Salesforce Practice Lead

Practice Lead – Enterprise Applications (Salesforce)Partners with: Sales, Delivery, Engineering, Program Management, Talent AcquisitionLocation: Remote / Hybrid | Full-TimeAbout ITJITJ 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 RoleITJ 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 strategySales partnership, pre-sales, and co-sellingThis 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 ResponsibilitiesPractice Strategy, Capability & Governance (50%)Own the practice business plan , including revenue targets, investment roadmap, and KPIsDefine and evolve the practice strategy and multi-year growth roadmap , starting with SalesforceDesign and package repeatable, scalable offerings (Quick Starts, Assessments, Optimization, Managed Services)Develop pricing models, value propositions, and competitive positioning aligned to healthcare buyersEstablish delivery governance standards to ensure offerings are standardized, repeatable, and executable at scaleOwn the Salesforce capability and certification strategy , including:Defining required Salesforce certifications by roleUnderstanding certification paths, timelines, and prerequisitesPartnering with Delivery and TA to build certification-ready teamsProvide leadership on Salesforce partner program alignment , including:Understanding Salesforce Partner Program requirementsSupporting credential strategy (e.g., Navigator readiness)Ensuring offerings and capabilities align to partner expectationsIdentify capability expansion opportunities based on customer demand and pipeline signalsDefine practice team structure and hiring priorities as the practice scalesSales Partnership, Enablement & Co-Selling (50%)Act as a strategic partner to Sales in early-stage opportunities and complex pursuitsLead discovery and solutioning conversations with hospital and health system stakeholdersShape deals through scope definition, assumptions, and business case framingSupport proposals, workshops, demos, and executive presentationsBuild 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 articulationParticipate in joint pursuits, demos, and customer conversations as neededCollaboration ExpectationsPartner closely with Delivery, Engineering, and Program Management to ensure sales commitments are operationally achievableParticipate in key engagement kickoffs and transition checkpointsSupport Talent Acquisition with hiring strategy, role definitions, and certification planningRequired Qualifications10+ years in consulting, enterprise applications, or practice leadership rolesDeep familiarity with the Salesforce ecosystem , including:Salesforce certification paths and role-based credentialingSalesforce Partner Program structure and requirementsSalesforce Navigator or comparable credential frameworksCommon Salesforce implementation patterns (Sales, Service, Health Cloud, integrations)Demonstrated success in building and scaling a practice or service lineStrong background in pre-sales, deal shaping, and commercial strategyExecutive-level communication and stakeholder engagement skillsAbility to operate across Sales, Delivery, Engineering, TA, and FinancePreferred ExperienceSalesforce certifications or prior Salesforce practice leadershipHealthcare / Health Systems experience , including:Clinical, operational, or revenue-cycle workflowsHealthcare data models and regulated environmentsExperience working within nearshore or distributed delivery modelsWhat Success Looks Like in the First 12 MonthsA clear, approved business plan and operating modelPackaged Salesforce offerings launched with pricing and delivery playbooksSalesforce certification and partner-alignment strategy actively in motionActive, trusted co-selling partnership with SalesEarly lighthouse wins with hospitals or health systemsStandardized sales enablement assets in active useInitial practice team structure defined and scaling plan underwayWhy Join ITJBuild a new practice from the ground upOwn strategy, outcomes, and growthHigh-visibility leadership role with real autonomyEntrepreneurial environment with long-term runway