The Professional Services Sales Director role
is a key role within SumTotal System’s Professional Services (“PS”)
organization responsible for developing and closing stand-alone consulting
services opportunities, and for representing PS in the sales cycle in support
of services bundled with software sales opportunities, and for developing
solutions and strategies to enhance customers’ adoption and overall SumTotal
footprint.
This role is measured on sales results and customer
satisfaction.
Duties & Responsibilities:
• Provide pre-sales support to the sales teams
and customer success organizations to win deals, including deal strategy,
services positioning, services offerings and methodologies, deployment planning
and effective, post-sale transition to delivery team
• Create and develop services opportunities within the existing customer base
• Develop and manage services sales campaigns
• Build and manage a pipeline of PS opportunities to meet PS sales goals
• Build rapport with HCM business leaders and position strategic value of
talent service offerings
• Elevate the value of strategic talent and implementation services; position
PS as competitive differentiator and increase service-revenue opportunities
• Understand client’s current IT environment and resources and develop
integration, implementation, and upgrade proposals to ensure successful
solution deployment
• Construct and deliver service proposals and statements of work for
integrations, upgrades, follow-on services, implementations, and talent
strategy service offerings
• Continuously learn and adapt new solutions and ideas and improve customer
experience and success
• Coordinate with the customer success and sales organizations to position
follow-on services and upgrades, reduce complexity, and provide a roadmap to
meeting customers’ strategic goals
• Coordinate with the professional services engineering team to provide
specifications for customization or productization estimates
• Maintain SOW tools and templates; devise packaged services for migrations,
upgrades, and other follow-on services
• Contribute to the practice by maintaining and improving the internal
knowledgebase of tools and templates for SOWs and service offerings
Skills & Requirements:
• Bachelor's Degree or equivalent experience
5+ years of experience in professional services consulting or project
management and/or 5+ years of experience
selling consulting/professional services and architecting technology solutions
that support a client’s strategies and business objectives
• Experience writing statements of work
• Strong consultative problem solving skills
• Ability to spec product enhancements and to review customization
specifications; ability to translate business requirements into functional and
technical requirements documents
• Ability to travel 30% to 50% of the time.
• Proven presentation and communications skills and ability to adjust message
by audience (Executive, IT, Line of Business)
• Understanding of On-Premise, Cloud Computing, and Software-as-a-Service
delivery models
Preferred Qualifications:
• Understanding/knowledge of Learning
Management, Talent Management, and the HCM space
• Basic technical knowledge of data integration and web services
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