Overview

As the global leader in change management, we partner with organizations to successfully navigate complex enterprise transformation. As AI and modern ERP platforms redefine how work gets done, organizations are discovering that technology implementation alone does not deliver value. The ability to drive workforce adoption, leadership alignment and sustained behavioral change has become the critical determinant of transformation success.

To address this growing market need, we are establishing a global specialization focused on enabling the people side of AI and ERP transformation. We are seeking a Change Specialization Lead to define, shape and scale this capability globally, with accountability for market development, revenue growth, and solution commercialization. This role uniquely blends business development, solution sales, productization and advisory leadership, requiring the ability to identify market opportunities, package differentiated offerings, and drive adoption across complex enterprise environments.

You will work directly with executive client leaders and internal leadership to shape transformation strategies, develop differentiated offerings and position Prosci as the leading authority in change enablement for AI and ERP programs. This role reports to the Chief Operating Officer with matrix to Chief Revenue Officer.

Key Responsibilities

Solution Architecture & Strategic Pursuit Support

Serve as a senior solution architect on strategic client opportunities involving AI and ERP transformation.

Partner with Sales, Client Leaders and Account Teams to shape and position differentiated change solutions in alignment with financial modeling and objectives
Translate ERP and AI transformation programs into clear organizational change strategies and adoption approaches
Participate in and/or lead client discussions as a trusted advisor and subject matter expert
Engage with CRO and market sales to establish pipeline, booking and revenue in alignment with financial models
Package and position AI-enabled solutions as differentiated, market-ready offerings

Practice Leadership & Offering Development

Own the strategy, commercialization and scaling of the firm’s change specialization for AI and ERP transformation.

Define and evolve service offerings aligned to ERP and AI-enabled transformation
Establish playbook for AI and ERP proposals, solution narratives and statements of work
Establish solution models aligned to major ERP platforms and AI-enabled transformation programs
Partner with Marketing and Leadership to support market positioning and thought leadership
Contribute to internal capability development and enablement
Help establish standards and best practices to ensure consistency and quality
Define pricing models, value propositions, and commercialization strategies for offerings

Strategic Advisory & Market Leadership

Help position the firm at the forefront of change enablement for AI and ERP transformation.

Maintain deep understanding of ERP and AI transformation trends and implications for organizations
Identify emerging client needs and opportunities for new service offerings
Contribute to thought leadership, internal strategy and capability evolution
Build credibility internally and externally as a leader in change enablement for technology transformations
Engage executive stakeholders to shape enterprise transformation agendas and investment decisions

Business Development & Revenue Ownership

Own and drive pipeline development, bookings, and revenue growth for AI and ERP transformation offerings in partnership with market level sales teams
Identify, qualify, and pursue strategic opportunities in partnership with account teams and senior leadership
Translate market needs to scalable, sellable offerings that drive repeatable revenue
Partner with CRO and sales leadership to align go-to-market strategy and execution

Success Profile

Within the first 12 months this leader will:

Establish Prosci as a recognized authority in enabling the people side of AI and ERP transformation
Define and launch a global specialization and repeatable offerings supporting large-scale technology transformation
Influence major client transformation programs and contribute to strategic revenue growth
Build scalable frameworks, playbooks and intellectual property to support global delivery
Strengthen Prosci’s visibility and credibility in the AI and ERP transformation ecosystem

Competencies

Drives Results - Strong solution sales experience and negotiation skills. Track record of successful goal/quota attainment in sales or business development responsible role. Delivers against ambitious revenue goals by maintaining focus, discipline, and accountability, even in complex or challenging sales environments.
Manages Complexity, Interpersonal Savvy - High level of interpersonal and emotional intelligence, including the ability to handle complex client situations with poise, tact, and diplomacy.
Communicates Effectively - Ability to interact and communicate with individuals at all levels, from C-level/senior leaders to front line associates, both internally and externally. Tailors and delivers clear, compelling messages to diverse audiences, both internally and externally, ensuring alignment, engagement, and forward momentum throughout the sales cycle.
Collaborates - Strong collaboration skills; comfortable partnering with multiple team members and other functional areas for team-based selling.
Plans & Aligns - Problem solver with the ability to understand complex client challenges and arrive at results.
Customer Focused - Secures appropriate organizational resources and support to meet current customer needs.Builds trust with prospective clients by understanding their business challenges and delivering tailored solutions that create long-term value for both the customer and Prosci.
Action Oriented – Pursues new business opportunities with urgency and focus—demonstrating high energy, resilience, and initiative in a competitive, fast-moving sales environment.
Builds Networks – Cultivates strategic relationships both internally and externally to expand influence, access opportunities, and drive business growth.

Technical/Functional Skills

Proficiency working within CRM technologies (Salesforce) & LinkedIn Navigator
Advanced user of Microsoft 365 (Outlook, Excel, Teams, PowerPoint, Word, Prosci tools, knowledge of virtual meeting platforms).
Strong verbal and written communication skills.
Prosci Change Practitioner certification is a big plus.

Qualifications

15+ years of experience in consulting, enterprise transformation, or professional services
10+ years of experience in change management
Significant experience in solution sales, business development, or practice leadership with revenue accountability
Demonstrated success selling and delivering large-scale ($500K–$2M+) enterprise engagements
Deep expertise in AI, ERP, or digital transformation ecosystems
Experience building and scaling consulting offerings or practices
Proven ability to engage C-suite and senior executives across industries
Strong commercial acumen including pricing, deal structuring, and pipeline development
Demonstrated ability to operate as a senior individual contributor, influencing across the organization without formal authority
Prior experience leading teams, building practices, or mentoring others is preferred, with the ability to evolve into a formal people leadership role over time

Additional Information

Travel Requirements: This role requires up to 20% travel.

Work Location: This is a fully remote role and we are open to hiring in either the US or Canada.

Compensation: $200k-220k USD is the projected range of annual base salary for this role depending on the candidate’s overall qualifications and experience. This role is eligible for inclusion in our bonus program.

Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business. In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning. Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events.

We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. Prosci is an equal opportunity employer that is committed to inclusion and diversity. Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization: https://www.prosci.com/about/dei.

If you require assistance due to a disability applying for open positions, please submit a request to: applicantsupport@prosci.com.

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