Note: The job is a remote job and is open to candidates in USA. WorkSpan is building the world’s largest, trusted co-selling network, empowering companies to enhance their partnership strategies. The Sales Business Consultant will drive revenue growth by navigating complex enterprise sales processes and converting ambiguity into actionable business cases, while collaborating closely with leadership across sales and marketing.
Responsibilities
- Assess customer partnership maturity across WorkSpan's ecosystem segments, quantify revenue leakage, and translate partner workflow gaps into executive-level business cases tied to financial impact
- Own and deliver WorkSpan's core platform narrative — explaining why it operates between companies rather than inside one — and defend it against competitors like Salesforce Agentforce, Gong, and general-purpose AI tools
- Identify and time AWS, Microsoft, and Google Cloud incentive programs (ACE, MAP, MACC, etc.) to the customer's buying cycle, positioning them as deal accelerators rather than discounts
- Build ROI models grounded in WorkSpan's four capabilities (Agents, Seller Activation, Process Automation, Engagement & Attribution) that produce CFO-defensible outcomes like win-rate lift and deal velocity
- Run tailored, narrative-driven demos for each deal's specific audience and produce leave-behind assets (videos, micro-decks, ROI summaries) that continue circulating within the buying committee
- Adapt the platform story across at least four personas in a single deal — CRO, VP of Sales, Alliance Exec, Sales Ops, IT — without losing credibility with any of them
- Codify reusable assets, train AEs/BDRs on when to engage SBC, and feed competitive intel and feature gaps back to Product and Marketing
Skills
- 5+ years in Solutions Consulting, Sales Engineering, Value Engineering, or Cloud/Marketplace GTM for B2B enterprise SaaS
- Proven track record on complex, multi-stakeholder deals in the $100K–$1M+ ARR range, owning solution strategy and executive storytelling end-to-end
- Direct exposure to co-sell or marketplace motions across AWS, Microsoft, and/or Google Cloud
- Fluency in partner ecosystem complexity — PRM, ISV/GSI dynamics, marketplace mechanics, services multiplier, and attribution lineage — translated into CFO-level financial outcomes
- Ability to deliver architectural talk tracks to mixed audiences of revenue leaders and IT/AI strategy stakeholders without losing either
- Comfort with configuration management, JSON/CSV, and AI tooling
- Working knowledge of AI prompting (Claude/Gemini) to accelerate the sales process
- Structured discovery and hypothesis-driven approach
- Comfortable being the subject matter expert on incentives without coming across as a procurement specialist
- Prior experience selling into Alliance Management, Channel Partnerships, or CRO personas
- Familiarity with Salesforce-embedded experiences — managed packages, Lightning Web Components, and right-rail CRM workflows
Company Overview
WorkSpan is the #1 ecosystem management network that empowers companies to turbocharge and scale their co-sell revenue growth. It was founded in 2015, and is headquartered in San Bernardino, California, USA, with a workforce of 51-200 employees. Its website is https://www.workspan.com.Company H1B Sponsorship
WorkSpan has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2022, 1 in 2021. Please note that this does not guarantee sponsorship for this specific role.