Overview

As a Consulting/Professional Services Sales Manager, you will lead the GTM via Customer Success expertise and engagement with senior leaders at customer organizations (CMO/CIO/CTO) of all sizes and industries within a defined territory.  This Services Sales Manager will leverage Gainsight thought-leadership and best practices to pursue Services-wins to meet customer business and technical requirements.  You will drive the continued evolution of the Services Sales organization to one with higher strategic relationships and impact with customers.

The Services Sales Manager is a critical and visible role within Gainsight. They must partner effectively with key internal stakeholders including Executive Leadership, Sales, Services delivery, and Customer Success Managers as well as externally with Customers, and Partners to achieve great results for customers and exceed Services Sales targets. Strong collaboration and problem-solving skills are a must.

Note that this position will be primarily focused on selling Gainsight Professional Services within the existing customer base. There will likely be opportunities to engage in the positioning and selling of services with net new Gainsight prospects in collaboration with the software sale but the primary focus is “farming” the existing customer base driving services such as custom projects, technical/functional consulting, strategic advisory, education/enablement, application upgrades/migrations, etc aligned with the Gainsight software solution.

Responsibilities

What You’ll Do 

  • Build pipeline and close services deals primarily within the existing customer base, but potentially with new prospects as the business dictates. Establish deep credibility with CCOs/CIOs/CTOs through expertise and engagement. Responsible for meeting or exceeding Services bookings targets
  • Collaborate with the Sales and Customer Success organizations on assigned opportunities to determine the Services Strategy for customer accounts.
  • Understand the competitive landscape and customer needs so you can effectively position the value of Gainsight Professional Services.
  • Present Gainsight Professional Services solutions, offerings and associated value proposition to customers.
  • Partner with the other Professional Services teams and other organizations within Gainsight as needed to execute a strong process for the required services scoping for Gainsight solutions to meet customer business/ technical requirements for necessary scale and integrations
  • Create and validate Professional Services Proposals and present to prospective buyers
  • Manage/Support Professional Services Statement of Work (SOW) and contracting process
  • Establish rigorous sales discipline across all aspects of sales engagement, pipeline development/management and forecasting.
  • Help lead the Services sales organization to a higher level of strategic engagement and sales maturity; including collaborating and partnering with adjacent organizations (ie Customer Success, Sales, Marketing, Finance, Operations) to create a world class GTM
  • Develop strong focus on post-implementation sales of all services offerings, solutions, and capabilities including, but not limited to… business/strategy/advisory consulting, technical managed services, advanced phases of implementation, and education/training/certification services; effectively mine the installed customer base for new services sales opportunities and convert to sales opportunities
  • Be a trusted advisor among internal and external constituents (up to C level) based on program management, product and solution knowledge.
  • Assist in refining and developing methodologies, tools and programs around Services sales execution.
  • Maintain accurate and timely sales status and next steps, pipeline financials, and services forecast data in Salesforce.
  • Optimize communication and ensure effective knowledge transfer and hand-offs to support post implementation activities.

Qualifications

Required skills

What We’re Looking For

  • BA/BS or Equivalent
  • Experience selling professional/consulting services related to software implementations is required
  • Having an understanding of software implementation methodology, how to scope services effectively to support implementation success, and articulate approaches and best practices to restructure the services strategy based on the moving parts in the sales process
  • Experience with packaged software implementation/delivery experience is a big plus
  • Ability to partner with the software sales and customer success organizations within Gainsight
  • Customer Success or CS management experience a plus
  • Demonstrated track record of applying creative thinking and analysis to solve business needs in ambiguous environments.
  • Excellent trouble shooting and problem solving and risk management skills.
  • Excellent client relationship management and ability to play a trusted advisor to C level customer executives.
  • Strong presentation, executive client management, and business development skills.
  • Experience with account portfolio planning and prioritization
  • Executive-level communication and interpersonal skills
  • Proven effectiveness at leading and facilitating executive meetings and workshops
  • Preferred familiarity with the technologies used in Gainsight
  • Ability to travel at least 5-15% of time including overnight travel, depending on customer/Gainsight requirements (subject to change based on business needs/circumstances)
  • Ability to interface with other Gainsight teams including Software Sales, Solution Consulting, Customer Success, Marketing, Finance and Professional Services Delivery and leverage to drive services sales
  • Ability to partner with the Software Sales organization to support the sales motion relevant to the onboarding or other services to secure minimally the ARR booking

Gainsight is Human First, recruiting scams are not. Phishing operations in recruiting are on the rise. Criminals are assuming the identities of real Human Resources professionals in a phishing operation to obtain money, banking information, and other personal information from individuals in the market for new careers. Gainsight does not conduct interviews via text messaging or chat. All interviews will be conducted live over the phone or on video. Gainsight will never request money, credit card, or banking information as part of the recruiting process. If you are asked for this information, do not provide it. Gainsight will not mail checks for the purpose of purchasing equipment or supplies. Official correspondence to applications will only come from email addresses ending in gainsight.com. Please do not respond to email addresses from any other variation of this domain.