Sr. Services Sales Manager

About the role

You will not only support the selling and negotiation of complex services engagements to implement Conga Revenue Lifecycle solutions but also maximize the business value from existing implementations and support your teams to drive the sales process until closure. You will demonstrate subject matter expertise on all Conga solutions and services (training will be provided).

Responsibilities

• Undertake detailed discovery and scoping sessions with multiple personas, to uncover their pain/challenges and related metrics, to build a solid business case.
• Create customer-facing deliverables, including detailed services proposals, budgetary proposals and Statements of Work.
• Present proposals to customers C-Level Executives, including detailed business cases, project approach, the value of Conga PS and how to achieve successful business outcome.
• Negotiate and build customer relationships at multiple levels of an organization (Business, legal, sales, sales ops, IT, etc.).
• Demonstrate subject matter expertise on all Conga solutions and services. (training will be provided)
• Act independently to determine deal strategies and positioning, that you can use with other colleagues and partners to successfully win opportunities.
• Work as part of a POD (AEs, BAMs, CS, Partners) to define and execute sales strategy and execution for your key customers, including territory and account planning, pipeline creation (ABM), opportunity management and forecasting.
• Collaborate and drive a deal internally in Conga across multiple organizations (sales, legal, finance, delivery and delivery ops) to completion.
• Help manage the strategy and risk at a deal level and leveraging Salesforce and other tools to track opportunities and forecast.
• Understand deal financials and drive the wider team towards achieving region and company goals.

Requirements

• A proven track record of 2+ years in a SaaS environment in a customer facing sales or technical role.
• Ability to sell by focusing on and proving Conga’s value rather than price-based conversations.
• Strong negotiation skills with the ability to manage a sales situation and achieve positive outcomes.
• Understanding of MEDDPICC or alike, to successfully uncover and convey metric driven benefits to a customer.

Qualifications

• Bachelor's degree.
• Knowledge of the wider Salesforce ecosystem and latest innovations in the SaaS space.
• Certified Salesforce Admin.