As a Services Consulting Specialist (SCS), you will serve as the strategic bridge between our Sales and Professional Services teams - supporting prospects through scoping, risk assessment, and requirements gathering while ensuring a smooth, seamless handoff from Sales into Implementation. This is a full-cycle role spanning both net new business development and expansion within our existing customer base. You'll partner closely with Sales and Customer Success to position high-value services that accelerate time-to-value and drive meaningful business outcomes for customers across the supply chain ecosystem.

Responsibilities

Pre-Sales & Prospect Engagement

• Partner with Sales and Customer Success to evaluate prospect feasibility and ensure customers can be successfully implemented within FourKites' delivery model
• Lead prospect and customer design sessions to map current-state operations and define a clear solution path with FourKites
• Engage with high-value, complex prospects to facilitate workshops that identify solution gaps, operational complexities, and a viable path forward
• Support Sales on RFP responses related to implementation and operations activities
• Provide strategic guidance on pilot programs during the pre-sales cycle
• Review and enforce BRD completeness standards before SCS engagement begins; define and publish minimum intake requirements to Sales and Pre-Sales (Solution Advisors.)

Scoping & Commercial Support

• Review and approve Rough Order of Magnitude (ROM) outputs for highly complex delivery models
• Own the review and finalization of the Solution Scoping Document (SSD), which drives prospect and customer conversations to confirm final project scope
• Design and facilitate cross-modal business process design sessions; build methodology that progressively transfers facilitation capability from SCS to Implementation Managers.
• Build and maintain standard scoping questionnaires, and create RACI matrices covering roles and responsibilities from qualification through contract.
• Support Sales, Customer Success, and Implementation teams with Fixed Fee service offerings - including estimated timelines, sample project plans, and hours estimates scoped to each prospect's requirements
• Provide the legal team with all scope inputs required for Statement of Work (SOW) creation
• Own all redline reviews and responses specific to the SOW

Risk & Opportunity Management

• Identify and flag implementation risk with pipeline opportunities - including ARR-to-complexity mismatches and unrealistic timeline commitments - and escalate appropriately via Deal Desk Reviews
• Partner with Sales and Product on new service offerings and strategic partnerships
• Serve as the implementation team's authority on PS fee requirements and scope commitments; maintain appropriate commercial terms under Sales pressure for concessions, with a defined escalation path to PS leadership when alignment cannot be reached

Enablement & Best Practices

• Lead ongoing training sessions with the Sales organization to elevate Professional Services as a value-add and competitive differentiator
• Partner with the Solution Advisor (SA) team to deliver best practice training on implementation methodology and prospect scoping
• Define, communicate, and enforce the SCS engagement model - including minimum thresholds for assignment, scope boundaries between SCS, SA, and AE, and the process for managing out-of-scope requests routed incorrectly to the SCS team

Documentation & Reporting

• Own the creation, maintenance, and ongoing updates of all internal and external SCS collateral
• Own the creation, maintenance, and ongoing updates of all internal SCS reporting

Requirements

• 5+ years of experience in an Implementation or Services Sales support role preferably within a SaaS software organization
• 7+ years of customer-facing experience, including a portion with enterprise-level clients, in the supply chain space
• Experience assessing data readiness across multi-modal supply chain environments and diagnosing integration gaps prior to implementation
• Ability to operate with agility in a fast-paced environment, managing and prioritizing multiple tasks simultaneously
• Strong analytical skills with the ability to identify root causes and develop effective solutions
• Proven ability to build and foster cross-functional relationships that drive consistent messaging throughout the sales cycle
• Deep knowledge of the FourKites Implementation Methodology and the full FourKites product suite

Preferred Qualifications

• Bachelor's or Master's degree in Business, Computer Science, or a related field
• Excellent verbal and written communication skills, with the ability to engage both business and technical stakeholders
• Deep knowledge of the FourKites Implementation Methodology and the full FourKites product suite
• Superior presentation skills, including experience presenting to C-level executives
• Proven track record of driving successful implementations with enterprise clients
• Strong critical thinking skills with the ability to thrive in a fast-paced, agile environment
• Ability to travel up to 40% as needed

We know that job postings can be intimidating, and research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. We encourage you to apply if you think you may be a fit and give us both a chance to find out!
Compensation

The expected annual base salary range for this role is $120,000 - $140,000. Actual compensation will be determined based on several factors, including but not limited to experience, qualifications, skills, and business needs. In addition to base salary, this position is eligible for bonus and incentive compensation as well as participation in FourKites' employee stock option program.
Benefits

FourKites provides competitive compensation with stock options, outstanding benefits and a collaborative culture for all employees around the globe. To help you be your best, we have 5 global recharge days, in addition to generous PTO and standard holidays. Parental leave for all parents, an annual wellness stipend and volunteer days also provide you with time and resources for self care and to care for others. Throughout the year, FourKites sets aside time during the workday to learn and celebrate diversity. We're always listening for new ways to support everyone in and out of the office.

Benefits include:

• Medical, Dental & Vision benefits starting on first day of employment
• 401k Retirement savings with employer match
• Bonus and incentive compensation as well as employee stock option program
• Employer paid life insurance and short term disability insurance
• Generous PTO, global recharge days, and volunteer days
• Paid parental leave for all parents
• Family planning and inclusive wellbeing resources
• Technology reimbursement
• Commuter benefits for in-office employees (Chicago)
• Annual Wellness Stipend
• Ongoing learning & development opportunities