About the team
At HashiCorp, we are committed to delivering innovative solutions that empower our customers to achieve their business objectives. We are seeking a dedicated Professional Services Sales Lead to join our dynamic team and help drive the success of our services offerings.The Professional Services Sales Lead will be responsible for building and managing a pipeline of services opportunities in collaboration with regional Sales Leadership, Account Managers, Solutions Engineers, and Solution Architects.
This role requires a strong understanding of customer business and technical objectives, enabling the position of appropriate services that align with customer needs. The ideal candidate will establish themselves as a trusted advisor, guiding customers in maximising the value of HashiCorp products and services.
What you’ll do (responsibilities)
- Pipeline Development: Consistently build a pipeline of services opportunities by partnering with regional sales teams.
- Sales Process Management: Oversee multiple opportunities through various stages of the sales process, ensuring a seamless experience for customers.
- Customer Engagement: Lead the services sales process to understand customer requirements and objectives, positioning appropriate services effectively.
- Advisory Role: Provide guidance to Account Managers and Sales Engineers on suitable services for current and prospective customers.
- Trusted Advisor: Engage directly with customers to recommend services that deliver value and align with their objectives.
- Value Proposition Communication: Articulate and communicate the value proposition of HashiCorp products and services to customers.
- Solution Architecture: Advise customers on initial solution architecture, author Statements of Work (SOW), and position packaged service offerings.
- Opportunity Creation: Drive the creation of service opportunities, manage pursuit activities, and assist Account Managers in closing transactions.
- Knowledge Transition: Facilitate knowledge transfer from sales to post-sales to ensure the Professional Services team is ready for successful project delivery.
- Forecast Management: Maintain accurate forecasts of services opportunities and actively participate in regional forecast meetings.
- Resource Planning: Collaborate with Professional Services leaders for effective resource planning for upcoming engagements.
- Material Development: Develop and maintain a library of Professional Services presentations, solution briefs, and SOW templates.
- Administrative Duties: Complete all necessary administrative tasks and duties in a timely manner.
- Travel Requirements: Travel as needed to meet with customers and support sales activities.
What you’ll need (basic qualifications)
- 8+ years working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers.
- Successful background working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers.
- Proven experience in sales, particularly in the technology or professional services industry and managing the services sales process.
- Experience in authoring SOWs Successful background developing strong customer relationships and positioning outcome based services aligned to customer business and technical objectives.
- Strong understanding of business and technical objectives within the enterprise software arena.
- Excellent communication and presentation skills, with the ability to articulate complex concepts clearly.
- Excellent interpersonal skills, with the ability to gain the support and commitment of others through exceptional verbal and written communication.
- Experience engaging with senior business leaders and delivering customer facing presentations.
- Ability to gain the confidence and trust of others through consistency and integrity.
- Ability to work collaboratively, co-create and build partnerships to achieve shared goals.
- Ability to plan and prioritise work to meet commitments aligned with organisational goals.
- Ability to adapt to change and operate in unclear situations.
- Excellent analytical and problem solving skills.
What's nice to have (preferred qualifications)
- B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred.
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