Services Sales Executive

What You Will Do

• Originate, Shape & Win Strategic Deals
• Proactively identify, create, qualify, and lead large, complex Professional Services opportunities ($5M–$50M+) across existing accounts, whitespace segments, and targeted new logos.
• Engage early with customers alongside Account Executives and Account Managers to shape demand, define transformation agendas, and uncover business-outcome-led opportunities.
• Lead consultative, outcome-based discovery sessions aligned to business priorities and strategic objectives.
• Own and drive the end-to-end sales cycle from initial engagement through close.
• Align with Account Executives and regional sellers on territory strategy, whitespace penetration, account plans, and customer engagement priorities.
• Consistently generate pipeline through outbound prospecting, relationship development, referrals, and strategic account penetration.
• Lead Services-Led Solutioning & Proposal Development
• Collaborate with Solution Leads to define overall solution strategy and approach.
• Partner with Solution Architects to design scalable, fit-for-purpose solutions and with Solution Engineers to validate feasibility and supporting detail.
• Collaborate with Advisory & Strategic Pursuits for multi-workstream strategic opportunities.
• Work closely with Delivery teams to ensure executability and alignment to capability.
• Translate customer needs into outcome-based service offerings — including advisory and strategy engagements, assessments and workshops, implementation and transformation programs, and managed services.
• Lead proposal development, pricing strategy, and commercial structuring — ensuring proposals are compelling and clearly articulate how we solve for customer challenges and deliver measurable business outcomes.
• Partner closely with technical presales, architects, and delivery leaders to identify, articulate, and refine solution design into clear, accurate, and compelling customer-facing proposals.
• Drive internal alignment and approvals to accelerate time-to-close.

Executive Engagement & Influence

• Build and maintain trusted relationships with C-suite and senior business stakeholders.
• Act as a trusted advisor to Account Managers and Account Executives, guiding customers through complex decisions with clarity and confidence.
• Navigate complex stakeholder environments to drive alignment and consensus.
• Own Commercial Outcomes & Growth
• Build and maintain a robust pipeline of Professional Services opportunities across existing accounts, whitespace segments, and new logos.
• Drive pipeline creation, account expansion, and whitespace penetration.
• Identify and convert follow-on, cross-sell, and managed services opportunities — positioning Professional Services engagements as the gateway to long-term recurring revenue.
• Balance customer value with profitable growth and commercial rigor.
• Achieve monthly and annual gross profit, bookings, and pipeline creation targets.

Deal Leadership

• Maintain executive-level visibility into active engagements sold.
• Act as the escalation point for critical risks and customer concerns.
• Ensure fidelity of original business goals, intent, commitments, and scope through delivery and managed services phases.
• Feed insights back into future deals, offerings, and go-to-market strategy.
• Contribute to Practice Growth
• Develop repeatable sales plays, solution frameworks, and go-to-market assets.
• Mentor Solution Leads, Architects, and Engineers on deal strategy and positioning.
• Bring market insight, competitive intelligence, and client feedback to shape portfolio evolution.

Required Qualifications

• 10–15+ years in enterprise services sales, consulting, or services-led environments.
• 5+ years selling outcome-based Professional Services via Statement of Work (SOW).
• Proven success leading large, complex deals ($5M–$50M+) from inception through close.
• Proven experience personally owning and drafting customer-facing SOWs for complex services engagements.
• Demonstrated success partnering with technical presales teams to scope and close services opportunities.
• Background in MSP, GSI, or large-scale consulting organizations with deep experience across sales, presales, and delivery collaboration models.
• Strong track record in consultative, outcome-based, and value-led selling.
• Expertise in commercial structuring, pricing strategy, and negotiation.
• Proven ability to connect technology investments to business outcomes and ROI.
• Proven history of meeting or exceeding revenue and gross profit quotas.
• Experience prospecting into enterprise and mid-market accounts.
• CRM discipline (Salesforce preferred).

Preferred Qualifications

• Experience selling across one or more of the following service domains: Cloud & Infrastructure Services, Application Modernization and Software Development, Data & AI Services, Cybersecurity Services, Unified Communications and Collaboration.