Practice & Domain Overlay Senior Manager

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Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Salesforce Professional Services is building a Global Solutions CoE to create a more consistent, scalable, and predictable way to shape, scope, estimate, and deliver Professional Services (ProServe) programs.

We are looking for a Practice & Domain Overlay Manager to make sure the CoE model is not generic. This role brings the required product, industry, regulatory, and domain depth into scoping and estimation so that our standards work in real customer situations.

This role does not own every product or every industry. Instead, it owns the process of identifying where specialized input is needed, capturing that input into reusable patterns, and ensuring the CoE model reflects real delivery complexity.

The right candidate understands how Salesforce programs vary by cloud, industry, geography, regulatory environment, and customer maturity — and can turn those differences into practical scoping and estimation guidance the field can actually use.

What You Will Do

1. Identify Where Domain Expertise Is Required

You will define when a deal needs additional practice or domain input during scoping.

Examples:

• Data Cloud program with complex source systems and identity resolution

• Agentforce program with unclear automation boundaries or trust requirements

• Health / Life Sciences program with regulatory or data privacy considerations

• Public Sector program with procurement, compliance, or security constraints

• Financial Services program with sensitive data, controls, or integration complexity

• Multi-cloud program involving Sales, Service, Data, Marketing, Commerce, MuleSoft, or Industry Clouds

Your job is to make these triggers explicit so the field knows when to pull in the right expertise.

2. Build Product and Industry Overlay Patterns

You will create practical overlays that sit on top of the core CoE model.

Each overlay should answer:

• What is different for this product, industry, or domain?

• What additional discovery questions are required?

• What scoping assumptions should be added?

• What roles or skills are typically needed?

• What risks should be flagged early?

• What SOW language or exclusions are required?

• What delivery dependencies must be confirmed before signature?

Examples of overlays:

• Data Cloud readiness overlay

• Agentforce scoping overlay

• Regulated industry overlay

• Public Sector delivery overlay

• Integration complexity overlay

• Migration / data readiness overlay

• Multi-cloud transformation overlay

• Change and adoption overlay

3. Translate Practice Knowledge Into Reusable Assets

You will work with Practices and domain SMEs to convert expertise into usable CoE assets.

Expected outputs:

• Discovery questions

• Scoping checklists

• Estimation factors

• Role and skill assumptions

• Risk indicators

• SOW assumptions and exclusions

• Delivery readiness checkpoints

• Reference examples from past programs

This role is not about creating long documents. The goal is to create short, reusable assets that can be embedded into scoping workflows, tools, agents, and playbooks.

4. Maintain the Domain Pattern Library

You will own the structure and quality of the domain pattern library.

The library should include:

• Product-specific scoping guidance

• Industry-specific considerations

• Regulatory and compliance triggers

• Common risks and mitigation patterns

• Standard assumptions and exclusions

• Recommended SMEs / practices to engage

• Reusable examples from successful programs

You will ensure assets are current, easy to find, and practical enough for field use.

5. Support Better Estimation Accuracy

You will help improve estimates by identifying domain-specific effort drivers.

Examples:

• Number and quality of data sources

• Number of integrations

• Number of clouds involved

• Customer operating model maturity

• Regulatory review requirements

• Testing and validation intensity

• Migration complexity

• Localization / regional requirements

• AI governance and trust requirements

• Change management and adoption effort

Your role is to make sure these drivers are not missed during estimation.

6. Improve Scoping Quality for Complex Programs

You will help prevent common scoping misses.

Examples:

• Data migration underestimated

• Integration effort treated as “standard”

• Security / compliance review missed

• Testing effort too light

• Customer dependencies not documented

• Change management excluded when adoption risk is high

• Product capability assumptions not validated

• Agentforce use cases scoped without clear human-in-the-loop design

• Fixed-fee risk accepted without enough clarity

Your job is to make these risks visible before the deal is signed.

7. Partner Across the Ecosystem

This role is highly cross-functional and must work closely with peer organizations.

Practices

Capture product and industry expertise into reusable scoping patterns and estimation guidance.

GDC

Validate whether domain patterns are executable at scale and reflect offshore / distributed delivery realities.

Delivery Innovation & Governance

Align domain overlays with governance checkpoints, delivery controls, and quality expectations.

Growth & Offering

Ensure domain overlays align to priority offerings, market plays, and repeatable solution motions.

PS Operations

Validate staffing, resource, and operational assumptions tied to each overlay.

Sales Excellence

Ensure field-facing guidance supports faster qualification, cleaner discovery, and better deal progression.

CoE Field Advisors / SSSLs

Capture what is working in live deals and feed lessons back into the pattern library.

What Success Looks Like

• The field knows when specialized practice or domain input is required

• Common product and industry scoping misses are reduced

• Domain-specific effort drivers are included in estimates

• Scoping and SOW assumptions are clearer and more complete

• Practice knowledge becomes reusable instead of tribal

• CoE tools and agents use domain logic, not generic prompts

• Programs are better shaped before they move into delivery

• The domain pattern library becomes a trusted source for the field

Minimum Qualifications

• 6+ years of experience in Salesforce consulting, enterprise architecture, solutioning, delivery leadership, or professional services

• Strong understanding of how Salesforce programs differ by cloud, industry, region, and customer maturity

• Experience working across multiple Salesforce clouds or enterprise platforms

• Experience shaping or reviewing complex scopes, estimates, SOWs, or delivery plans

• Ability to identify hidden effort drivers and delivery risks early

• Experience working with product / practice SMEs and translating their input into practical field guidance

• Strong written communication skills; able to create clear, reusable templates and checklists

• Ability to work across global teams and matrixed organizations

Preferred Qualifications

• Experience with Data Cloud, Agentforce, MuleSoft, Industry Clouds, or multi-cloud programs

• Experience in regulated industries such as Financial Services, Healthcare, Life Sciences, or Public Sector

• Experience creating playbooks, reusable assets, accelerators, or scoping frameworks

• Experience working with GDC / offshore delivery teams

• Familiarity with AI-enabled scoping, estimation, or knowledge retrieval tools

• Salesforce certifications preferred, especially architecture or consultant certifications

What Kind of Person Will Succeed

• Has real field experience and understands where programs fail

• Can separate true domain complexity from unnecessary customization

• Knows how to ask sharp discovery questions

• Can turn expert opinions into simple, repeatable patterns

• Builds assets the field will actually use

• Is practical, precise, and comfortable challenging vague assumptions

• Works well with SMEs without creating bureaucracy

• Balances standardization with the reality that every industry and customer is different

A Day in the Life

A typical day may include reviewing a Data Cloud opportunity to identify missing discovery questions, working with a Practice SME to document product-specific estimation drivers, and updating the domain pattern library with new assumptions and risks. You may validate an Agentforce scoping pattern with GDC, review a Public Sector deal for compliance-related delivery impacts, and work with the Global Tools Lead to embed domain logic into an estimation agent. Your focus is making sure the CoE model reflects real-world product, industry, and delivery complexity before the field commits to a scope.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance andbe your best, and our AI agents accelerate your impact so you cando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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