Head of Solutions

ABOUT PRECURSIVE

Precursive is a PSA built for visionary services teams in SaaS where services is a strategic lever to their GTM. Our customers are market leading SaaS, Software and AI companies including Cognite, Cox Automotive, Instabase, LevelAI, Paradox (Workday), Pagerduty, Launch Darkly and Relias who are on a mission to maximize ARR and profitability by driving outsized value for their customers.

Forward thinking companies rely on Precursive to manage and improve services execution across multi-product and services portfolios.

Precursive is a strategic ISV partner to and operates globally with customers in the USA, UK and EU with our head office in London. Precursive is also the founder of the Services Delivery Alliance which is the world's largest community of services and customer leaders inside mid-market and enterprise technology companies. 

We are sometimes known as the Bad News Bears of PSA.

ROLE OVERVIEW

Reporting to the CEO, the Head of Solutions is a key role in the Precursive GTM organization where you are working at the forefront of our growth initiatives.

KEY RESPONSIBILITIES

1. Solution Engineering

• Lead the SE team demonstrating best practices on how to support customer acquisition.
• Drive more efficient collaboration between sales and SEs to drive world class conversion rates.
• Partner with our Head of Sales on opportunities as the SE to drive continued growth in the USA.

2. Forward Deployed Solutions

• Work with the CEO and CTO to shape the Forward Deployed Solutions capability.
• Shape the FDS engagement motions, rapid delivery of AI solutions that deliver outsized impact.

3. Services Selling

• Demonstrate innovation in services sales resulting in faster sales velocity and services attach.
• Ensure rapid and effective scoping of engagements with clients making use of Precursive AI.

4.  Team Management

• Foster an environment of collaboration and innovation that prides itself in being world class.
• Maintain the cultural identity of the team and the company as articulated in the company values.

5. Strategic Planning

• Partner with peers in GTM teams to drive hyper growth aligned to the revenue bowtie model.
• Provide input and analysis on market conditions, product and GTM to redefine the PSA category.

REQUIRED SKILLS & QUALIFICATIONS

Your Background

• 5  years +  experience in Salesforce ecosystem with SFDC admin and platform cert preferred
• Demonstrated success running services and solutions engineering teams
• Strong command of sales motions, services execution and customer engagement methodologies
• Executive-level communication and stakeholder management skills and experience

Domain Expertise – SaaS & Professional Services

• Demonstrate a deep understanding of Professional Services in SaaS and Software companies
• Familiar with and can discuss services strategy, targets, KPIs, market conditions and industry dynamics
• Able to advise prospective customers when their process or approach on best practices

Sales Acumen - Best Practices

• Able to perform deep and efficient problem analysis by using discovery and diagnosis skills
• Can apply the Challenger Selling framework and insight based selling techniques
• Executive stakeholder management skills but can also engage front line team members in their language

Product Acumen – Salesforce, PSA, Project Management & AI

• Deep understanding of core Salesforce platform and technologies
• Skilled in tailoring product demos to specific customer needs aligned to their company & industry
• Able to articulate the overall category options for PSA, Project Management and AI solutions

LOCATION OF WORK

This is a fully remote role based in the United States. Candidates must be authorized to work in the U.S. and able to work standard business hours in the Eastern or Central time zones. We operate as a remote-first company and use tools like Slack, Zoom, and Google Workspace to stay connected. As part of the GTM team, you'll collaborate with global colleagues and customers in a digital-first environment combined with quarterly in-person travel in the United States or to the UK for both internal and external customer meetings. 

COMPANY VALUES

PUT  CUSTOMERS FIRST AND ACTUALLY MEAN IT

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Our decisions are driven by how we can help customers in the short and long term. We recognize that without our customers, we cannot grow our business and our team.

DRIVEN BY AMBITION

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We believe employees should have a strong desire to achieve personal growth through incremental improvements.

STRONGER TOGETHER

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There is no 'I' in team. We work together across departments, countries and cultures to achieve success and deliver the best for our customers.

EVERYONE HAS A  VOICE

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We believe in creating a healthy environment where everyone is able to discuss, debate and challenge each other respectfully.

STAY CHEESY

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We like to brie funny and have a cracker time Sweet dreams are made of cheese. (No vegans were harmed in the making of this value)