Senior Services Sales Consultant

Being a Senior Services Sales Consultant at iManage Means...

• Sales Partnership Across Verticals & Deal Types: Work directly with AEs from law and corporate divisions across new business logos and expansion opportunities (product SKU additions, platform upgrades, transformational services) in customer conversations, conducting rigorous discovery to identify where services creates real value and can be designed for quality delivery
• Sales Collaboration Structure & Process: Build repeatable structures and processes that strengthen how Sales engages with services to establishing clear handoff points, defining when services should be involved in deals, creating templates and discovery frameworks that make it frictionless for AEs to collaborate with you, and documenting best practices that scale services excellence across the Sales organization
• SOW Architecture & Design: Own the quality and structure of services engagements to translate customer requirements into clear, scoped, technically sound SOWs that set Professional Services up for success and protect deal economics
• Discovery & Requirements Translation: Ask the hard questions to uncover true customer needs and business drivers; translate vague requirements into disciplined, well-scoped service offerings that prevent scope creep and bad SOWs
• Multi-Product Services Expertise: Build and maintain deep knowledge across implementation, configuration, training, advisory, and transformation services; understand technical complexity and integration challenges across iManage products
• Deal Closure & SOW Negotiation: Own services deal closure through negotiation and contract execution; manage pricing discussions, scope protection, and contractual terms with customers and procurement teams
• Services Pipeline Forecasting: Help CX leadership maintain accurate visibility into services bookings opportunities; forecast and report on services attach rates, deal health, and scoping quality
• Cross-Functional Collaboration: Partner with Professional Services, Knowledge & Education, Customer Success, and Sales teams to validate new service offerings, develop SOW or services order templates, and establish repeatable scoping best practices
• Sales Enablement & Education: Help AEs understand where services creates customer value and deal differentiation; model discovery and scoping discipline; document repeatable frameworks and approaches

iM Responsible For...

• Sales Partnership Across Verticals & Deal Types: Work directly with AEs from law and corporate divisions across new business logos and expansion opportunities (product SKU additions, platform upgrades, transformational services) in customer conversations, conducting rigorous discovery to identify where services creates real value and can be designed for quality delivery
• Sales Collaboration Structure & Process: Build repeatable structures and processes that strengthen how Sales engages with services to establishing clear handoff points, defining when services should be involved in deals, creating templates and discovery frameworks that make it frictionless for AEs to collaborate with you, and documenting best practices that scale services excellence across the Sales organization
• SOW Architecture & Design: Own the quality and structure of services engagements to translate customer requirements into clear, scoped, technically sound SOWs that set Professional Services up for success and protect deal economics
• Discovery & Requirements Translation: Ask the hard questions to uncover true customer needs and business drivers; translate vague requirements into disciplined, well-scoped service offerings that prevent scope creep and bad SOWs
• Multi-Product Services Expertise: Build and maintain deep knowledge across implementation, configuration, training, advisory, and transformation services; understand technical complexity and integration challenges across iManage products
• Deal Closure & SOW Negotiation: Own services deal closure through negotiation and contract execution; manage pricing discussions, scope protection, and contractual terms with customers and procurement teams
• Services Pipeline Forecasting: Help CX leadership maintain accurate visibility into services bookings opportunities; forecast and report on services attach rates, deal health, and scoping quality
• Cross-Functional Collaboration: Partner with Professional Services, Knowledge & Education, Customer Success, and Sales teams to validate new service offerings, develop SOW or services order templates, and establish repeatable scoping best practices
• Sales Enablement & Education: Help AEs understand where services creates customer value and deal differentiation; model discovery and scoping discipline; document repeatable frameworks and approaches

iM Qualified Because I Have...

• 10–14+ years in professional services leadership or delivery, with proven track record owning complex services sales or pre-sales roles; Minimum 5+ years closing/architecting enterprise services deals
• Sales instinct & pipeline ownership: Understands the full sales cycle and how to move services opportunities forward—qualifying deals, building urgency, navigating procurement, and maintaining a healthy, forecast-ready pipeline; knows how to partner with AEs without losing sight of your own number
• Deep professional services background: Have led, sold, or delivered large-scale implementation, transformation, or advisory engagements in enterprise environments
• Technical depth: Strong understanding of software implementation complexity, systems integration, technical architecture, and how poor scoping causes delivery failures
• Discovery & scoping rigor: Proven ability to ask hard questions, translate vague requirements into disciplined scopes, protect margins, and prevent scope creep
• Consultative expertise: Build credibility and trust with enterprise decision-makers; comfortable in complex multi-stakeholder negotiations
• Enterprise experience: Sold or delivered services to regulated industries (legal, financial services, government) with complex compliance and governance requirements
• Deal architecture: Comfortable owning end-to-end SOW structure, pricing strategy, and contractual negotiations—not just closing the signature

Bonus Points If I Have...

• Background in legal services, legal operations, or legal technology
• Experience launching new service offerings or market verticals
• Track record of scaling services go-to-market motions across organizations

iM Getting To...

• Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability!
• Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation.
• Own my career path with our internal development framework. Ask us more about this!
• Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training.
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture.
• Enjoy flexible work hours that empower me to balance personal time with professional commitments.
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events.

iManage Is Supporting Me By...

• Create an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it.
• Provide a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data.
• Reward me with an annual performance-based bonus.
• Offer comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.
• Grant enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.
• Provide me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset.
• Have multiple company wellness days each year to prioritize mental health and well-being.
• Provide access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources.

Pay

The overall annual base salary range for this position in the US is $150,000–$170,000. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location. This range does not include additional forms of compensation, such as bonuses, commission, or benefits. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process.

Schedule

Candidates located in the Chicago area are expected to work from our Chicago office two days per week (Tuesdays and Thursdays) to collaborate, connect, and learn from peers. Employees outside the Chicago area may work remotely.