Industry Solutions Architect – TMT

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Collaborate closely with Client Partners on Named Account initiatives throughout the sales process.

• Take ownership of bottom-up scoping and estimation for Enterprise programs and projects using detailed effort models linked to the SOW and IWO.

• Serve as the representative Voice of TMT to prospects, clients, and TCS partners.

• Represent Coastal at prominent industry events such as MWC, IBC, NAB Show, CES, and Dreamforce TMT tracks.

• Co-create TMT perspectives and account strategies with the TCS Client Partner and technical teams.

• Lead Advisory / True North engagements for Enterprise accounts that require in-depth subscriber management, usage-based billing, ad sales, or BSS/OSS exploration.

• Assist in responding to Enterprise RFPs by providing technical scoping information, data privacy considerations, and TMT-specific winning themes.

• Craft competitive analyses that position Coastal’s Salesforce/Snowflake embedding capabilities against other options.

• Educate and empower Client Partners and Deal Operations regarding TMT specifics.

• Contribute to collaborative GTM content, strategies, and marketing materials in partnership with TCS.

• Engage with Salesforce TMT ecosystem contacts and Snowflake Telecom/Media Data Cloud leaders to support opportunities and joint initiatives.

• Transition to the embedded delivery team as Enterprise programs reach closure.

• Travel as necessary to support Enterprise sales cycles and collaborative TCS initiatives until completion.

⛳️ Requirements

• Over 8 years of consulting experience in delivery leadership related to iterative software development.

• Extensive Salesforce experience is essential, specifically with Communications Cloud, Media Cloud, or Revenue Cloud/CPQ.

• Strong preference for candidates with Snowflake experience.

• At least 5 years of experience in sales, pre-sales, or solutions engineering.

• Proven ability to scope and estimate complex enterprise TMT programs from the ground up.

• In-depth TMT domain knowledge across Technology/SaaS, Media & Entertainment, and Telecom.

• Familiarity with the Communications Cloud / Vlocity Data Model, SID model, and TM Forum Open APIs.

• Awareness of usage-based monetization frameworks.

• Knowledge of ad server integrations such as Google Ad Manager and FreeWheel.

• Understanding of BSS/OSS and subscription billing integrations like Amdocs, CSG, Netcracker, and Zuora.

• Familiarity with the Salesforce portfolio, including Communications Cloud, Media Cloud, Revenue Cloud, Data Cloud, MuleSoft, Tableau, and Slack.

• Understanding of the Snowflake Media & Telecom Data Cloud ecosystem.

• Exceptional communication skills with the ability to translate business requirements into detailed technical solutions.

• Capability to multitask in a fast-paced, high-pressure Enterprise sales environment.

• Strong customer focus and results-oriented mindset.

• Ability to analyze and interpret subscriber churn, ARPU, ad inventory, or usage/billing data.

• Must possess full-time permanent US work authorization.

• Experience in leading digital transformation, BSS/OSS modernization, subscriber experience transformation, or quote-to-cash/billing automation is preferred.

• Strong understanding of AI as applied within Salesforce and Snowflake solution design for TMT is preferred.

• Previous experience working within or alongside a systems integrator partner, ideally TCS or a similar global SI, is preferred.

• Ability to engage and inspire peers in a matrixed, pod-based team structure is preferred.

• A bachelor's degree is preferred, or equivalent experience is acceptable.

🏝️ Benefits

• Flexible working hours with a focus on achieving a work-life balance (in that order!).

• Options for remote flexible work.

• Unlimited Paid Time Off (RTO).

• 401K plan with company matching.

• Medical, vision, and dental insurance coverage.

• Competitive quarterly bonus opportunities.

• Reimbursements for continuing education and certifications, particularly within the Salesforce and Snowflake ecosystems.

• Occasional in-house competitions with spot bonuses.

• A flexible and enjoyable team culture.

• Regular team and cultural activities, both virtual and in-person, including Lunch and Learn sessions, Happy Hours, and team-building events.

• Monthly All-Hands meetings.

• An open-door leadership policy providing access to mentorship and guidance.

• Opportunities for accelerated growth, networking, and career guidance and support.

• Trust, transparency, and respect at all levels of the organization.