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AI Summary
The Industry Specialist / Subject Matter Expert (SME) will bring deep domain expertise to shape industry-specific Solution & IP, ensure ongoing alignment with changes in the industry, and guide clients and solution design according to real-world industry practices. This role partners closely with industry leadership, sales, delivery, product/IP, and solution teams to ensure Velosio's industry offerings reflect practical business processes, credible market insight, and high-value customer outcomes.
This is a billable, margin-oriented, presales, and bookings-focused role that supports the growth and delivery of industry-specific solutions. The Industry Specialist / SME owns the business process maps for each assigned industry vertical, collaborates with the industry delivery team, and helps ensure that solution designs, Estimates, SOW assumptions, and implementation approaches align with how customers actually operate in the field.
Your day might look like:
Industry Expertise & Market Alignment:
- Serve as the subject matter expert for assigned industry verticals, bringing practical domain knowledge into sales, solution design, delivery, and product/IP decisions.
- Monitor industry trends, regulatory changes, operational shifts, customer pain points, and emerging best practices that may impact Velosio's industry solutions and client recommendations.
- Translate real-world industry practices into practical solution requirements, process maps, use cases, and implementation guidance.
- Partner with industry leadership to ensure Velosio's industry IP remains relevant, differentiated, and aligned to evolving customer needs.
Business Process Ownership:
- Own and maintain business process maps for each assigned industry vertical, ensuring they reflect current state industry practices, target state recommendations, and scalable solution patterns.
- Document core workflows, decision points, integration needs, reporting requirements, role-based activities, and process variations across the industry vertical.
- Use business process maps to support solution design, sales enablement, SOW development, delivery planning, and customer workshops.
- Create feedback loops with delivery teams to refine process maps based on lessons learned from implementations and client engagements.
Solution Design & Industry IP Support:
- Shape industry-specific IP, accelerators, templates, packaged services, and repeatable solution assets by contributing domain expertise and business process insight.
- Define the vertical solution white space and provide the recommendations around build vs. Partner to satisfy the client’s needs.
- Guide solution teams in aligning technical designs, configurations, and implementation approaches to real-world industry operating models.
- Support pre-sales discovery, solution workshops, customer demos, and pursuit strategy by providing credible industry context and practical use cases.
- Partner with product/IP, delivery, and technical teams to identify opportunities to improve solution repeatability, reduce implementation risk, and strengthen customer outcomes.
Client Advisory & Delivery Collaboration:
- Act as a trusted advisor to clients by helping connect business challenges, operational requirements, and desired outcomes to practical Velosio solution recommendations.
- Collaborate with the industry delivery team to support project planning, workshops, requirements validation, process alignment, and solution adoption.
- Help delivery teams identify potential scope risks, process gaps, estimate assumptions, and customer change impacts early in the engagement lifecycle.
- Provide subject matter guidance that helps improve implementation quality, margin performance, bookings support, and customer value realization.
Commercial Contribution & Cross-Functional Support:
- Support revenue growth, larger deal sizes, and bookings goals by contributing industry expertise to sales pursuits, solution positioning, and customer conversations.
- Partner with sales and marketing to support industry-specific messaging, campaigns, thought leadership, and Sales Qualified Lead (SQL) generation.
- Assist with SOW development by validating business process assumptions, scope considerations, estimate inputs, and industry-specific delivery requirements.
- Work across sales, marketing, delivery, product/IP, and leadership teams to ensure industry expertise is consistently applied from market strategy through delivery execution.
Key Performance Indicators (KPIs):
- Revenue: Support achievement of revenue goals for assigned industry verticals by contributing domain expertise to sales pursuits, client advisory conversations, solution design, and industry-specific offerings.
- Deal Size Expansion: Help expand deal size by identifying broader business process needs, additional solution opportunities, cross-sell and upsell potential, and higher-value industry outcomes during discovery and solution design.
- SQLs Generated: Contribute to the creation of high-quality Sales Qualified Leads through industry thought leadership, targeted campaigns, customer workshops, partner-facing content, and market-relevant solution messaging.
- Conversion Rate of SQLs: Improve SQL conversion by strengthening industry fit, clarifying customer business problems, validating solution relevance, and supporting sales teams with credible SME guidance.
- SOW Estimate vs. Actual (<10% Variance): Help maintain less than 10% variance between SOW estimates and actual delivery outcomes by validating process assumptions, identifying scope risks, improving solution repeatability, and collaborating with delivery teams on estimate inputs.
- Billable Utilization, Margin, and Bookings: Meet billable contribution expectations while supporting project margin performance and bookings goals through effective pre-sales support, client advisory work, and delivery collaboration.
What you'll bring:
- 8+ years of experience in an industry-specific subject matter expert, business process consulting, solution consulting, product/IP support, delivery advisory, or related consulting role.
- Deep domain expertise in one or more industry verticals, with the ability to translate real-world business practices into process maps, solution requirements, and client-facing recommendations.
- Strong understanding of business process design, operational workflows, requirements gathering, solution validation, and customer outcome alignment.
- Experience supporting technology implementations, business applications, ERP, CRM, Microsoft Dynamics 365, Power Platform, data and analytics, or related enterprise solutions preferred.
- Ability to create, own, and continuously improve industry business process maps, use cases, workflow documentation, and solution design inputs.
- Experience collaborating with delivery teams to support workshops, requirements validation, SOW inputs, scope management, implementation planning, and customer-facing advisory work.
- Commercial awareness with the ability to support revenue growth, bookings goals, deal expansion, margin performance, and SOW estimate discipline.
- Strong client-facing communication skills with the ability to explain industry practices, business process recommendations, and solution implications to both business and technical stakeholders.
- Ability to partner effectively across sales, marketing, delivery, product/IP, and leadership teams in a fast-paced professional services environment.
- Analytical and practical problem solver who can balance industry best practices with customer realities, delivery constraints, and business outcomes.
- Bachelor's degree required; relevant industry certifications, business applications experience, or advanced domain-specific credentials preferred.
Who we are:
At Velosio, YOU MATTER.
Due to our proven commitment to delivering an exemplary employee experience, Velosio was awarded Best Company Culture and Best Company for Women by Comparably in 2023, 2022 and 2021, in addition to Best Company for Career Growth, Best Perks & Benefits, and Best Leadership Team by Comparably in 2022 and 2023!
Access the following link to see why 100% of current Velosio team members feel their company is invested in their career growth, 99% of current Velosio employees feel their manager cares about them as a person, and 99% of current Velosio team members look forward to interacting with their coworkers every day: https://www.comparably.com/companies/velosio
Some reasons you might like working with us:
We know one size doesn't fit all, which is why we offer a comprehensive benefits package that allows our team members to create a personalized plan best suited to their unique needs, including:
- 3 Medical Insurance options with a company contribution to HSA
- 3 Dental Insurance options including adult orthodontics
- 3 Vision Insurance options
- Unlimited PTO!
- Remote working environment
- 401k Match 50% of the first 6%
- StayWell Program - a cash reimbursement up to $600 a year toward Wellness
- Quarterly Incentive Program
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