Sales Business Consultant

About WorkSpan

The next era of growth is being driven by business interoperability. Cloud, genAI, solutions combining services and software- more and more, companies outpace their competition not just through building superior products, but by creating stronger partnerships, paths to market, and better business models for winning together. Cloud providers, service providers, tech partners and resellers are teaming up to win more deals together through co-selling.

WorkSpan is building the world’s largest, trusted co-selling network.

WorkSpan already has seven of the world’s ten largest partner ecosystems on our platform and $50B of customer pipeline under active management. AWS, Google, Microsoft, MongoDB, PagerDuty, Databricks and dozens of others trust WorkSpan to accelerate and amplify their ecosystem strategies.

With a $30M series C and backing from world class investors Insight Partners, Mayfield, and M12, WorkSpan is poised to drive the future of B2B. Come be a part of it.

Join our team for the opportunity to:

• Own your results and make a tangible impact on the business
• Develop a deep understanding of GTM working closely with leadership across sales & marketing
• Work with driven, passionate people every day
• Be a part of an ambitious, supportive team on a mission

About the Role

WorkSpan is the Partner Revenue Platform - the AI operating system that runs the partnership business between two companies, not inside one. Our deals close in committees that span a CRO, a VP of Alliances, a Sales Operations leader, and an IT or AI strategy stakeholder, and every one of them must agree before anything is signed.

The Sales Business Consultant (SBC) is the revenue multiplier on those deals. You walk into complex,multi-stakeholder enterprise pursuits and convert ambiguity into a defensible business case: diagnosing partnership maturity, mapping hyperscaler incentive timing to the buying cycle, engineering the ROI model, and delivering the bidirectional-architecture talk track that makes IT and AI strategy leaders say,“this is architecturally distinct from anything in our stack.

”You do not carry a quota. You drive ARR influence, win-rate lift, sales-cycle compression, and incentive capture across the deals you touch. You operate Sales-attached, never independently, on opportunities that meet defined entry criteria.

Mandate & Outcomes

SBC exists to increase deal velocity, win rates, and deal size; support sales-aligned renewals; align hyperscaler incentives with buying cycles; support value-add selling; and position WorkSpan as a partner revenue platform - not a feature tool.

Executive framing:“Sales Business Consulting is a revenue multiplier, not a demo team.

”SBC does not own quota. SBC owns revenue lift, deal risk reduction, time-to-confidence for sellers, and signal flow between Sales, Product, Services, and Marketing.

Core Responsibilities

1. Strategic Partnership Diagnosis

Diagnose customer partnership maturity across WorkSpan's five ecosystem segments (Tech→Tech, Tech→Services, Services→Cloud, Services→Tech, GSI/SI-led).

• For ISV→GSI accounts, navigate the four-dimensional matrix (countries × practice areas × account teams × alliance contacts) and frame the services multiplier as the central business case lever.

• Translate disconnected partner workflows, revenue leakage, and the “partner waiting game” into a quantified hypothesis tied to executive goals.
• Build and deliver executive POV decks tied to financial impact - never feature tours.

2. Bidirectional Architecture Storytelling

Own the two-slide Deal Cycle Presentation Framework (“A Secure, Bidirectional Platform”→“Two-sided, Agentic Partner Execution”) as the closing or opening artifact in deal cycles, depending on context.

• Explain why WorkSpan operates between companies - Shared Data Model, Shared Execution Model, Bidirectional Agents - using the locked talk track:“It's not a PRM, it's not a shared Salesforce instance, it's not an AI tool that reads your documents. It's a trusted space that exists between two companies.”
• Defend the architecture against general-purpose AI (Claude, ChatGPT, Copilot), revenue intelligence(Gong, Glean), and CRM-native agent frameworks (Agentforce) - all of which score zero on the three structural moats.

3. Hyperscaler Incentive & Marketplace Strategy

Identify applicable AWS, Microsoft, and Google Cloud programs (ACE, MAP, MACC, CPPO, marketplace private offers, Google fiscal alignment) and time them to the customer's buying cycle.

