Sales Business Consultant
Remote · California, United States
Job Summary
Sales Business Consultant at WorkSpan drives ARR growth and win-rate lift by diagnosing partnership maturity, mapping hyperscaler incentives to buying cycles, building CFO-defensible ROI models, and delivering architectural narratives that position WorkSpan as the inter-company revenue platform. The role operates on opportunities that meet defined entry criteria, with no quota, and requires crafting tailored demos, asset leave-behinds, and narrative-driven storytelling for multi-stakeholder executive audiences (CRO, VP of Sales, Alliance Exec, Sales Ops, IT). Key responsibilities include Strategic Partnership Diagnosis, Bidirectional Architecture Storytelling, Hyperscaler Incentive & Marketplace Strategy, Value Engineering & Business Cases, Demo & Use-Case Orchestration, Buyer Committee Navigation, Sales Enablement & Signal Flow. Must have 5+ years in relevant roles, and deep experience with AWS, Microsoft, and/or Google Cloud, plus proficiency in CFO-level financial outcomes, AI tooling, and enterprise SaaS ecosystems.
Required Qualifications
- 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
- 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
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