Role Overview

Salesforce Professional Services is building a Global Solutions CoE to create a more consistent, scalable, and predictable way to shape, scope, estimate, and deliver Professional Services (ProServe) programs. We are looking for a Practice & Domain Overlay Manager to make sure the CoE model is not generic. This role brings the required product, industry, regulatory, and domain depth into scoping and estimation so that our standards work in real customer situations. This role does not own every product or every industry. Instead, it owns the process of identifying where specialized input is needed, capturing that input into reusable patterns, and ensuring the CoE model reflects real delivery complexity. The right candidate understands how Salesforce programs vary by cloud, industry, geography, regulatory environment, and customer maturity and can turn those differences into practical scoping and estimation guidance the field can actually use.

What You Will Do

- Identify Where Domain Expertise Is Required
- You will define when a deal needs additional practice or domain input during scoping.
- Examples:
- Data Cloud program with complex source systems and identity resolution
- Agentforce program with unclear automation boundaries or trust requirements
- Health / Life Sciences program with regulatory or data privacy considerations
- Public Sector program with procurement, compliance, or security constraints
- Financial Services program with sensitive data, controls, or integration complexity
- Multi-cloud program involving Sales, Service, Data, Marketing, Commerce, MuleSoft, or Industry Clouds
- Your job is to make these triggers explicit so the field knows when to pull in the right expertise.

- Build Product and Industry Overlay Patterns

- You will create practical overlays that sit on top of the core CoE model.
- Each overlay should answer:
- What is different for this product, industry, or domain
- What additional discovery questions are required
- What scoping assumptions should be added
- What roles or skills are typically needed
- What risks should be flagged early
- What SOW language or exclusions are required
- What delivery dependencies must be confirmed before signature

- Examples of overlays:

- Data Cloud readiness overlay
- Agentforce scoping overlay
- Regulated industry overlay
- Public Sector delivery overlay
- Integration complexity overlay
- Migration / data readiness overlay
- Multi-cloud transformation overlay
- Change and adoption overlay

- Translate Practice Knowledge Into Reusable Assets

- You will work with Practices and domain SMEs to convert expertise into usable CoE assets.
- Expected outputs:
- Discovery questions
- Scoping checklists
- Estimation factors
- Role and skill assumptions
- Risk indicators
- SOW assumptions and exclusions
- Delivery readiness checkpoints
- Reference examples from past programs





- This role is not about creating long documents. The goal is to create short, reusable assets that can be embedded into scoping workflows, tools, agents, and playbooks.

- Maintain the Domain Pattern Library

- You will own the structure and quality of the domain pattern library.
- The library should include:
- Product-specific scoping guidance
- Industry-specific considerations
- Regulatory and compliance triggers
- Common risks and mitigation patterns
- Standard assumptions and exclusions
- Recommended SMEs / practices to engage
- Reusable examples from successful programs

- You will ensure assets are current, easy to find, and practical enough for field use.

- Support Better Estimation Accuracy

- You will help improve estimates by identifying domain-specific effort drivers.
- Examples:
- Number and quality of data sources
- Number of integrations
- Number of clouds involved
- Customer operating model maturity
- Regulatory review requirements
- Testing and validation intensity
- Migration complexity
- Localization / regional requirements
- AI governance and trust requirements
- Change management and adoption effort

- Your role is to make sure these drivers are not missed during estimation.

- Improve Scoping Quality for Complex Programs

- You will help prevent common scoping misses.
- Examples:
- Data migration underestimated
- Integration effort treated as standard
- Security / compliance review missed
- Testing effort too light
- Customer dependencies not documented
- Change management excluded when adoption risk is high
- Product capability assumptions not validated
- Agentforce use cases scoped without clear human-in-the-loop design
- Fixed-fee risk accepted without enough clarity

- Your job is to make these risks visible before the deal is signed.

- Partner Across the Ecosystem

- This role is highly cross-functional and must work closely with peer organizations.
- Practices:
- Capture product and industry expertise into reusable scoping patterns and estimation guidance.

- GDC:

- Validate whether domain patterns are executable at scale and reflect offshore / distributed delivery realities.

- Delivery Innovation & Governance:

- Align domain overlays with governance checkpoints, delivery controls, and quality expectations.

- Growth & Offering:

- Ensure domain overlays align to priority offerings, market plays, and repeatable solution motions.

- PS Operations:

- Validate staffing, resource, and operational assumptions tied to each overlay.





- Sales Excellence:

- Ensure field-facing guidance supports faster qualification, cleaner discovery, and better deal progression.

- CoE Field Advisors / SSSLs:

- Capture what is working in live deals and feed lessons back into the pattern library.

What Success Looks Like

The field knows when specialized practice or domain input is required

Common product and industry scoping misses are reduced

Domain-specific effort drivers are included in estimates

Scoping and SOW assumptions are clearer and more complete

Practice knowledge becomes reusable instead of tribal

CoE tools and agents use domain logic, not generic prompts

Programs are better shaped before they move into delivery

The domain pattern library becomes a trusted source for the field

Minimum Qualifications

6+ years of experience in Salesforce consulting, enterprise architecture, solutioning, delivery leadership, or professional services

Strong understanding of how Salesforce programs differ by cloud, industry, region, and customer maturity

Experience working across multiple Salesforce clouds or enterprise platforms

Experience shaping or reviewing complex scopes, estimates, SOWs, or delivery plans

Ability to identify hidden effort drivers and delivery risks early

Experience working with product / practice SMEs and translating their input into practical field guidance

Strong written communication skills; able to create explicit, reusable templates and checklists

Ability to work across global teams and matrixed organizations

Preferred Qualifications

Experience with Data Cloud, Agentforce, MuleSoft, Industry Clouds, or multi-cloud programs

Experience in regulated industries such as Financial Services, Healthcare, Life Sciences, or Public Sector

Experience creating playbooks, reusable assets, accelerators, or scoping frameworks

Experience working with GDC / offshore delivery teams

Familiarity with AI-enabled scoping, estimation, or knowledge retrieval tools

Salesforce certifications preferred, especially architecture or consultant certifications

What Kind of Person Will Succeed

Has real field experience and understands where programs fail

Can separate true domain complexity from unnecessary customization

Knows how to ask sharp discovery questions

Can turn expert opinions into simple, repeatable patterns

Builds assets the field will actually use

Is practical, precise, and comfortable challenging vague assumptions

Works well with SMEs without creating bureaucracy

Balances standardization with the reality that every industry and customer is different

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Practice & Domain Overlay Senior Manager (Karnataka)
🏢 salesforce
📍 Karnataka