Senior Director Service Sales

Key Responsibilities

• Develop and execute a comprehensive service sales strategy aligned with Forgent’s growth objectives
• Define target markets, customer segments, and priority accounts across geographies
• Translate portfolio capabilities into differentiated service value propositions
• Build and stand up the service sales organization, blending existing and new team members
• Recruit, develop, and lead a high-performing team of service sales professionals
• Establish clear roles, territories, and accountability structures
• Drive growth across core service offerings: startup & commissioning, modernization/upgrades, maintenance, spares, training, and other services
• Build and manage a robust pipeline of service opportunities tied to installed base, project pull-through, and lifecycle opportunities
• Partner with product, project, and field services teams to convert installed base into recurring service revenue
• Develop and implement standardized sales processes, tools, and playbooks
• Leverage CRM and analytics to drive visibility, forecasting accuracy, and performance management
• Establish sales quotas, incentive structures, and compensation plans aligned to growth objectives
• Implement performance management cadence, including pipeline reviews, forecast reviews, and territory planning
• Drive accountability through clear metrics and transparent reporting
• Lead strategic account planning and engage directly with key customers and partners
• Collaborate with regional leadership to align service sales with local market dynamics
• Identify and develop partnerships to expand service reach and capability
• Partner with Commercial Sales, Services Operations, Product Management, and Finance to ensure alignment on offerings, pricing, and delivery capability
• Drive feedback loops from customers and sales teams to continuously refine service offerings
• Establish sales governance frameworks, including reporting, KPIs, and review cadence
• Track and report on performance metrics such as revenue growth, margin, win rates, pipeline health, and sales productivity
• Ensure disciplined execution and continuous improvement across the sales organization

Qualifications

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
• 10–15+ years of experience in sales leadership, with a strong focus on services within electrical power, industrial, or mission-critical environments
• Proven experience building and scaling sales organizations in a growth or transformation environment
• Demonstrated success driving service revenue growth and managing complex customer relationships
• Strong understanding of electrical distribution systems and lifecycle services (e.g., MV/LV equipment, commissioning, maintenance, modernization)
• Experience with CRM systems, pipeline management, and sales analytics
• Strong financial acumen, including pricing strategy, margin management, and forecasting

Core Competencies & Behaviors

• Outstanding verbal and written communication skills
• Exceptional relationship-building capabilities
• Strong attention to detail
• High levels of professional proactive responsiveness