Salesforce Sales Consultant (Individual Contributor)

Job Summary

The Salesforce Consulting Sales consultant (IC) is a high-impact, individual contributor responsible for driving new business growth by selling a combination of Salesforce cloud licenses and 360 Degree cloud s professional consulting services within a defined US territory or market segment. This role requires a hunter mentality, deep product knowledge across the Salesforce ecosystem, and the ability to operate as a strategic, consultative advisor to both clients and Salesforce Account Executives.

Key Responsibilities

1. Full-Cycle Sales & Revenue Generation (60%)

• Consulting Services Sales: Own and close deals for Salesforce implementation, integration, advisory, and managed services projects across various Clouds (e.g., Sales, Service, Marketing, Commerce, Industry Clouds).
• Salesforce License Influence: Act as the strategic partner to Salesforce Account Executives (AEs) to directly influence the sale of new and add-on Salesforce licenses, ensuring the platform sale is coupled with our successful delivery strategy.
• Quota Accountability: Consistently meet or exceed aggressive individual quarterly and annual sales quotas, balanced between consulting services revenue and license influence/resale targets.
• Pipeline Management: Execute rigorous pipeline management from prospecting to closure, ensuring accurate forecasting and adherence to CRM (Salesforce) processes.

2. Client Engagement & Solutioning (30%)

• Consultative Selling: Conduct advanced discovery with C-level and senior business stakeholders to diagnose complex business challenges and align them to transformative Salesforce solutions.
• Value Proposition: Articulate a clear and compelling value proposition that differentiates our consulting firm and justifies the investment in both licenses and services.
• Deal Structuring: Lead the creation of detailed proposals, Statements of Work (SOWs), and commercial agreements, collaborating with Solution Architects to accurately scope technical and functional requirements.
• Negotiation: Expertly negotiate deal terms, pricing, and project scope to achieve mutually beneficial outcomes.

3. Salesforce Partner Relationship Management (10%)

• Co-Selling: Build and maintain deep, trusted relationships with Salesforce sales leadership and Account Executives (AEs) within the assigned territory to generate and qualify co-selling opportunities.
• Partner Program: Actively engage in the Salesforce Partner Program, utilizing all available resources and staying current on product launches and partner incentives.

Eligibility Criteria:

• Experience: Minimum of 5 -7 years of quota-carrying experience in technology sales, with 3+ years specifically selling Salesforce-related consulting services within the US market.
• License Sales Acumen: Proven experience in a co-selling or resale model, with a track record of directly influencing or closing the sale of Salesforce platform licenses.
• Platform Expertise: Strong functional and commercial understanding of the core Salesforce Clouds (Sales Cloud, Service Cloud, Experience Cloud, etc.) and industry-specific solutions.
• Track Record: Documented history of consistently achieving annual sales quotas
• Communication: Exceptional presentation, listening, and written communication skills, with the ability to convey complex technical solutions to non-technical business leaders.
• Education: Bachelor s degree in Business, Technology, or a related field.