606 and IFRS 15.
- Experience in Technology, Finance, Sales Operations, or Professional Services.
- Familiarity with data concepts such as SQL/SOQL and reporting.
