Professional Services Sales

Job Purpose

Reporting to the SVP, Professional Services, this role will be responsible for leading technical discovery, architecting comprehensive solutions, and creating compelling proposals for complex, value-driven Professional Services engagements.

This role will serve as a technical expert and strategic advisor during the pre-sales process, specializing in designing and articulating complex Professional Services solutions for prospective and existing clients. The ideal candidate will combine deep technical expertise, advanced consultative skills, and strategic thinking to drive revenue growth while ensuring proposed solutions are technically sound and deliverable.

Technical Sales Support

• Participate in the pre-sales process to provide technical expertise and Professional Services guidance
• Collaborate with Sales Team and Solutions Engineers to qualify opportunities and understand client requirements
• Support the development of technical presentations and demonstrations for prospective clients
• Address technical questions and concerns during client meetings and proposal discussions
• Articulate the value proposition of our Professional Services offerings from a business goal and technical perspective
• Contribute to RFP/RFI responses with detailed technical implementation approaches

Solution Scoping & Design

• Lead technical discovery sessions with prospective clients to understand complex requirements
• Assess client technical requirements and professional services needs
• Design initial solution architectures and Professional Services approach
• Estimate level of effort and resource requirements for Professional Services projects
• Identify technical risks and dependencies in potential engagements
• Collaborate with Professional Services team to validate technical approaches

Proposal Development

• Validate use of specific Professional Services SKUs/offerings
• Create custom statements of work for Professional Services engagements where necessary
• Develop detailed scope definitions that clearly outline deliverables and exclusions
• Collaborate with Sales on pricing strategies for PS proposals
• Define clear roles and responsibilities for both client and PS teams
• Document assumptions and prerequisites for successful PS engagements
• Create compelling technical narratives that differentiate our PS approach

Client Relationship Building

• Establish trust and credibility with prospective clients through technical expertise
• Conduct discovery sessions to understand client requirements and objectives
• Present PS approaches to client stakeholders at various levels including C-level
• Address client concerns regarding feasibility and approach
• Support contract negotiations on Professional Services matters
• Facilitate smooth transition from sales to PS for won opportunities

Knowledge Transfer & Delivery Alignment

• Document technical requirements and client expectations for delivery teams
• Conduct handoff meetings with PS teams for won opportunities
• Provide contextual information about client environment and requirements
• Remain available as a resource during initial phases of delivery
• Ensure alignment between sold scope and delivery approach
• Gather feedback from delivery teams to improve future scoping accuracy
• Analyze win/loss outcomes to identify improvement opportunities in pre-sales approach
• Track actual Professional Services effort versus estimates to improve scoping accuracy
• Stay current on product features, capabilities, and Professional Services best practices
• Contribute to the ongoing refinement and optimization of Professional Services SKUs, methodologies and tools
• Share knowledge and insights with the broader pre-sales and delivery organizations
• Identify patterns in client requirements to inform service offering development
• Stay current on industry trends, competitor offerings, and emerging market needs
• Develop competitive intelligence on Professional Services offerings, pricing models, and delivery approaches
• Analyze win/loss data to refine solution approaches and proposal strategies
• Identify market opportunities for new service offerings or solution packages
• Provide insights to Professional Services team and leadership on market dynamics and competitive positioning

Experience

• 5+ years of experience in technical consulting, solution engineering, or related roles
• Proven track record in pre-sales or technical sales support for software solutions
• Experience with software implementation or other Professional Services projects and methodologies
• Background in solution design and scoping for enterprise implementations
• History of successful collaboration with sales teams on complex opportunities
• Experience creating technical content for proposals and client presentations

Technical Skills

• Strong understanding of our software platform, features, and technical capabilities
• Knowledge of implementation methodologies and best practices
• Understanding of integration approaches and system interoperability
• Familiarity with cloud infrastructure and deployment models
• Ability to quickly…