WorkSpan

• Develop sales strategies to draw in potential buyers or solicit new potential customers. • Initiate contact with prospects through creative cold-calling/emailing/LinkedIn messaging or responding to inquiries generated from marketing. • Create relationships with prospects to identify their potential needs and qualify their interests and viability to drive sales. • Present product information to customers once you have identified their needs. • Move solid leads through the marketing funnel, connecting them to a salesperson and arranging in-person meetings. • Follow up with potential customers who expressed interest but did not purchase. • Utilize Outreach to perform regular follow-up calls or emails and facilitate communication with prospects to identify potential needs. • Collaborate with sales executives to create and execute campaigns to reach individuals within specific target accounts. • Report sales results to the Director of Business Development regularly. • Use lead generation tool stack, including Salesforce, Outreach.io, LinkedIn Sales Navigator.

• Develop quarterly sales and account plans and actively manage the pipeline to achieve quota • Generate new sales opportunities through outbound prospecting and inbound leads • Work closely with WorkSpanʼs marketing, partnership, and customer success teams to generate new opportunities • Lead sales meetings to discover customer needs, present WorkSpanʼs capabilities and value propositions, demo solutions and assess solution fit • Engage business and IT stakeholders and executives at customer organizations and move customers through the funnel, from prospect to deal close • Organize and facilitate customer workshops to align with customerʼs strategic priorities and gather business requirements • Drive expansion opportunities and manage renewals for owned accounts • Collaborate with sales engineering, professional services, customer success, marketing, and product teams to support customer needs and close deals • Maintain accurate pipeline and forecast information in CRM on an ongoing basis

• Manage day-to-day marketing automation operations—campaigns, forms, landing pages, and lead routing. • Maintain and evolve our marketing technology stack, ensuring clean integrations between CRM (Salesforce), automation tools (HubSpot/Marketo), and analytics. • Partner with demand gen, content, and product marketing teams to launch and optimize campaigns that move prospects through the funnel. • Design and maintain lead scoring and journey frameworks to ensure Sales gets high-quality leads with full context. • Build dashboards and reports that measure marketing performance, attribution, and ROI. • Explore and implement AI tools to accelerate campaign creation, personalization, and data management. • Serve as an internal expert on AI-enhanced workflows, championing new ways to work smarter and faster.

• Own your results and make a tangible impact on the business • Develop a deep understanding of GTM working closely with leadership across sales & marketing • Orchestrate complex customer programs from scoping to go-live to hyper-care; run weekly status, exec SteerCo, and RAID management • Lead CRM/package implementations (Salesforce managed package installs, Dynamics 365, HubSpot) including SSO, permission sets, and environment promotion • Define UAT/production smoke testing strategy; coordinate defect triage and regression; manage hyper-care • Set expectation baselines, handle escalations, and run monthly/quarterly business reviews • Assist with quick-start guides, UAT scenarios, and SOPs for sales and partner teams. • Channel customer requirements into prioritized backlogs.

Role Description The Senior Consultant will work closely with the Engagement Principal to implement WorkSpan's Enterprise, Ecosystem, and Hyperscaler solutions for our customers. The role is hands-on in nature, requiring strong techno-functional skills, attention to detail, and the ability to execute implementation tasks across configuration, testing, data migration, and integration workstreams. - Execute implementation tasks for WorkSpan's customers across new projects, enhancements, and expansions. - Learn and develop deep expertise in the WorkSpan platform, data model, business processes, prescriptive packages, and implementation methodology. - Configure the data model, templates, integration setups, and reports as directed by the Engagement Principal, ensuring quality and accuracy of deliverables. - Participate in and facilitate key project activities including CRP (Conference Room Pilot), SIT (System Integration Testing), UAT (User Acceptance Testing), and go-live/cutover tasks. - Own customer-facing delivery for assigned workstreams — conduct working sessions, gather requirements, present solutions, and manage expectations directly with customer stakeholders. - Document functional requirements, configuration specifications, and test cases based on inputs from customers and senior team members. - Support data conversion and migration activities — mapping, cleansing, validation, and load verification from legacy systems. - Actively contribute to project status updates and customer meetings under the guidance of the Engagement Principal. - Mentor and guide junior consultants on the project team, sharing domain knowledge, reviewing work, and supporting their ramp-up on the WorkSpan platform. - Collaborate with internal product, engineering, and support teams to log, track, and resolve issues and product questions. - Follow WorkSpan's implementation methodology to deliver projects consistently, and proactively suggest improvements to templates and processes. - Manage assigned tasks and deliverables within project timelines, escalating blockers to the Engagement Principal in a timely manner. Qualifications - 5–8 years of professional services experience in market-leading CRM, ERP, or enterprise / B2B SaaS applications. - Bachelor's degree in Computer Science, Information Technology, or a related field. - Hands-on experience in project execution activities including CRP, SIT, UAT test cycles, status reporting, and go-live tasks. - Good techno-functional or business process knowledge in the applications you have worked on. - Familiarity with data conversion/migration processes from legacy systems to new platforms. - Familiarity with partner ecosystems, co-sell motions, channel sales, or alliance management is a strong advantage. - Strong written and verbal communication skills; able to articulate product capabilities and project status clearly to customers and internal stakeholders. - Experience with integration middleware such as Webmethods or MS Power Automate is a plus. - Exposure to any programming language (Python, Java, Shell Scripting, PL/SQL) is an added advantage. - Knowledge of Salesforce CRM is a plus. - Familiarity with AI-powered tools relevant to professional services delivery. Benefits - Competitive salary, equity, and performance bonus - Unlimited vacation - Paid sick leave - Latest MacBook - Medical insurance - Monthly Wellness Stipend - Paid maternity and paternity leave - Work from Home

• Author long-form positioning documents for each of the six FY27 product marketing campaigns • Train BDRs, AEs, and CSMs on new positioning • Use Sybill, customer call transcripts, partner roundtables, and competitor research to keep positioning current • Use AI tools as default for PMM workflows

• Get WorkSpan featured in Microsoft chapter newsletters, AWS partner program communications, and Google Cloud partner outreach from day one across all three. • Maintain working relationships with partner program marketing leads at each hyperscaler. • Build referral and virality loops where existing WorkSpan customers introduce other partners in their community. • Run joint campaigns where WorkSpan is the operational layer behind a hyperscaler's partner ecosystem GTM. • Own the acquisition funnel from hyperscaler channels and report channel-by-channel performance.

• 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.

• Build structured product documentation • Align documentation with product releases and changes • Maintain integration documentation (CRM, APIs, data validation) • Create troubleshooting libraries and error resolution guides • Create enablement assets: - Step-by-step walkthroughs - Quick reference guides - Interactive demos (where applicable) - Process maps and visual workflows - FAQs, Common pitfalls and how to avoid them • Deliver lightweight training: - Recorded sessions - Live walkthroughs - Office hours / Q&A sessions • Convert support tickets into enablement improvements • Identify repeat issues and create targeted training • Build decision trees for faster troubleshooting • Partner with support to reduce ticket volume • Structure content for AI assistants and copilots • Create modular knowledge blocks for reuse • Enable smart search and contextual help • Contribute to AI-driven support and enablement initiatives

• Own a portfolio of high ARR, multi-region enterprise accounts • Define and manage joint success plans with clear KPIs • Lead Monthly / Quarterly Business Reviews (MBRs/QBRs) • Drive deep adoption across core WorkSpan modules and AI-powered features • Act as a trusted advisor to senior leaders in Alliances, Channels, Partner Sales, and Revenue Operations • Own major escalations and complex issues • Serve as a role model and mentor for other CSMs