Program Architecture Director

Salesforce
Bengaluru
Workplace: HybridFull timeFunction: Architecture & Urban PlanningExperience: 10+ yearsSkills: ["Risk detection","Stakeholder management","Process improvement","Commercial judgment","Analytical problem-solving"]

Own the commercial architecture behind Professional Services deals by defining deal qualification rules, commercial model guidance, estimation guardrails, and SOW commercial quality. Build checklists, decision trees, and risk detection tools to catch issues like unclear scope, optimistic estimates, fixed-fee exposure, and missing dependencies. Partner with Sales Excellence, PS Operations, Legal/RevRec/Finance, GDC, Practices, and Governance to improve approval speed, reduce rework, and strengthen margin predictability.

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Salesforce
Salesforce
20 hours ago

Program Architecture Director

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 16 minutes agoStatus: Closed

Job Summary

Own the commercial architecture behind Professional Services deals by defining deal qualification rules, commercial model guidance, estimation guardrails, and SOW commercial quality. Build checklists, decision trees, and risk detection tools to catch issues like unclear scope, optimistic estimates, fixed-fee exposure, and missing dependencies. Partner with Sales Excellence, PS Operations, Legal/RevRec/Finance, GDC, Practices, and Governance to improve approval speed, reduce rework, and strengthen margin predictability.
Location: Bengaluru
Workplace: Hybrid
Employment Type: Full time
Job Function: Architecture & Urban Planning
Seniority: Director level

Key Responsibilities

  • •Define deal qualification rules for when ProServe opportunities are ready for scoping and estimation, including required inputs and review triggers
  • •Create guidance for choosing commercial models (T&M, fixed capacity, fixed fee, hybrid, investment/discount structures) to avoid delivery and margin risk
  • •Set estimation guardrails, including assumptions, bid metrics, role mix/skill level, onshore/GDC mix, contingency and risk buffers
  • •Ensure SOWs are commercially clean by validating scope clarity, out-of-scope items, customer responsibilities, acceptance criteria, payment milestones, and change control language
  • •Build commercial risk detection and maintain practical deliverables like checklists, decision trees, heatmaps, and approval trigger guides

Key Requirements

  • •10+ years in professional services, services sales, deal shaping, solutioning, delivery, or services operations
  • •Strong understanding of scoping, estimation, SOWs, pricing assumptions, approvals, and delivery handoff
  • •Experience with T&M, fixed capacity, fixed fee, and hybrid commercial models
  • •Ability to identify commercial risk before signature
  • •Experience working cross-functionally with Sales, Delivery, Operations, Legal, Finance, RevRec, GDC, and Practice teams
Experience:10+ yearsProfessional servicesServices salesDeal shapingServices operations
Skills:Risk detectionStakeholder managementProcess improvementCommercial judgmentAnalytical problem-solving

Company Brief

Salesforce
Provides a leading cloud-based customer relationship management (CRM) platform with sales, service, marketing, analytics, and integration tools that empower businesses to manage customer relationships and digital transformation at scale.
Industry: SaaS
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 1999
Glassdoor
Glassdoor: 4.1
WebsiteLinkedInGlassdoor