ITJ is seeking a Practice Lead – Enterprise Applications (Salesforce) to build, launch, and scale a new consulting practice. This role combines practice ownership with hands-on commercial leadership and is intentionally structured as a 50/50 split between:

• Practice & capability strategy
• Sales partnership, pre-sales, and co-selling

This leader owns the business plan, service portfolio, delivery governance, and growth roadmap for the Enterprise Applications practice, with Salesforce as the initial platform and a clear path for future enterprise application expansion.

Practice Strategy, Capability & Governance (50%)

• Own the practice business plan, including revenue targets, investment roadmap, and KPIs
• Define and evolve the practice strategy and multi-year growth roadmap, starting with Salesforce
• Design and package repeatable, scalable offerings (Quick Starts, Assessments, Optimization, Managed Services)
• Develop pricing models, value propositions, and competitive positioning aligned to healthcare buyers
• Establish delivery governance standards to ensure offerings are standardized, repeatable, and executable at scale
• Own the Salesforce capability and certification strategy, including:
• Defining required Salesforce certifications by role
• Understanding certification paths, timelines, and prerequisites
• Partnering with Delivery and TA to build certification-ready teams
• Provide leadership on Salesforce partner program alignment, including:
• Understanding Salesforce Partner Program requirements
• Supporting credential strategy (e.g., Navigator readiness)
• Ensuring offerings and capabilities align to partner expectations
• Identify capability expansion opportunities based on customer demand and pipeline signals
• Define practice team structure and hiring priorities as the practice scales

Sales Partnership, Enablement & Co-Selling (50%)

• Act as a strategic partner to Sales in early-stage opportunities and complex pursuits
• Lead discovery and solutioning conversations with hospital and health system stakeholders
• Shape deals through scope definition, assumptions, and business case framing
• Support proposals, workshops, demos, and executive presentations
• Build and maintain sales enablement assets (offerings, pricing tools, pitch decks, playbooks, case studies)
• Train Sales on Salesforce positioning, partner-aligned messaging, and outcome-driven value articulation
• Participate in joint pursuits, demos, and customer conversations as needed

Collaboration Expectations

• Partner closely with Delivery, Engineering, and Program Management to ensure sales commitments are operationally achievable
• Participate in key engagement kickoffs and transition checkpoints
• Support Talent Acquisition with hiring strategy, role definitions, and certification planning

• 10+ years in consulting, enterprise applications, or practice leadership roles
• Deep familiarity with the Salesforce ecosystem, including:
• Salesforce certification paths and role-based credentialing
• Salesforce Partner Program structure and requirements
• Salesforce Navigator or comparable credential frameworks
• Common Salesforce implementation patterns (Sales, Service, Health Cloud, integrations)
• Demonstrated success in building and scaling a practice or service line
• Strong background in pre-sales, deal shaping, and commercial strategy
• Executive-level communication and stakeholder engagement skills
• Ability to operate across Sales, Delivery, Engineering, TA, and Finance
• Salesforce certifications or prior Salesforce practice leadership
• Healthcare / Health Systems experience, including:
• Clinical, operational, or revenue-cycle workflows
• Healthcare data models and regulated environments
• Experience working within nearshore or distributed delivery models