Industry Solutions Architect (TMT)

Industry Solutions Architect (TMT)

The Industry Solutions Architect (TMT) brings together deep domain expertise across Technology, Media, and Telecommunications and hands-on technical scoping to support Coastal's Enterprise embedment motion; landing Salesforce (specifically Communications Cloud, Media Cloud, and Revenue Cloud) 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 Software/High Tech, Digital Media & Entertainment, and Telecommunications / CSPs 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 TMT 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 TMT (Technology, Media & Telecom) to prospects, clients, and TCS counterparts on Enterprise pursuits.

• Represent Coastal at key industry events (e.g., MWC, IBC, NAB Show, CES, Dreamforce TMT tracks), building relationships with industry stakeholders that open doors into Named Accounts.

• Co-develop TMT point of view and account strategy jointly with TCS Client Partner and technical counterparts.

• Lead Advisory / True North engagements for Enterprise accounts where deeper subscriber management, usage-based billing, ad sales, or BSS/OSS discovery is needed ahead of a scoped program.

• Support Enterprise RFP responses with technical scoping content, data privacy awareness (GDPR, CPRA, FCC guidelines), and TMT-specific win themes.

• Develop competitive analyses that position Coastal's Salesforce/Snowflake embedment capability against alternatives in the TMT space.

• Educate and enable Client Partners and Deal Operations on High Tech/SaaS, Media/Streaming, and Telecom/CSP nuances relevant to their Named Accounts.

• Contribute to joint GTM content, plays, and marketing materials developed with TCS focusing on ARPU optimization, subscriber retention, order management automation, and ad sales transformation.

• Engage with Salesforce TMT ecosystem contacts (Communications Cloud, Media Cloud, Revenue Cloud RVPs, AEs, partner teams) and Snowflake Telecom/Media 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 Communications Cloud, Media 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 TMT programs from the bottom up, with a track record of scoping accuracy against actual delivered effort.

• Deep TMT domain expertise with a strong point of view across key sub-verticals (Technology/SaaS: usage-based monetization, developer platforms; Media & Entertainment: streaming, publishing, ad sales operations; Telecom: communications service providers, broadband, 5G service management), and comfort applying it in both technical and executive conversations.

• Familiarity with TMT industry data models (Communications Cloud / Vlocity Data Model, SID model, TM Forum Open APIs), usage-based monetization frameworks, ad server integrations (e.g., Google Ad Manager, FreeWheel), and core BSS/OSS / subscription billing integrations (e.g., Amdocs, CSG, Netcracker, Zuora).

• Commitment to building long-term relationships with TMT 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 Communications Cloud, Media Cloud, Revenue Cloud, Data Cloud, MuleSoft, Tableau, Slack) and the Snowflake Media & Telecom Data Cloud ecosystem.

• Excellent communicator who can translate business, subscriber management, order execution, and ad sales 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 subscriber churn, ARPU, ad inventory, or usage/billing 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, BSS/OSS modernization, subscriber experience transformation, or quote-to-cash/billing automation within telecom operators or digital media enterprises.

• Strong understanding of AI (Agentforce, predictive churn modeling, automated subscriber care, ad sales workflow assistance) as applied within Salesforce and Snowflake solution design for TMT.

• 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.