Note: The job is a remote job and is open to candidates in USA. Salesforce is an AI CRM company focused on helping organizations drive customer success through trusted technology and innovation. The Senior Solution Consultant leads the discovery, design, configuration, and delivery of scalable Sales Performance Management solutions, while serving as a customer-facing delivery expert and mentoring consultants. The role focuses on territory management, sales planning, incentive compensation, sales programs, and related Salesforce products.
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
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.)
- 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
Benefits
- Remote Home-Based work arrangement
- Certain roles may be eligible for incentive compensation, equity, and benefits.
- Time off programs
- Medical
- Dental
- Vision
- Mental health support
- Paid parental leave
- Life and disability insurance
- 401(k)
- An employee stock purchasing program
Company Overview
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