What are the responsibilities and job description for the Practice Client Leader position at Virtusa?
Practice Client Leader
Roles and Responsibilities
Solution Offerings Development:
- Define and develop Salesforce solution offerings, accelerators, and industry-specific templates that align with market trends and client needs.
- Collaborate with technical teams to create innovative, scalable, and repeatable Salesforce solutions.
- Identify opportunities to integrate AI (e.g., Einstein GPT), data analytics, and emerging Salesforce technologies into offerings.
Go-To-Market Strategy:
- Develop and execute a comprehensive GTM strategy for Salesforce solutions across key industries.
- Partner with marketing and sales teams to create compelling value propositions, messaging, and campaigns.
- Drive the launch of new solutions, ensuring successful adoption and pipeline generation.
Sales Enablement and Support:
- Train and enable sales teams to articulate the value of Salesforce offerings and position solutions effectively with clients.
- Create sales playbooks, collateral, and ROI calculators tailored to target industries.
- Act as a subject matter expert in key client engagements, RFPs, and executive presentations.
Partnership and Ecosystem Collaboration:
- Build strong relationships with Salesforce account executives, ISVs, and AppExchange partners to drive co-selling opportunities.
- Collaborate with Salesforce to align on joint GTM initiatives and leverage ecosystem resources.
Market Analysis and Innovation:
- Monitor Salesforce market trends, competitive landscape, and emerging client needs to inform solution development.
- Continuously identify opportunities to enhance and differentiate your company’s Salesforce offerings portfolio.
Revenue Growth and Pipeline Acceleration:
- Work closely with sales leadership to align offerings with pipeline and revenue growth goals.
- Track and report on the success of Salesforce GTM initiatives, adjusting strategies as needed to achieve targets.
Qualifications
- 12 years of experience in Salesforce consulting, solution development, or go-to-market leadership roles
- Deep understanding of Salesforce platform capabilities, including Sales Cloud, Service Cloud, Marketing Cloud, and industry clouds
- Techno-functional SME on at least one industry cloud such as FSC, Health Cloud, LS Cloud, or Communications Cloud
- Proven track record of developing and executing successful GTM strategies that drive pipeline growth and revenue.
- Experience working within the Salesforce ecosystem, including partnerships with Salesforce account executives and ISVs.
- Strong leadership and communication skills with the ability to influence cross-functional teams and executives.
- Analytical mindset with the ability to use data to inform decisions and measure success.
- Experience in working effectively in a multi-national consulting firm with a globally distributed team
Preferred Skills
- Expertise in AI/ML solutions and their integration with Salesforce (e.g., Agentforce).
- Industry knowledge in verticals such as financial services, healthcare, telco, high tech, and education
- Strong understanding on data architecture, and Salesforce Data Cloud
- Salesforce certifications (e.g., Application Architect, System Architect, Data Cloud Consultant, AI Specialist)
About Virtusa
Teamwork, quality of life, professional and personal development: values that Virtusa is proud to embody. When you join us, you join a team of 27,000 people globally that cares about your growth — one that seeks to provide you with exciting projects, opportunities and work with state of the art technologies throughout your career with us.
Great minds, great potential: it all comes together at Virtusa. We value collaboration and the team environment of our company, and seek to provide great minds with a dynamic place to nurture new ideas and foster excellence.
Virtusa was founded on principles of equal opportunity for all, and so does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.
