Director – Engagement Management (Pre-Sales)

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Job Category

Customer Success Group

Job Details

The Senior Engagement Manager plays a critical role in setting customers up for success by shaping the Professional Services deals and engagements for our customers. They are comfortable operating in an amorphous pre-sales environment, shaping the proposals and influencing customer key stakeholders’ decision-making.

Candidates must have personally demonstrated consultative pre-sales, prescriptive solutioning, project delivery credibility, and hands-on experience working directly with shaping the deals, SOWs, RFPs for customers in CRM, and Salesforce implementation proposals.

We are looking for talented individuals to join a growing team that can demonstrate both:

Passion for …
Proactively leading customer and internal conversations with a point of view, drawing from previous experiences to create a clear path forward.

• Provide the Professional Services team & customers with Subject Matter Expertise related to the proposed solution and client needs in order to ensure a successful transformation.
• Deep understanding of factors that drive customer success for Salesforce (or similar) implementations within an enterprise context and how they directly contribute to long term customer retention
• Lead conversations with empathy and be comfortable dwelling in the problem domain before solutioning
• Quickly build credibility in fast-moving environments with a diverse set of stakeholders
• Proactively work with the services and license sales opportunities to identify new and tangential opportunities

And … attention to detail …
Partnering effectively to create a detailed execution plan, SOW & commercial proposition to best meet the needs of our customers.

• Aligning closely with Account (Licenses Sales) and Services Sales teams to own pre-sales activities such as scoping, solutioning, SOW development, and project staffing.
• Leading the development of client-specific implementation proposals, SOWs, staffing plans, engaging with SMEs across the organization to gain consensus on an acceptable proposal.
• Where appropriate and required for Customer Success, providing direct oversight to the project team during the full lifecycle of the engagement.
• Retain and nurture relationships post-engagement to ensure ongoing opportunities are realized and acted upon appropriately
• Manage project- and account-level escalations as needed
• Anticipate needs and position training, support, and other solutions that may be needed for a successful customer experience
• Ensure that engagements conclude with fully satisfied clients that are willing to be referenced for new potential clients
• Manage multiple strategic clients simultaneously
• Navigating and engaging within our partner ecosystems, where partners may simultaneously work with you and compete with you around a common set of accounts.
• The ability to proactively identify and mitigate risks to customer success, be it through the addition of new products and services, strategy & planning, or escalation
• Proactively mitigate and manage critical escalations and at-risk accounts; communicate effectively and appropriately with internal and external leaders and executives.

Required Experience & Education

• 15+ years experience delivering or leading consulting engagements, including team leadership and active involvement in selling professional services
• 8+ years experience writing SOWs, negotiating T&Cs, managing bookings, and utilization
• 8+ years managing C-level client relationships, including escalation resolution
• 8+ years of enterprise-level project management experience
• 5+ years operating in a pre-sales environment, shaping and scoping large and complex implementation projects
• Experience in the Financial Services, Public Sector or Media & Communications industry is an advantage
• Extremely strong written and verbal communication skills, executive level presence, and experience in working in a client advisory role
• Able to command a group audience, lead with a point of view, facilitate solutioning and lead discussions such as implementation methodology, project roadmaps, social enterprise strategy, mobile strategy, and executive-level requirement gathering sessions
• Highly developed soft skills, with the ability to adjust communication style based on the audience and difficult client situations.
• Excellent analytical & problem solving skills.
• Collaborative and consultative work style, ability to thrive in a high velocity, highly dynamic work environment
• Demonstrated ability to lead and manage teams through influence while also functioning as an individual contributor / team member.
• History of working in a consultative selling environment, where clients seek and value your opinions and see your advice as objective and unbiased
• Enterprise transformation experience, including a track record of selling or delivering targeted engagements that will underpin Salesforce’s “customer company” strategy
• Salesforce or CRM experience preferred

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