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Salary: USD 120,000 - 140,000 / annual
FourKites is seeking a Services Consulting Specialist to serve as the strategic bridge between Sales and Professional Services teams. You will support prospects through scoping, risk assessment, and requirements gathering while ensuring smooth handoffs from Sales into Implementation. This is a full-cycle role spanning both net new business development and expansion within the existing customer base.
Key Responsibilities:
Pre-Sales & Prospect Engagement: Partner with Sales and Customer Success to evaluate prospect feasibility and ensure successful implementation within FourKites' delivery model. Lead prospect and customer design sessions to map current-state operations and define solution paths. Engage with high-value, complex prospects to facilitate workshops identifying solution gaps and operational complexities. Support Sales on RFP responses related to implementation and operations. Provide strategic guidance on pilot programs. Review and enforce Business Requirements Document (BRD) completeness standards.
Scoping & Commercial Support: Review and approve Rough Order of Magnitude (ROM) outputs for complex delivery models. Own the review and finalization of Solution Scoping Documents (SSD) that drive prospect conversations. Design and facilitate cross-modal business process design sessions, progressively transferring facilitation capability to Implementation Managers. Build and maintain standard scoping questionnaires and RACI matrices. Support Sales, Customer Success, and Implementation teams with Fixed Fee service offerings, including timelines, project plans, and hours estimates. Provide legal team with scope inputs for Statement of Work (SOW) creation. Own all redline reviews and SOW responses.
Risk & Opportunity Management: Identify and flag implementation risks with pipeline opportunities, including ARR-to-complexity mismatches and unrealistic timeline commitments. Escalate appropriately via Deal Desk Reviews. Partner with Sales and Product on new service offerings and strategic partnerships. Serve as the implementation team's authority on Professional Services fee requirements and scope commitments, maintaining appropriate commercial terms with a defined escalation path to PS leadership.
Enablement & Best Practices: Lead ongoing training sessions with the Sales organization to elevate Professional Services as a value-add and competitive differentiator. Partner with the Solution Advisor (SA) team to deliver best practice training on implementation methodology and prospect scoping. Define, communicate, and enforce the SCS engagement model, including minimum thresholds for assignment and scope boundaries.
Documentation & Reporting: Own the creation, maintenance, and ongoing updates of all internal and external SCS collateral and reporting.
Requirements:
- 5+ years of experience in an Implementation or Services Sales support role, preferably within a SaaS software organization
- 7+ years of customer-facing experience, including a portion with enterprise-level clients, in the supply chain space
- Experience assessing data readiness across multi-modal supply chain environments and diagnosing integration gaps prior to implementation
- Ability to operate with agility in a fast-paced environment, managing and prioritizing multiple tasks simultaneously
- Strong analytical skills with the ability to identify root causes and develop effective solutions
- Proven ability to build and foster cross-functional relationships that drive consistent messaging throughout the sales cycle
- Deep knowledge of the FourKites Implementation Methodology and the full FourKites product suite
Preferred Qualifications:
- Bachelor's or Master's degree in Business, Computer Science, or a related field
- Excellent verbal and written communication skills, with the ability to engage both business and technical stakeholders
- Superior presentation skills, including experience presenting to C-level executives
- Proven track record of driving successful implementations with enterprise clients
- Strong critical thinking skills with the ability to thrive in a fast-paced, agile environment
- Ability to travel up to 40% as needed
