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Sales

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Practice & Domain Overlay Lead
Global Professional Services Solutions CoE
Role Overview
Salesforce Professional Services is building a Global Solutions CoE to create a more consistent, scalable, and predictable way to shape, scope, estimate, and deliver Professional Services (ProServe) programs.
We are looking for a Practice & Domain Overlay Lead to make sure the CoE model is not generic. This role brings the required product, industry, regulatory, and domain depth into scoping and estimation so that our standards work in real customer situations.
This role does not own every product or every industry. Instead, it owns the process of identifying where specialized input is needed, capturing that input into reusable patterns, and ensuring the CoE model reflects real delivery complexity.
The right candidate understands how Salesforce programs vary by cloud, industry, geography, regulatory environment, and customer maturity - and can turn those differences into practical scoping and estimation guidance the field can actually use.

What You Will Do
1. Identify Where Domain Expertise Is Required
You will define when a deal needs additional practice or domain input during scoping.
Examples:
Data Cloud program with complex source systems and identity resolution
Agentforce program with unclear automation boundaries or trust requirements
Health / Life Sciences program with regulatory or data privacy considerations
Public Sector program with procurement, compliance, or security constraints
Financial Services program with sensitive data, controls, or integration complexity
Multi-cloud program involving Sales, Service, Data, Marketing, Commerce, MuleSoft, or Industry Clouds
Your job is to make these triggers explicit so the field knows when to pull in the right expertise.

2. Build Product and Industry Overlay Patterns
You will create practical overlays that sit on top of the core CoE model.
Each overlay should answer:
What is different for this product, industry, or domain
What additional discovery questions are required
What scoping assumptions should be added
What roles or skills are typically needed
What risks should be flagged early
What SOW language or exclusions are required
What delivery dependencies must be confirmed before signature
Examples of overlays:
Data Cloud readiness overlay
Agentforce scoping overlay
Regulated industry overlay
Public Sector delivery overlay
Integration complexity overlay
Migration / data readiness overlay
Multi-cloud transformation overlay
Change and adoption overlay

3. Translate Practice Knowledge Into Reusable Assets
You will work with Practices and domain SMEs to convert expertise into usable CoE assets.
Expected outputs:
Discovery questions
Scoping checklists
Estimation factors
Role and skill assumptions
Risk indicators
SOW assumptions and exclusions
Delivery readiness checkpoints
Reference examples from past programs
This role is not about creating long documents. The goal is to create short, reusable assets that can be embedded into scoping workflows, tools, agents, and playbooks.

4. Maintain the Domain Pattern Library
You will own the structure and quality of the domain pattern library.
The library should include:
Product-specific scoping guidance
Industry-specific considerations
Regulatory and compliance triggers
Common risks and mitigation patterns
Standard assumptions and exclusions
Recommended SMEs / practices to engage
Reusable examples from successful programs
You will ensure assets are current, easy to find, and practical enough for field use.

5. Support Better Estimation Accuracy
You will help improve estimates by identifying domain-specific effort drivers.
Examples:
Number and quality of data sources
Number of integrations
Number of clouds involved
Customer operating model maturity
Regulatory review requirements
Testing and validation intensity
Migration complexity
Localization / regional requirements
AI governance and trust requirements
Change management and adoption effort
Your role is to make sure these drivers are not missed during estimation.

6. Improve Scoping Quality for Complex Programs
You will help prevent common scoping misses.
Examples:
Data migration underestimated
Integration effort treated as standard
Security / compliance review missed
Testing effort too light
Customer dependencies not documented
Change management excluded when adoption risk is high
Product capability assumptions not validated
Agentforce use cases scoped without clear human-in-the-loop design
Fixed-fee risk accepted without enough clarity
Your job is to make these risks visible before the deal is signed.

7. Partner Across the Ecosystem
This role is highly cross-functional and must work closely with peer organizations.
Practices:
Capture product and industry expertise into reusable scoping patterns and estimation guidance.
GDC:
Validate whether domain patterns are executable at scale and reflect offshore / distributed delivery realities.
Delivery Innovation & Governance:
Align domain overlays with governance checkpoints, delivery controls, and quality expectations.
Growth & Offering:
Ensure domain overlays align to priority offerings, market plays, and repeatable solution motions.
PS Operations:
Validate staffing, resource, and operational assumptions tied to each overlay.
Sales Excellence:
Ensure field-facing guidance supports faster qualification, cleaner discovery, and better deal progression.
CoE Field Advisors / SSSLs:
Capture what is working in live deals and feed lessons back into the pattern library.

What Success Looks Like
The field knows when specialized practice or domain input is required
Common product and industry scoping misses are reduced
Domain-specific effort drivers are included in estimates
Scoping and SOW assumptions are clearer and more complete
Practice knowledge becomes reusable instead of tribal
CoE tools and agents use domain logic, not generic prompts
Programs are better shaped before they move into delivery
The domain pattern library becomes a trusted source for the field

Minimum Qualifications
10+ years of experience in Salesforce consulting, enterprise architecture, solutioning, delivery leadership, or professional services
Strong understanding of how Salesforce programs differ by cloud, industry, region, and customer maturity
Experience working across multiple Salesforce clouds or enterprise platforms
Experience shaping or reviewing complex scopes, estimates, SOWs, or delivery plans
Ability to identify hidden effort drivers and delivery risks early
Experience working with product / practice SMEs and translating their input into practical field guidance
Strong written communication skills able to create clear, reusable templates and checklists
Ability to work across global teams and matrixed organizations

Preferred Qualifications
Experience with Data Cloud, Agentforce, MuleSoft, Industry Clouds, or multi-cloud programs
Experience in regulated industries such as Financial Services, Healthcare, Life Sciences, or Public Sector
Experience creating playbooks, reusable assets, accelerators, or scoping frameworks
Experience working with GDC / offshore delivery teams
Familiarity with AI-enabled scoping, estimation, or knowledge retrieval tools
Salesforce certifications preferred, especially architecture or consultant certifications

What Kind of Person Will Succeed
Has real field experience and understands where programs fail
Can separate true domain complexity from unnecessary customization
Knows how to ask sharp discovery questions
Can turn expert opinions into simple, repeatable patterns
Builds assets the field will actually use
Is practical, precise, and comfortable challenging vague assumptions
Works well with SMEs without creating bureaucracy
Balances standardization with the reality that every industry and customer is different

A Day in the Life
A typical day may include reviewing a Data Cloud opportunity to identify missing discovery questions, working with a Practice SME to document product-specific estimation drivers, and updating the domain pattern library with new assumptions and risks. You may validate an Agentforce scoping pattern with GDC, review a Public Sector deal for compliance-related delivery impacts, and work with the Global Tools Lead to embed domain logic into an estimation agent. Your focus is making sure the CoE model reflects real-world product, industry, and delivery complexity before the field commits to a scope.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and, and our AI agents accelerate your impact so you can. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations

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Practice & Domain Overlay Director