FinOps Solutions Expert

Job Summary

The FinOps Solutions Expert is a quota-driven professional responsible for driving customer outcomes through the sale and design of premier FinOps solutions. Merging in-depth domain knowledge with sharp commercial insight, this role empowers enterprise clients to tackle intricate cloud, AI, SaaS, and business challenges—transforming financial transparency and control into a strategic advantage.

The FinOps Solutions Expert will manage a designated territory, vertical, or account list, focusing on uncovering, designing, and selling groundbreaking FinOps solutions. Collaborating closely with SHI Account Executives, internal teams, and partners, this role leads engagements from inception to completion, guaranteeing smooth transitions to delivery teams and ongoing customer satisfaction. You will report to the Sr. Director of Spend Optimization Services (SOS) Sales.

Role Description

• Sales Ownership and Customer Impact
• Take charge of a territory, vertical, or select account list and meet sales targets through consultative selling of FinOps solutions.
• Maintain robust pipeline coverage for both current and upcoming quarters to consistently achieve quota:
  • Current Quarter: Maintain a minimum of 3x coverage for the remaining quota gap, incorporating any invoiced or committed revenue.
  • Next Quarter: Have at least 3x total quarterly quota represented by qualified opportunities that align with SHI’s FinOps portfolio and show a clear path to closure.
• Solution Architecture and Consulting
• Craft customized solutions that guide customers in realizing cloud, AI, and SaaS value, ensuring financial accountability and driving innovation.
• Serve as a FinOps subject matter expert, tailoring solutions to fit within the FinOps Framework, facilitating cross-functional engagement among finance, engineering, and business stakeholders.
• Utilize FinOps Domains and Capabilities to evaluate customer maturity, benchmark industry practices, and provide actionable recommendations that are achievable through SHI FinOps Services.
• Stay updated on major trends and offerings from cloud, AI, and SaaS vendors to recommend the most effective FinOps strategies.
• Showcase extensive experience with a variety of FinOps tools—both native and third-party—understanding their advantages, challenges, adoption strategies, and applications.
• Act as a transformation partner, assisting customers in visualizing how to advance their FinOps practices over time, thus achieving key strategic outcomes through SHI’s FinOps Services.
• Internal Enablement and Thought Leadership
• Work in tandem with internal teams to enhance awareness and understanding of FinOps principles and practices across SHI’s sales community and delivery teams.
• Mentor FinOps analysts, consultants, and junior team members to elevate overall quality in service delivery.
• Engage in marketing events, webinars, and industry discussions to highlight SHI’s leadership in the FinOps space.
• Provide insights and feedback to FinOps leadership to help refine services and their market positioning.
• Regularly review pipeline expectations with sales leadership to ensure ongoing performance, accurate forecasting, and proactive strategy on deals. SHI FinOps adheres to the MEDDPICC sales methodology.
• Lead discovery sessions with customers to pinpoint pain points, transformation objectives, and specific needs regarding financial management of cloud, AI, and SaaS.
• Deliver compelling value propositions through proposals, Statements of Work (SOWs), and responses to Requests for Proposals (RFPs).
• Close business deals that contribute to customer success and position SHI as a vital FinOps partner.

Behaviors and Competencies

• Problem-Solving: Proactively identify complex issues, take ownership, and implement solutions through collaboration to achieve successful outcomes.
• Communication: Convey complex information effectively to diverse audiences, fostering open dialogue and mentoring others in communication skills.
• Adaptability: Navigate and lead teams through change, cultivating an environment open to new directions.
• Leadership: Assume responsibility for complex initiatives, involving teams in decision-making, and driving high performance.
• Teamwork: Build and guide teams, promoting cooperation and ensuring clear communication among members.
• Self-Motivation: Demonstrate ownership of personal and professional initiatives, engaging with others as needed to drive results.

Skill Level Requirements

• Intermediate proficiency in managing projects to ensure completion, resource efficiency, and stakeholder satisfaction.
• Intermediate ability to identify, document, and manage technical needs of projects through stakeholder engagement and business objective analysis.
• Intermediate capability in defining, designing, building, and maintaining effective systems and solutions.
• Intermediate proficiency in scripting and programming to automate tasks and develop software solutions.
• Intermediate understanding of managing various infrastructure components and using orchestration tools for comprehensive technical solutions.
• Intermediate ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services.
• Intermediate experience in large-scale IT projects related to design, deployment, and configuration.

Other Requirements

• A completed Bachelor’s Degree or relevant work experience.
• A minimum of 4-5 years’ experience in FinOps, cloud, AI, or SaaS financial management, or similar fields.
• A proven track record of achieving quotas in a sales or sales engineering/architect role.
• Experience with FinOps tools (e.g., Flexera CCO, Spot, CloudHealth, Apptio, Cloudability) and related practices.
• Recognition in the form of certifications (e.g., FinOps Certified Practitioner, AWS/Azure/GCP certifications) is highly desirable.
• Willingness to travel up to 25% of the time.