GTM (Go-To-Market) Salesforce Practice

Mphasis Corporation

Silverline Company Overview:

As part of Mphasis, Silverline tailors digital transformation solutions to meet your specific needs by leveraging insights acquired through 15+ years in the business. We've completed thousands of Salesforce engagements informed by real-world expertise gained across Media and Entertainment, Financial Services and Healthcare industries. From strategic planning and implementation to managed services, we guide clients through every phase of their journey, enabling continuous value with the Salesforce platform. We also offer CalendarAnything, a popular scheduling application on the AppExchange, as well as industry-proven accelerators.

Silverline Value Proposition:

Silverline employees are a diverse group of global professionals who are passionate about creating rewarding experiences for our teams, our clients, and the world we live in. Silverline's culture of collaboration, inclusion, and career growth plays a vital role in our success. Come be a part of our team and join the fun!

Position Overview:

We are seeking a seasoned Salesforce Go-to-Market Lead to drive the strategy and execution of our go-to-market efforts for Salesforce offerings within the any of the following industry verticals; Healthcare & Life Science (HLS), Insurance, Data/AI and Financial Services . This role will be instrumental in shaping, positioning, and leading strategic deals and supporting the sales process from both a strategic and technical perspective. The ideal candidate will blend deep technical expertise with business development and customer-focused skills to accelerate the adoption of industry specialized solutions and Salesforce technologies, acting as a strategic partner across internal and client-facing teams.

An in-depth knowledge of the Salesforce ecosystem is essential for this role, as it encompasses a range of interconnected platforms and technologies that drive business transformation. The ideal candidate will possess a thorough understanding of Salesforce's core clouds-such as Sales Cloud, Service Cloud, Marketing Cloud, and Data Cloud-as well as advanced solutions like Einstein AI, MuleSoft, Tableau, and Agentforce, Health Cloud, Financial Services Cloud..etc. This expertise allows for seamless integration of products into broader customer strategies.

Additionally, familiarity with Salesforce's extensible platform and its customization capabilities, including AppExchange solutions and Flow automation, is critical for designing tailored solutions that enhance client outcomes. Knowledge of ecosystem-wide tools like Salesforce's Customer 360 platform enables this role to effectively champion cross-functional initiatives and deliver cohesive, end-to-end experiences that align with customers' digital transformation goals.

Primary Responsibilities:

1. Go-to-Market Strategy Development

• Define and execute a GTM strategy for Salesforce offerings aligned with revenue goals and market objectives.
• Identify customer segments and verticals where SF solutions can deliver maximum value and growth potential.

2. Lead Strategic Deals from a Sales and Technical Perspective

• Partner closely with Sales teams to drive and lead strategic deals, acting as a key advisor on both strategy and technology, partnering closely with Sales to navigate complex opportunities.
• Serve as a trusted technical and strategic point of contact throughout the sales cycle, supporting solutioning and the technical evaluation of our offerings.
• Guide customers and internal stakeholders to understand the end-to-end impact and integration potential SF solutions.

3. Product Positioning and Messaging

• Develop differentiated messaging and positioning that resonates with diverse stakeholders, including executives, IT, and marketing professionals that effectively communicate value across stakeholders. .
• Collaborate with Product and Marketing teams to create high-quality sales collateral, presentations, and training resources to ensure alignment with our strategy.

4. Sales Enablement and Training

• Equip the sales team with the resources and knowledge to communicate the value specialized Salesforce solutions confidently.
• Develop playbooks, FAQs, and battle cards to support the sales cycle and enhance close rates on strategic deals ensuring the sales team can articulate the technical and strategic benefits.

5. Customer Engagement and Advocacy

• Work with Solutions Engineering, Customer Success, and Account Teams to ensure successful client onboarding and implementation of our Salesforce offerings.
• Leverage customer insights to build compelling success stories, advocacy materials, and case studies demonstrating solution impact.

6. Cross-Functional Collaboration

• Act as a liaison between Product, Sales, Marketing, and Customer Success teams to ensure unified alignment on GTM strategies and priorities to ensure cohesive execution initiatives.
• Influence the product roadmap by bringing in market and customer insights to Product and R&D teams.

7. Market Analysis and Competitive Intelligence

• Track industry trends, emerging technologies, and competitor activities to maintain a competitive edge.
• Share key competitive insights with internal stakeholders to refine positioning and messaging.

8. Performance Tracking and Reporting

• Establish KPIs for GTM initiatives and track their success, analyzing results to inform ongoing strategies and adjustments.
• Provide senior leadership with regular insights on GTM effectiveness and sales impact on strategic deals.

Required Experience, Skills & Qualifications and Education:

Experience: Minimum of 7 years in Salesforce GTM strategy, technical pre-sales, or solution sales.

Skills:

• Strong understanding of Salesforce products, including hands-on experience in customer-facing roles.
• Proven ability to lead and support complex sales engagements from both strategic and technical perspectives.
• Excellent communication skills for delivering technical concepts and business benefits to diverse audiences.
• Data analysis and market research proficiency for strategic decision-making.
• Collaborative, with a demonstrated ability to work cross-functionally across business and technical teams.

Education : Bachelor's degree and/or related field experience required; Advanced degree preferred

The following certifications are a plus but not required:

• Salesforce AI Certification
• Salesforce Sales Cloud Consultant Certification
• Salesforce Service Cloud Consultant Certification
• Data Cloud Consultant Certification
• Marketing Cloud Consultant Certification
• Health Cloud Consultant Certification
• Financial Services Cloud Certification

EEO & Pay transparency Statement: Silverline provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law.

Skills

PRIMARY COMPETENCY : Sales PRIMARY SKILL : Sales Operations PRIMARY SKILL PERCENTAGE : 0