Smartsheet
ProfessionalServicesBusinessDevelopmentDirector
“Professional Services Business Development Director at Smartsheet. Skills: Professional Services Business Development, selling Smartsheet’s portfolio of PS offerings, intelligent work management solutions, services-only opportunities, solution sales opportunities involving software licensing and services. Understand Smartsheet’s evolving portfolio of professional services offerings and capabilities and how these map to different Solution use cases and Customer / Team maturity levels. Create serv”
What You'll Achieve.
professional services bookings target; accelerate customer’s adoption of the Smartsheet platform
Industry & Context.
risk, issue, escalation resolution
Ability to travel, as needed, up to 25%, Ability to be in the London office at least 1 day per week, preferably 2-3 days per week, Teleworking options from any registered location in the UK (role specific)
What They're Looking For.
Must Have
5+ years of experience carrying a £3M+ annual services bookings quota for Enterprise (>5k employee) customers, frequently closing Professional Services opportunities >£100K, Excellent verbal and written communication skills including needs analysis discovery, solution positioning, business justification, and proven closing techniques, Experience leading effective outbound services pipeline generation motions, Prior experience working in SaaS, Ability to travel, as needed, up to 25%, Ability to be in the London office at least 1 day per week, preferably 2-3 days per week, BS degree or equivalent, Legally eligible to work in the UK on an ongoing basis
Nice to Have
Eagerness to utilize AI workflows and tooling to scale impact
What You'll Do.
Understand Smartsheet’s evolving portfolio of professional services offerings and capabilities and how these map to different Solution use cases and Customer / Team maturity levels
Create services-specific territory plans outlining priority accounts
and stakeholder relationship maps that will contribute into Account Executives’ overall account and territory plans
Accurately forecast professional services monthly and quarterly bookings for your aligned territories
Diligently manage pipeline hygiene in Salesforce and Clari
ensuring opportunity stage
Develop new business and follow-on expansion services pipeline through tailored outbound campaigns
Triage and oversee a smooth and effective technical scoping portion of the sales process
which will be executed by Solutions Engineers
and/or Solutions Consultants
Lead the presentation of Solution proposals with experience landing compelling value propositions at multiple levels of a Customer organization: individual contributor
Lead negotiations on pricing and other terms for custom SOWs and packaged services
Oversee a smooth and effective transition post sales to the Professional Services Delivery resources assigned to the projects sold
Monitor projects during delivery
keeping relationships active with key Customer stakeholders
ready to assist with any risk
escalation resolution or follow-on opportunity identification and execution
Perform other duties as assigned
How You'll Work.
Team & Collaboration
sales overlay across two Enterprise Sales teams made up of approximately 10-15 territories in the EMEA region; collaborate closely with Account Executives on solution sales opportunities involving software licensing and services; stakeholder relationship maps that will contribute into Account Executives’ overall account and territory plans; transition post sales to the Professional Services Delivery resources assigned to the projects sold; keeping relationships active with key Customer stakeholders
Communication Scope
Excellent verbal and written communication skills including needs analysis discovery, solution positioning, business justification, and proven closing techniques
Process & Methodology
Monitor projects during delivery
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