Sales Business Consultant

About the role

The Sales Business Consultant (SBC) is the revenue multiplier on complex, multi-stakeholder enterprise pursuits. You diagnose partnership maturity, map hyperscaler incentive timing to the buying cycle, engineer the ROI model, and deliver the bidirectional-architecture talk track that makes IT and AI strategy leaders say, "this is architecturally distinct from anything in our stack."

Key Responsibilities

• Strategic Partnership Diagnosis
• Assess customer partnership maturity across WorkSpan's ecosystem segments, quantify revenue leakage, and translate partner workflow gaps into executive-level business cases tied to financial impact.
• Bidirectional Architecture Storytelling
• Own and deliver WorkSpan's core platform narrative — explaining why it operates between companies rather than inside one — and defend it against competitors like Salesforce Agentforce, Gong, and general-purpose AI tools.
• Hyperscaler Incentive & Marketplace Strategy
• Identify and time AWS, Microsoft, and Google Cloud incentive programs (ACE, MAP, MACC, etc.) to the customer's buying cycle, positioning them as deal accelerators rather than discounts.
• Value Engineering & Business Cases
• Build ROI models grounded in WorkSpan's four capabilities (Agents, Seller Activation, Process Automation, Engagement & Attribution) that produce CFO-defensible outcomes like win-rate lift and deal velocity.
• Demo & Use-Case Orchestration
• Run tailored, narrative-driven demos for each deal's specific audience and produce leave-behind assets (videos, micro-decks, ROI summaries) that continue circulating within the buying committee.
• Buyer Committee Navigation
• Adapt the platform story across at least four personas in a single deal — CRO, VP of Sales, Alliance Exec, Sales Ops, IT — without losing credibility with any of them.
• Sales Enablement & Signal Flow
• Codify reusable assets, train AEs/BDRs on when to engage SBC, and feed competitive intel and feature gaps back to Product and Marketing.

Qualifications

• Experience
• 5+ years in Solutions Consulting, Sales Engineering, Value Engineering, or Cloud/Marketplace GTM for B2B enterprise SaaS
• Proven track record on complex, multi-stakeholder deals in the $100K–$1M+ ARR range, owning solution strategy and executive storytelling end-to-end
• Hyperscaler & Ecosystem Knowledge
• Direct exposure to co-sell or marketplace motions across AWS, Microsoft, and/or Google Cloud
• Fluency in partner ecosystem complexity — PRM, ISV/GSI dynamics, marketplace mechanics, services multiplier, and attribution lineage — translated into CFO-level financial outcomes
• Technical & Platform Credibility
• Ability to deliver architectural talk tracks to mixed audiences of revenue leaders and IT/AI strategy stakeholders without losing either
• Comfort with configuration management, JSON/CSV, and AI tooling
• AI Proficiency
• Working knowledge of AI prompting (Claude/Gemini) to accelerate the sales process
• Consulting Mindset
• Structured discovery and hypothesis-driven approach
• Comfortable being the subject matter expert on incentives without coming across as a procurement specialist
• Bonus / Nice-to-Have
• Prior experience selling into Alliance Management, Channel Partnerships, or CRO personas
• Familiarity with Salesforce-embedded experiences — managed packages, Lightning Web Components, and right-rail CRM workflows