Services Consulting Specialist

Responsibilities

Pre-Sales & Prospect Engagement

• Partner with Sales and Customer Success to evaluate prospect feasibility and ensure customers can be successfully implemented within FourKites’ delivery model
• Lead prospect and customer design sessions to map current-state operations and define a clear solution path with FourKites
• Engage with high-value, complex prospects to facilitate workshops that identify solution gaps, operational complexities, and a viable path forward
• Support Sales on RFP responses related to implementation and operations activities
• Provide strategic guidance on pilot programs during the pre-sales cycle
• Review and enforce BRD completeness standards before SCS engagement begins; define and publish minimum intake requirements to Sales and Pre-Sales (Solution Advisors.)

Scoping & Commercial Support

• Review and approve Rough Order of Magnitude (ROM) outputs for highly complex delivery models
• Own the review and finalization of the Solution Scoping Document (SSD), which drives prospect and customer conversations to confirm final project scope
• Design and facilitate cross-modal business process design sessions; build methodology that progressively transfers facilitation capability from SCS to Implementation Managers.
• Build and maintain standard scoping questionnaires, and create RACI matrices covering roles and responsibilities from qualification through contract.
• Support Sales, Customer Success, and Implementation teams with Fixed Fee service offerings — including estimated timelines, sample project plans, and hours estimates scoped to each prospect’s requirements
• Provide the legal team with all scope inputs required for Statement of Work (SOW) creation
• Own all redline reviews and responses specific to the SOW

Risk & Opportunity Management

• Identify and flag implementation risk with pipeline opportunities - including ARR-to-complexity mismatches and unrealistic timeline commitments - and 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 PS fee requirements and scope commitments; maintain appropriate commercial terms under Sales pressure for concessions, with a defined escalation path to PS leadership when alignment cannot be reached

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, scope boundaries between SCS, SA, and AE, and the process for managing out-of-scope requests routed incorrectly to the SCS team

Documentation & Reporting

• Own the creation, maintenance, and ongoing updates of all internal and external SCS collateral
• Own the creation, maintenance, and ongoing updates of all internal SCS 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
• Deep knowledge of the FourKites Implementation Methodology and the full FourKites product suite
• 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