About the Opportunity

As a Principal Services Sales Manager, you will play a critical role in driving the growth of Salsify’s Professional Services business. You will use your sales acumen and experience in professional services to build relationships with prospects and customers, identify opportunities, and manage the end-to-end sales process of services engagements. You will work collaboratively with cross-functional teams, including Sales, Customer Success, and Solutions Architecture, to align service offerings with customer needs, negotiate contracts, and close deals.

This is a highly visible role that will allow you to influence and shape the direction of services sales at Salsify, while ensuring the success of our customers throughout the sales cycle and beyond.

Key Responsibilities  

• Develop and Execute Sales Strategy: Build and manage a pipeline of services opportunities by engaging consultatively with prospects, customers, partners, and account executives.  
• Drive Services Revenue Growth: Meet or exceed quarterly services bookings targets by closing services sales opportunities across new and existing customers.  
• Collaborate with Sales and Customer Success: Work closely with software sales teams to define services strategy for new opportunities, positioning Salsify’s professional services to maximize customer value.  
• Present and Propose Services Solutions: Lead presentations and discussions with senior decision-makers, articulating the value of Salsify’s professional services to address customer business needs and strategic objectives.  
• Scope and Estimate Projects: Collaborate with Solutions Architects and technical consultants to scope and estimate the requirements, timelines, and costs of services engagements.  
• Negotiate and Close Contracts: Manage the services contracting process, collaborating with legal, procurement, and customer stakeholders to negotiate Master Services Agreements (MSAs), Statements of Work (SOWs), and other contractual agreements.  
• Forecast and Track Opportunities: Accurately forecast services revenue in Salesforce and manage the sales pipeline, providing timely updates to senior leadership.  
• Optimize the Sales Process: Identify and recommend improvements to enhance the efficiency of the services sales process, including refining service packages, pricing, and internal workflows.  
• Seamless Handover to Delivery: Ensure smooth transition of signed services projects to the post-sales delivery teams, setting clear expectations and fostering collaboration between pre-sales and post-sales stakeholders.  
• Cross-Functional Collaboration: Build and maintain strong relationships with adjacent teams such as Sales, Customer Success, Finance, and Operations to drive alignment and ensure the success of services engagements.  

You’ll Excel in This Role if You Have  

• Professional Services Sales Experience: 3+ years of experience selling professional services in a SaaS or technology-driven environment, with experience in scoping, positioning, and negotiating services contracts (a plus if you have eCommerce industry experience).  
• Consultative Selling Approach: Strong ability to engage with senior business and IT decision-makers, providing tailored solutions to address business challenges and drive customer success.  
• Cross-Functional Collaboration: Demonstrated experience working effectively with sales, customer success, finance, and delivery teams to execute and deliver services strategies and approaches successfully.  
• Strong Communication Skills: Exceptional verbal and written communication skills with the ability to present complex concepts to diverse audiences, including C-level executives, technical teams, and business stakeholders.  
• Excellent Time Management Skills: Ability to prioritize, organize, and manage multiple accounts at once, ensuring deadlines are met and targets are achieved. Ability to balance competing internal and customer-facing priorities effectively without sacrificing quality or customer experience.  
• Customer-Centric Mindset: Passion for understanding and solving customer needs, with a focus on ensuring the long-term success and adoption of our customers.  
• Negotiation Expertise: Ability to effectively negotiate contracts and overcome objections while maintaining a strong focus on customer relationships and service delivery.
• Adaptability and Initiative: Able to thrive in a fast-paced, evolving environment and proactively drive initiatives to improve services sales and internal processes. 

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