Vice President - Salesforce Solution Engineering

FormativGroup • White Plains, NY

15h • $180,000 - $200,000 • Remote

About The Position

The Vice President, Solution Engineering will build and lead FormativGroup’s Solution Engineering capability across the Salesforce Application Services business. This leader will be accountable for improving how Formativ qualifies, discovers, shapes, demonstrates, scopes, prices, and wins complex consulting opportunities across strategic industry verticals and the broader market. The role combines organizational leadership with hands-on participation in priority pursuits. The VP, Solution Engineering will lead and develop the Solution Engineering team, establish consistent pursuit and solutioning standards, and partner closely with Account Executives, Industry SMEs, Alliance leaders, Delivery executives, and Salesforce field teams. The mandate is to ensure that Formativ consistently connects client business needs to practical, differentiated Salesforce and AI-enabled solutions without over-engineering or compromising delivery feasibility. This is a Solution Engineering leadership role. Delivery execution, utilization, project governance, and delivery-team management will be owned by the Delivery organization. The VP, Solution Engineering will maintain a strong partnership with Delivery to ensure clean handoffs, credible commitments, and executable solutions.

Requirements

• 12+ years of experience in Salesforce consulting, Solution Engineering, enterprise Solution Engineering, solution architecture, or related professional services roles, including meaningful leadership responsibility.
• Demonstrated success building or leading a Solution Engineering function within Salesforce, a leading consulting partner, or a comparable enterprise-platform services organization.
• A strong record supporting and winning complex, multi-workstream consulting engagements through direct and partner-led sales motions.
• Deep fluency across the Salesforce platform, including Sales Cloud, Service Cloud, Experience Cloud, Data Cloud, Agentforce, industry clouds, and enterprise integration patterns.
• Experience leading business-process discovery and translating requirements, outcomes, and tradeoffs into pragmatic solution strategies.
• Demonstrated ability to establish repeatable Solution Engineering methods, governance, assets, estimation practices, and quality standards.
• Experience managing, coaching, and developing senior Solution Engineers or comparable Solution Engineering professionals across multiple markets or industries.
• Strong commercial judgment, including qualification, scope control, estimation, pricing inputs, competitive positioning, and risk management.
• Executive presence and the ability to communicate complex business and technology concepts clearly to client executives, Salesforce leaders, and internal stakeholders.
• Experience operating in high-growth, entrepreneurial environments where the Solution Engineering function and playbook are still being built.
• Experience integrating acquired teams, capabilities, or solution assets is a plus.
• Salesforce certifications such as Application Architect, System Architect, Data Cloud Consultant, Agentforce Specialist, or related credentials are strongly preferred.
• Bachelor’s degree in Business, Computer Science, Engineering, Information Technology, or a related field preferred. Equivalent relevant experience will be considered. An advanced degree is a plus but not required.

Nice To Haves

• Player-coach leader who is equally comfortable building the function and stepping into a critical pursuit.
• Commercially oriented and focused on winning the right work, not merely producing technically impressive solutions.
• Pragmatic and disciplined, with the judgment to distinguish essential requirements from unnecessary complexity.
• Collaborative and low-ego, with the ability to lead through influence across Sales, Industry, Alliances, and Delivery.
• Clear, decisive communicator who raises quality standards while maintaining speed and accountability.
• Curious about AI and emerging technology, but grounded in business value and practical implementation realities.
• Energized by ambiguity, growth, and the opportunity to build a scalable Solution Engineering capability.

Responsibilities

• Build, lead, coach, and scale a high-performing Solution Engineering organization aligned to FormativGroup’s growth strategy.
• Define clear roles, coverage models, engagement rules, and capacity priorities for Solution Engineers supporting strategic verticals and the broader market.
• Establish consistent standards for opportunity discovery, solution shaping, demonstrations, estimation, pricing support, proposals, and sales-to-delivery transition.
• Create operating cadences and metrics that improve Solution Engineering quality, responsiveness, utilization, win rates, and sales productivity.
• Partner with Sales leadership to allocate Solution Engineering resources against the highest-value opportunities and ensure appropriate coverage across vertical and product-led sales motions.
• Recruit, onboard, develop, and retain strong Solution Engineering talent while establishing a credible career path for Solution Engineering professionals.
• Partner with Account Executives on qualification, discovery strategy, technical win plans, competitive positioning, and pursuit execution for complex opportunities.
• Ensure discovery captures the business processes, requirements, priorities, tradeoffs, and value drivers necessary to shape pragmatic solutions.
• Guide teams in translating business needs into compelling solution visions leveraging Salesforce, Agentforce, Data Cloud, industry clouds, integration, automation, and adjacent enterprise platforms.
• Lead or actively participate in the most strategic client pursuits, executive workshops, oral presentations, demonstrations, and solution reviews.
• Provide executive-level quality control across proposals, demonstrations, estimates, pricing inputs, staffing assumptions, and Statements of Work.
• Ensure proposed solutions balance business value, user experience, implementation complexity, scalability, maintainability, risk, and delivery feasibility.
• Partner with Delivery leadership and architects to validate major assumptions and commitments while preserving clear accountability between Solution Engineering and Delivery.
• Enable Solution Engineering coverage across multiple strategic verticals, including Financial Services, Public Sector, Media and Entertainment, and other priority markets, without requiring the leader to serve as the primary Industry SME for each sector.
• Partner with Industry SMEs to translate industry strategy, business priorities, and market context into repeatable solution plays, demonstrations, and pursuit approaches.
• Build a scalable model that supports both industry-led selling and broader product- or platform-led opportunities across the market.
• Develop reusable demonstration environments, reference architectures, discovery frameworks, proposal components, estimation tools, and accelerators that improve speed and consistency.
• Capture field feedback and pursuit lessons to continuously improve offerings, sales plays, solution assets, and market positioning.
• Build strong relationships with Salesforce sales, Solution Engineering, industry, and partner leadership to improve co-sell alignment and field credibility.
• Ensure Formativ’s Solution Engineering team remains current on Salesforce platform direction, including Agentforce, Data Cloud, industry clouds, and emerging AI capabilities.
• Establish a practical approach to positioning and scoping AI-enabled solutions, including the business case, data requirements, operating implications, risk, and delivery assumptions.
• Identify and scale AI-enabled tools and practices that improve discovery, solution development, demonstration creation, estimation, proposal quality, and Solution Engineering productivity.
• Represent FormativGroup in strategic partner meetings, client events, executive briefings, and relevant industry forums.
• Operate as a close peer to Sales, Alliances, Industry, Delivery, Marketing, and executive leadership.
• Create clean handoff standards from Solution Engineering to Delivery, including documented scope, assumptions, risks, dependencies, outcomes, and commercial commitments.
• Contribute to leadership discussions involving go-to-market strategy, offering development, acquisition integration, organizational design, and investment priorities.
• Provide transparent reporting on Solution Engineering capacity, pipeline support, pursuit health, risks, outcomes, and capability gaps.

Benefits

• medical
• dental
• vision
• 401(k)
• paid time off

What This Job Offers

• Job Type: Full-time
• Career Level: Executive