Salesforce Consultant

About ITJ   ITJ is a nearshore technology services firm enabling U.S. life sciences, healthcare, and biotech organizations to build and scale high-performing technology teams in Mexico. Our core practices include AI/ML and Epic. We are launching a dedicated Enterprise Applications practice, starting with Salesforce, to support U.S. hospitals and health systems.

The Role
ITJ is seeking a Practice Lead – Enterprise Applications (Salesforce) to build, launch, and scale a new consulting practice. This role combines practice ownership with hands-on commercial leadership and is intentionally structured as a 50/50 split between:
Practice & capability strategy
Sales partnership, pre-sales, and co-selling
This leader owns the business plan, service portfolio, delivery governance, and growth roadmap for the Enterprise Applications practice, with Salesforce as the initial platform and a clear path for future enterprise application expansion.

Key Responsibilities
Practice Strategy, Capability & Governance (50%)
Own the practice business plan, including revenue targets, investment roadmap, and KPIs
Define and evolve the practice strategy and multi-year growth roadmap, starting with Salesforce
Design and package repeatable, scalable offerings (Quick Starts, Assessments, Optimization, Managed Services)
Develop pricing models, value propositions, and competitive positioning aligned to healthcare buyers
Establish delivery governance standards to ensure offerings are standardized, repeatable, and executable at scale
Own the Salesforce capability and certification strategy, including:
Defining required Salesforce certifications by role
Understanding certification paths, timelines, and prerequisites
Partnering with Delivery and TA to build certification-ready teams
Provide leadership on Salesforce partner program alignment, including:
Understanding Salesforce Partner Program requirements
Supporting credential strategy (e.g., Navigator readiness)
Ensuring offerings and capabilities align with partner expectations
Identify capability expansion opportunities based on customer demand and pipeline signals
Define practice team structure and hiring priorities as the practice scales
Sales Partnership, Enablement & Co-Selling (50%)
Act as a strategic partner to Sales in early-stage opportunities and complex pursuits
Lead discovery and solutioning conversations with hospital and health system stakeholders
Shape deals through scope definition, assumptions, and business case framing
Support proposals, workshops, demos, and executive presentations
Build and maintain sales enablement assets (offerings, pricing tools, pitch decks, playbooks, case studies)
Train Sales on Salesforce positioning, partner-aligned messaging, and outcome-driven value articulation
Participate in joint pursuits, demos, and customer conversations as needed
Collaboration Expectations
Partner closely with Delivery, Engineering, and Program Management to ensure sales commitments are operationally achievable
Participate in key engagement kickoffs and transition checkpoints
Support Talent Acquisition with hiring strategy, role definitions, and certification planning

Required Qualifications
10+ years in consulting, enterprise applications, or practice leadership roles
Deep familiarity with the Salesforce ecosystem, including:
Salesforce certification paths and role-based credentialing
Salesforce Partner Program structure and requirements
Salesforce Navigator or comparable credential frameworks
Common Salesforce implementation patterns (Sales, Service, Health Cloud, integrations)
Demonstrated success in building and scaling a practice or service line
Strong background in pre-sales, deal shaping, and commercial strategy
Executive-level communication and stakeholder engagement skills
Ability to operate across Sales, Delivery, Engineering, TA, and Finance

Preferred Experience
Salesforce certifications or prior Salesforce practice leadership
Healthcare / Health Systems experience, including:
Clinical, operational, or revenue-cycle workflows
Healthcare data models and regulated environments
Experience working within nearshore or distributed delivery models
This role required availability to travel to the USA; a visa is required.