Vice President - Salesforce Solution Engineering

About this role

The Vice President, Solution Engineering will build and lead FormativGroup’s Solution Engineering capability across the Salesforce Application Services business. This leader will be accountable for improving how Formativ qualifies, discovers, shapes, demonstrates, scopes, prices, and wins complex consulting opportunities across strategic industry verticals and the broader market.

The role combines organizational leadership with hands-on participation in priority pursuits. The VP, Solution Engineering will lead and develop the Solution Engineering team, establish consistent pursuit and solutioning standards, and partner closely with Account Executives, Industry SMEs, Alliance leaders, Delivery executives, and Salesforce field teams. The mandate is to ensure that Formativ consistently connects client business needs to practical, differentiated Salesforce and AI-enabled solutions without over-engineering or compromising delivery feasibility.

This is a Solution Engineering leadership role. Delivery execution, utilization, project governance, and delivery-team management will be owned by the Delivery organization. The VP, Solution Engineering will maintain a strong partnership with Delivery to ensure clean handoffs, credible commitments, and executable solutions.

Company Overview

FormativGroup is a technology consulting and engineering firm that helps organizations modernize how they operate through enterprise platforms, data, integration, automation, and AI. We combine industry expertise, business-process understanding, and deep platform capabilities to design and deliver solutions that improve growth, efficiency, customer experience, and operational performance.

Our Application Services business helps clients maximize value from strategic platforms including Salesforce, connecting applications and data while enabling AI-driven workflows and experiences. FormativGroup serves clients across regulated and complex industries and is backed by Rockbridge Growth Equity.

Responsibilities

Solution Engineering Leadership and Operating Model

• Build, lead, coach, and scale a high-performing Solution Engineering organization aligned to FormativGroup’s growth strategy.

• Define clear roles, coverage models, engagement rules, and capacity priorities for Solution Engineers supporting strategic verticals and the broader market.

• Establish consistent standards for opportunity discovery, solution shaping, demonstrations, estimation, pricing support, proposals, and sales-to-delivery transition.

• Create operating cadences and metrics that improve Solution Engineering quality, responsiveness, utilization, win rates, and sales productivity.

• Partner with Sales leadership to allocate Solution Engineering resources against the highest-value opportunities and ensure appropriate coverage across vertical and product-led sales motions.

• Recruit, onboard, develop, and retain strong Solution Engineering talent while establishing a credible career path for Solution Engineering professionals.

Pursuit Strategy and Solution Quality

• Partner with Account Executives on qualification, discovery strategy, technical win plans, competitive positioning, and pursuit execution for complex opportunities.

• Ensure discovery captures the business processes, requirements, priorities, tradeoffs, and value drivers necessary to shape pragmatic solutions.

• Guide teams in translating business needs into compelling solution visions leveraging Salesforce, Agentforce, Data Cloud, industry clouds, integration, automation, and adjacent enterprise platforms.

• Lead or actively participate in the most strategic client pursuits, executive workshops, oral presentations, demonstrations, and solution reviews.

• Provide executive-level quality control across proposals, demonstrations, estimates, pricing inputs, staffing assumptions, and Statements of Work.

• Ensure proposed solutions balance business value, user experience, implementation complexity, scalability, maintainability, risk, and delivery feasibility.

• Partner with Delivery leadership and architects to validate major assumptions and commitments while preserving clear accountability between Solution Engineering and Delivery.

Industry and Market Enablement

• Enable Solution Engineering coverage across multiple strategic verticals, including Financial Services, Public Sector, Media and Entertainment, and other priority markets, without requiring the leader to serve as the primary Industry SME for each sector.

• Partner with Industry SMEs to translate industry strategy, business priorities, and market context into repeatable solution plays, demonstrations, and pursuit approaches.

• Build a scalable model that supports both industry-led selling and broader product- or platform-led opportunities across the market.

• Develop reusable demonstration environments, reference architectures, discovery frameworks, proposal components, estimation tools, and accelerators that improve speed and consistency.

• Capture field feedback and pursuit lessons to continuously improve offerings, sales plays, solution assets, and market positioning.

Salesforce Alliance and AI Innovation

• Build strong relationships with Salesforce sales, Solution Engineering, industry, and partner leadership to improve co-sell alignment and field credibility.

• Ensure Formativ’s Solution Engineering team remains current on Salesforce platform direction, including Agentforce, Data Cloud, industry clouds, and emerging AI capabilities.

• Establish a practical approach to positioning and scoping AI-enabled solutions, including the business case, data requirements, operating implications, risk, and delivery assumptions.

• Identify and scale AI-enabled tools and practices that improve discovery, solution development, demonstration creation, estimation, proposal quality, and Solution Engineering productivity.

• Represent FormativGroup in strategic partner meetings, client events, executive briefings, and

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