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.
Key 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.
Requirements:
* 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 and developing strong customer relationships, 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.
Preferred Qualifications:
* B.S. degree in Computer Science, Engineering or similar program from an accredited college/university or equivalent experience preferred.