Note: The job is a remote job and is open to candidates in USA. WorkSpan is building the world’s largest co-selling network, and they are seeking a Sales Business Consultant to enhance partnership revenue. The role involves diagnosing partnership maturity, crafting business cases, and collaborating with multi-stakeholder teams to drive ARR growth and improve sales outcomes.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- Codify reusable assets, train AEs/BDRs on when to engage SBC, and feed competitive intel and feature gaps back to Product and Marketing
Skills
- 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
- 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
- Working knowledge of AI prompting (Claude/Gemini) to accelerate the sales process
- Structured discovery and hypothesis-driven approach
- Comfortable being the subject matter expert on incentives without coming across as a procurement specialist
- 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
Company Overview
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