Industry Solutions Architect (MAE)
The Industry Solutions Architect (MAE) brings together deep domain expertise across Manufacturing, Automotive, and Energy/Utilities with hands-on technical scoping to support Coastal's Enterprise embedment motion; landing Salesforce (specifically Manufacturing Cloud, Automotive Cloud, Energy & Utilities Cloud, and Revenue Cloud/CPQ) and Snowflake capability into Named Accounts jointly pursued with TCS. This is not a standalone advisory role: it is a specialization within Coastal's Scoping & Architecture function. The individual partners two-in-a-box with Client Partners on enterprise pursuits, delivers real bottoms-up scoping and estimating (not top-down guesswork), and brings a credible point of view across Discrete & Process Manufacturing, Industrial Equipment, Automotive OEMs & Dealer Networks, and Energy & Utilities that strengthens the account strategy, the RFP response, and the client and TCS relationship alike. As programs close, this individual may transition into the embedded delivery team, carrying account and technical context forward rather than handing it off cold.
Role Responsibilities
- Partner two-in-a-box with Client Partners on Named Account pursuits, providing both technical scoping and MAE industry credibility throughout the sales cycle.
- Own bottoms-up scoping and estimating for Enterprise programs and projects by replacing top-down estimation with detailed, defensible effort models tied directly to the SOW and IWO.
- Act as the Voice of MAE (Manufacturing, Automotive & Energy) to prospects, clients, and TCS counterparts on Enterprise pursuits.
- Represent Coastal at key industry events (e.g., Hannover Messe, IMTS, NADA Show, CERAWeek, DISTRIBUTECH, Dreamforce MAE tracks), building relationships with industry stakeholders that open doors into Named Accounts.
- Co-develop MAE point of view and account strategy jointly with TCS Client Partner and technical counterparts.
- Lead Advisory / True North engagements for Enterprise accounts where deeper Lead-to-Cash, sales agreement forecasting, dealer/distributor management, or asset/field service discovery is needed ahead of a scoped program.
- Support Enterprise RFP responses with technical scoping content, data governance awareness, and MAE-specific win themes.
- Develop competitive analyses that position Coastal's Salesforce/Snowflake embedment capability against alternatives in the MAE space.
- Educate and enable Client Partners and Deal Operations on Industrial/Heavy Equipment, Automotive OEM/Dealer, and Energy/Utility nuances relevant to their Named Accounts.
- Contribute to joint GTM content, plays, and marketing materials developed with TCS focusing on Lead-to-Cash optimization, Sales Agreements & demand forecasting, rebate management, B2B dealer/partner ordering, and connected asset management.
- Engage with Salesforce MAE ecosystem contacts (Manufacturing, Automotive, Energy Cloud RVPs, AEs, partner teams) and Snowflake Manufacturing & Energy Data Cloud leads to support new opportunities and joint pursuits.
- Transition into the embedded delivery team as Enterprise programs close, where scoping depth and client context make this individual the natural first delivery resource.
- Travel as needed to support Enterprise sales cycles and joint TCS pursuits through to close.
Experience / Skills Required
- 8+ years of consulting experience in delivery leadership relative to iterative software development, with deep Salesforce experience required (specifically Manufacturing Cloud, Automotive Cloud, Energy & Utilities Cloud, or Revenue Cloud/CPQ) and Snowflake experience strongly preferred.
- 5+ years of sales or pre-sales / solutions engineering experience, ideally in an SI, channel, or partner-aligned selling motion.
- Demonstrated ability to scope and estimate complex enterprise MAE programs from the bottom up, with a track record of scoping accuracy against actual delivered effort.
- Deep MAE domain expertise with a strong point of view across key sub-verticals (Manufacturing: discrete, process, heavy equipment, building materials; Automotive: OEMs, tier-1 suppliers, dealer networks, fleet; Energy & Utilities: oil & gas, renewables, power & water utilities), and comfort applying it in both technical and executive conversations.
- Familiarity with MAE industry data models (Manufacturing Cloud Data Model, Automotive Cloud Data Model), complex product catalog & BOM configuration tools (e.g., Logik.io, 3Kit), B2B Commerce, Salesforce Field Service (SFS), and core ERP integrations (e.g., SAP SD/MM/PP, Oracle EBS/Cloud ERP, Infor, Epicor, Rootstock).
- Commitment to building long-term relationships with MAE enterprise customers and TCS counterparts, and winning business through trusted relationships.
- Consultative mindset and dedication to learning in a dynamic, cross-entity (Coastal/TCS) environment.
- Understanding of and relationships within the Salesforce portfolio (including Manufacturing Cloud, Automotive Cloud, Revenue Cloud, Data Cloud, Field Service, MuleSoft, Tableau, Slack) and the Snowflake Manufacturing & Energy Data Cloud ecosystem.
- Excellent communicator who can translate business, supply chain, account forecasting, dealer enablement, and asset management requirements into scoped technical solutions and think on their feet.
- Self-starter with the ability to multitask in a fast-paced, high-pressure Enterprise sales environment.
- Strong customer orientation and results-driven approach to both pre-sales and delivery outcomes.
- Demonstrated ability to analyze and interpret demand forecast accuracy, rebate accruals, quote turn times, or warranty/service data for value-based discussions with Enterprise stakeholders.
- Must have full-time permanent US work authorization.
Note — Senior/Principal-level determination will be based on the candidate's previous relevant experience and depth of skills, confirmed through Coastal's skills interview process.
Additional Preferred Experience / Skills
- Experience leading digital transformation, Lead-to-Cash modernization, dealer portal rollouts, field service automation, or ERP integration projects within industrial or energy enterprises.
- Strong understanding of AI (Agentforce, predictive maintenance, automated quoting assistance, demand forecasting AI) as applied within Salesforce and Snowflake solution design for MAE.
- Prior experience working within or alongside a systems integrator (SI) partner motion, ideally TCS or a comparable global SI.
- Ability to engage and motivate peers in a matrixed, pod-based team structure (not direct people management initially).
- Bachelor's degree preferred, or equivalent experience.
Why Coastal, and What We Offer
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Remote flexible work; company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Frequent team and culture activities, virtual & in-person, including Lunch and Learn sessions, Happy Hours, team-building events
- Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency, and respect across all levels of the company
Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.