Services Sales Solutions Lead

Salesforce is seeking a Services Sales Solutions Lead to join their team in Zurich, Switzerland. As a Services Sales Solutions Lead, you will play a critical role in setting customers up for success by prescriptively shaping engagements of all sizes, including large, transformational programs.

Your Impact:

• Contribute to high client satisfaction by ensuring solutions are set up for delivery success and align tightly with customer objectives.
• Champion AI-Augmented and AI-Native delivery models within proposals, embedding Agentforce and other AI-driven approaches into solution designs and SOWs to accelerate time-to-value and differentiate Salesforce's implementation approach.
• Ensure business value is defined and realized by translating executive-level customer objectives into clear, executable implementation plans.
• Partner closely with Account Partners to structure the deal’s financial strategy and implementation roadmap, and then co-presenting the value and strategic outcomes directly to the client.
• Act as a trusted advisor to executive-level customers, developing narratives that articulate the execution plan and timeline of the transformation program.
• Prescriptively shape large, complex, and transformational engagements, moving beyond stated requirements to recommend the right path for customer success.
• Uncover and articulate future opportunities to drive sustained customer value and Salesforce expansion.
• Partner with Services Architects, Business Strategists and other relevant roles, as necessary, on comprehensive pre-sales discovery workshops, engaging functional stakeholders to understand the complete business challenge and desired outcomes.
• Define and manage the end-to-end engagement scoping process, establishing clear boundaries, assumptions, and success criteria.
• Lead the high-level functional solutioning and scope definition, ensuring the proposed approach is viable and aligns with Salesforce best practices.
• Harmonize diverse perspectives,from Customer Business/IT to Sales, Legal, and Revenue Recognition,to synthesize competing interests into a cohesive solution that aligns with commercial targets and delivery excellence.
• Own the creation of the final Statement of Work, defining precise deliverables, scope, and implementation terms and conditions in partnership with Legal and Revenue Recognition teams for a clean hand-off.
• Develop detailed, accurate project estimates, staffing plans, and resource mixes, ensuring the engagement is properly structured for success.
• Proactively identify, assess, and mitigate engagement risks during the pre-sales cycle, leading Risk assignments to protect both the customer and Salesforce.
• Manage a seamless transition from the pre-sales phase to the delivery team, ensuring all project details, scope, and commitments are clearly understood.
• Serve as a multiplier, mentoring others and amplifying the team's knowledge by sharing best practices in solutioning, scoping, and engagement shaping.

Required Qualifications:

• Minimum Experience: 10+ years’ experience delivering enterprise-level consulting services, with 7+ years focused on the Salesforce platform.
• Project Leadership: 7+ years of deep enterprise-level project or program experience (SaaS preferred), utilized to inform accurate scoping and estimation.
• AI Fluency: Hands-on experience using AI-powered scoping and estimation tools to accelerate discovery, generate estimates, and validate staffing plans, with the judgment to know where AI-assisted estimates need human refinement.
• Pre-Sales Leadership: Demonstrable experience leading the end-to-end discovery, solutioning, estimating, and SOW-creation process for multi-cloud, transformational programs.
• Sales Collaboration: Active involvement in supporting the sale of professional services, including leading proposal development and presenting to C-level executives.
• Go-to-Market Support: Experience leading strategic scoping, proposal development, RFP responses, and executive-level presentations.
• Platform Expertise: Deep demonstrated technical and/or functional proficiency in the Salesforce platform and its solutions.
• Ideal Certifications: Salesforce Platform Administrator, Salesforce Sales Cloud Consultant, Agentforce Specialist, and Salesforce Service Cloud certifications are strongly preferred.
• Executive Presence: Extremely strong written and verbal communication skills, with a proven ability to build advisory relationships and establish credibility with executives.
• Facilitation Skills: Demonstrated ability to influence a group audience, facilitate complex solutioning workshops, and lead executive-level discussions regarding roadmap and scope.
• Analytical Skills: Excellent analytical, problem-solving, and conflict-resolution skills; adept at mediating conflict and fostering healthy dialogue during negotiation.
• Business Acumen: A delivery-informed mindset with a deep understanding of cloud-based technologies and the ability to translate ambiguous business requirements into tangible, scoped solutions.
• Commercial Acumen: Proficiency in deal architecture and pricing levers; demonstrated ability to manage discounting and lead commercial negotiations to maximize deal profitability.
• Leadership: Proven ability to lead and mentor cross-functional teams and individuals, exercising discretion and latitude in reaching critical goals.
• Logistics: Ability to travel will be required and varies based on client needs.
• Education: Degree or equivalent relevant experience required (e.g., military experience, volunteer roles, work experience, etc.). Advanced degree (Master’s in related field or MBA), preferred.