Senior Professional Services Sales Consultant

United States - Remote

About the role...

The Senior Professional Services Sales Consultant is responsible for pursuing, positioning and selling HashiCorp Professional Services and Academy Services to prospective and existing customers. The Professional Services Sales Consultant will partner closely with sales account teams to position implementation, resident and education services that will enable HashiCorp customers to gain the maximum value from their software investment.

The successful Professional Sales Consultant demonstrates a thorough understanding of the value proposition of HashiCorp products and services, and has the ability to quantify this benefit for clients. The Professional Sales Consultant hunts for opportunities, manages a disciplined calendar of activities to build a pipeline, conducts sales meetings in coordination with Account Managers, and writes proposals, manages quotations, gains appropriate approvals, and presents those proposals to prospective and existing customers.

The ideal candidate will have a successful background working within a Professional Services organization, focused on the selling and/or implementation of technology solutions for customers. The candidate will be adept at managing multiple simultaneous sales opportunities, be focused, outgoing, and professional with a technology background. The candidate will also be extremely organized, excellent with deadlines, and passionate about delivering value for customers.

In this role you can expect to…

• Consistently work on building a pipeline of services opportunities by partnering with regional Sales Leadership, Account Managers and Sales Engineers.
• Manage multiple opportunities through sequential stages of the sales process.
• Lead the services sales process to understand the customer’s business and technical objectives, as well as, solution requirements, in order to position and attach the appropriate services.
• Provide guidance to Account Managers and Sales Engineers on the proper services to be positioned to prospective and existing customers.
• Earn trusted advisor status by engaging directly with prospective and existing customers to recommend the appropriate services that will deliver value and help customers achieve their objectives. 
• Lead all aspects of the Professional Services sales process, including advising customers on preliminary solution architecture, authoring Statements of Work (SOW) for customer engagements and/or positioning the appropriate packaged services offerings.
• Create services opportunities, manage pursuit activities, present SOWs and be an integral partner to the Account Manager in closing transactions.
• Facilitate the knowledge transfer and transition from sales to post-sales to ensure the Professional Services team is well-prepared to engage with the customer for project delivery.
• Maintain an accurate forecast of services opportunities, and actively participate in regional forecast meetings.
• Collaborate with the respective Professional Services leaders for resource planning related to upcoming engagements.
• Develop and maintain a library of Professional Services presentations, solution briefs and SOW templates to support sales activities.
• Complete all administrative tasks and duties in a timely manner.
• Travel as needed, up to 20% of the time.

You may be a good fit for our team if you have...

• 8+ years working within a Professional Services organization, focused on the selling and/or implementation of technology solutions for customers.
• 2+ years project management experience.
• Experience conducting requirements & scope assessment workshops with prospective and existing customers.
• Experience with the selling and/or delivery of HashiCorp products.
• Experience creating and selling packaged Professional Services offerings.
• Experience articulating and positioning the value proposition of Professional Services offerings.
• Ability to identify a customer’s business & technical objectives and gather requirements. 
• Experience positioning outcome based services aligned to customer business and technical objectives.
• Excellent interpersonal skills, with the ability to persuade others through exceptional verbal and written communication.
• Experience engaging with senior business leaders and delivering customer facing presentations.
• Ability to develop and articulate Business Cases / ROI studies (internal and external).
• Excellent analytical and problem solving skills.
• B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred.