WorkSpan is building the world’s largest, trusted co-selling network, aiming to drive the future of B2B. The Sales Business Consultant will act as a revenue multiplier in complex enterprise deals, diagnosing partnership maturity and delivering compelling business cases to drive ARR growth and sales efficiency.

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

Requirements:

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

WorkSpan

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Sales Business Consultant