Portfolio Delivery Leader - Technology, Media and Telco (TMT)

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action, tech meets trust, and innovation is a way of life. The Portfolio Delivery Leader (PDL) is an executive-level individual contributor role within the Delivery Account Management (DAM) function of Salesforce Professional Services. A PDL owns the health and performance of a defined book of business symmetrically aligned to sales portfolio(s) within an operating unit across a range of customer engagements, including paid and investment commitments.

About the role

The PDL operates at a portfolio level, not a project execution level, spending roughly half their time in direct customer engagement and half governing portfolio health, financials, and resource strategy while carrying a 25% utilization. They act as the delivery organization's primary point of accountability for deal acceptance, escalation management, and margin protection. They are the connective tissue between pre-sales solutioning and delivery execution — validating that what is sold can actually be staffed and delivered at the proposed margin, identifying risk early enough to course-correct, and building the executive relationships that turn one-time engagements into long-term partnerships. Their success is defined by what they prevent, protect, and grow.

Responsibilities

• Portfolio Health End-to-End: Own red/yellow/green status across all engagements in your book; catch signals before they become escalations.
• Drive pre-sales & delivery alignment: Own level 3 signoffs on opportunities before contract execution; validate that resource strategy, staffing mix, and deal risk are viable before they enter your portfolio.
• Own the Services Delivery Strategy: Prepare and present content in Services Delivery Strategy (SDS) reviews; speak to every red and yellow account in your portfolio.
• Protect margin at the deal level: Manage contingency deliberately, monitor fixed-fee burn rates, track delivered vs. bid margin, and escalate before overruns compound.
• Be the executive face of delivery: Engage C-suite stakeholders (CIO, CFO, CTO) on a regular cadence, ensuring customers feel supported, informed, and confident in Salesforce's delivery motion.
• Lead cross-functional recovery when things go wrong: Act as the first escalation point of contact for delivery issues; own the path to resolution and ensure High Watch engagements are actively governed, not passively tracked.
• Drive resource strategy across your book: Own fulfillment of the scoped staffing mix within your portfolio and partner with the Delivery Engagement Lead on prioritization when demand exceeds supply.
• Surface expansion signals from within accounts: Identify white space, flag renewal risk, and feed delivery-originated pipeline back into the sales motion.

Requirements

• Currently Director-level or above.
• Demonstrated experience managing a complex, multi-engagement book of business with direct accountability for revenue and margin outcomes.
• Strong financial acumen — able to read and interpret portfolio financials (contingency usage, burn rate, delivered vs. bid margin, revenue forecast) on a weekly cadence.
• Proven executive-level customer relationship management, including navigating difficult conversations and stabilizing at-risk accounts.
• Experience governing delivery risk — ability to assess deal viability, identify scope or staffing gaps, and provide sign-off before contract execution.
• Demonstrated ability to drive outcomes in a matrixed environment without direct people management authority.
• Comfortable operating at a portfolio scanning altitude across multiple strategic engagements simultaneously, rather than deep execution on a single account.
• Strong escalation and conflict resolution skills; a calm, credible center of gravity when things go sideways.
• Prior experience with fixed-fee delivery models and the financial governance disciplines they require — burn rate management, milestone attainment, scope control.

Preferred Qualifications

• PMP, PgMP, SCRUM, SAFe or equivalent certification(s).
• Expert in Salesforce delivery methodology (SPSM), Guided Scoping, and portfolio health monitoring tools.
• Working knowledge of GDC, subcontractor governance, and onshore/offshore staffing tradeoffs.
• Tenured experience in TMT industry vertical.

Additional Information

Possible travel of about 25%, but exact travel requirements will vary based on customer.

Benefits

• Comprehensive benefits package including well-being reimbursement, generous parental leave, adoption assistance, and fertility benefits.
• World-class enablement and on-demand training with Trailhead.com.
• Exposure to executive thought leaders and regular 1:1 coaching with leadership.
• Volunteer opportunities and participation in our 1:1:1 model for giving back to the community.

For more details, visit Salesforce Benefits.

Pay

The typical base salary range for this position is $181,700 - $304,700 annually. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $218,100 - $332,600 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only and does not include company bonus, incentive for sales roles, equity, or benefits, as applicable.