• Position incentives as deal accelerators and risk-reducers - not discounts - protecting deal economics while maximizing capture.
• For Google Cloud accounts, build the attribution and fiscal-alignment narrative: precise referral and private offer ID capture→traceable post-sale consumption→repeatable pipeline coverage with Google.

4. Value Engineering & Outcome-Based Business Cases

Build ROI and revenue acceleration models grounded in WorkSpan's four capabilities - Agents, Seller Activation (Partner Advantage Card), Process Automation, and Engagement & Attribution.

• Translate capability into measurable outcomes: deal velocity, win-rate lift, partner-influenced pipeline, marketplace attach, services multiplier capture, time saved per seller per opportunity.
• Produce CFO-defensible attribution narratives for late-stage deals.

5. Demo & Use-Case Orchestration

Tailor demos by partnership type, hyperscaler alignment, co-sell maturity, marketplace readiness, and the specific cast of personas in the room.

• Run demos as narratives - current state pain→bidirectional architecture in motion→measurableoutcome - with the four “cast members” (Agents, Seller Activation, Process Automation, Engagement & Attribution) showing up as an integrated flywheel, not separate features.

• Build leave-behinds (stakeholder videos, tailored micro-decks, ROI summaries) that survive the room and circulate inside the buying committee.

6. Cross-Functional Buyer Committee Navigation

Speak fluently to at least four personas in a single deal - adapting the same architecture story across all four lenses without losing technical credibility with any of them: Persona, What they need to hear from SBC, Chief Revenue Officer, AI-native partnership motion as a board-level proof point; defensible partner ROI; revenue growth without proportional headcount.VP of Sales, Win-rate lift and forecast accuracy on partner-dependent deals; partner intelligence embedded in CRM, not training programs.Alliance Management Executive: Automated co-sell workflows, in-the-moment seller activation, defensible attribution. Eliminates the partner waiting game.Channel Partnerships Director: Scale partner-influenced revenue without proportional headcount; CFO-defensible attribution; per-partnership AI agents at the team level.Sales Operations Leader: CPQ logic preserved across all routes to market (including marketplace); clean bidirectional sync; attribution flowing to comp models.CRM / IT Administrator Managed package stability, RBAC, deal-level field-level security; SOC II /GDPR posture; no breakage on production CRM.

7. Sales Enablement & Signal Flow

Codify reusable sales consulting value decks, verticalized use cases, and procurement-ready assets used in late-stage deals.

• Train AEs and BDRs on when and how to engage SBC - protect the entry criteria, so the team operates as a multiplier, not a crutch.
• Feed feature gaps, objections, competitive intel, and adoption friction back into Product and Marketing as a structured signal. You are the voice of the field in roadmap and GTM.

Required Experience & Skills

-5+ years in Solutions Consulting / Sales Engineering, Value Engineering, or Marketplace / Cloud GTM for B2B enterprise SaaS, with direct exposure to hyperscaler co-sell or marketplace motions across AWS, Microsoft, and/or Google Cloud.

-AI prompting knowledge (Claude/Gemini) to help inform your own process to bring speed to the sales process

-Proven track record on complex, multi-stakeholder deals ($100K-$1M+ ARR) where you own the solution strategy and executive storytelling end-to-end.

-Fluency translating partner ecosystem complexity (PRM, marketplace mechanics, ISV / GSI dynamics, services multiplier, attribution lineage) into financial outcomes a CFO will sign off on.

-Demonstrated ability to deliver architectural and platform-level talk tracks to mixed audiences of revenue leaders and IT / AI strategy stakeholders without losing either.

-Comfort with structured discovery, hypothesis-driven consulting, and being the smartest person in the room on incentives without coming across as a procurement specialist.

-Bonus: prior experience selling into Alliance Management, Channel Partnerships, or CRO buyer personas; familiarity with Salesforce-embedded experiences (managed packages, Lightning Web Components, right-rail CRM workflows).

-Comfortable with configuration management of environments. JSON/CSV/AI

What This Role Is Not

Not a quota-carrying Account Executive.

Not a generic pre-sales SE running product tours.

Not an independent consultant - never engages without an AE.

Not a demo-on-demand resource - engages only against defined entry criteria.