Description

Practice & Domain Overlay Lead

Global Professional Services Solutions CoE

Role Overview

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 Lead 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

10+ 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.