Service Engagement Manager – Inside IR35 – Remote
The role:
The Services Engagement Manager provides the vital link between the Sales teams and the Services teams. You will be responsible for articulating the value that Services offerings can provide to both Sales teams and Customers. You will also be pivotal in crafting the most appropriate offering to suit a customers requirements. Building a healthy pipeline of Services opportunities through education of the Sales team and interaction with current customers will also form an important part of this role. Lastly, you will be the owner of the Services Forecast for your region or Geo, contributing to the weekly Forecast process.
- Be able to articulate the key values of the clients products, solution and strategy
- Act as main point of contact for Sales in assigned region or Geo
- Establish trusted working relationship with Sales in assigned region or Geo by collaborating and supporting Sales teams within opportunities
- Help Sales teams position and sell Consulting, Premium Support, and Training Services by clearly articulating the value Services brings to customers
- Maintain an accurate Services Bookings Forecast for region or Geo
- Coordinate with Premium Support team on Support Renewals and include in Forecast
- Attend customer meetings as necessary to support the Sales team
- Identify future opportunities and build Services pipeline through working with Sales teams and current customers
- Negotiate Services Contracts with customers
- Create Statements of Work (SOWs), utilizing Consulting team as necessary to assist with technical scope
- Work with other regions in sharing best practice and share resource where it makes sense for the global business to optimize our key resources
- Work with the SMO to comply with departmental processes and to develop new practices, processes and documentation as necessary
- Support the growth and development of Service resources within assigned region
- Assist in ongoing process improvement activities
- Provide cover for colleagues’ absences from time to time
- Comply with company processes and guidelines and adapt to the changing needs of the business
About You
- Fluent German communicator, able to interact with all levels at the customer and internally and build long lasting relationships is essential.
- Great collaborator, able to work across your own team and wider groups
- Very familiar with Services selling, and ability to articulate the value of Services
- Knowledge of the process of selling, ability to provide a forecast for your region or Geo
- Enthusiastic and passionate approach to the Services business with the ability to convey that passion on your audience
- Good understanding of client product set and Services offerings
- Growth mindset – this is a growing company and you will need to grow with it
Essential Attributes
- Good level of English – Able to conduct all aspects of the role in English
- Native or Fluent in German
- Experienced Services Seller
- Practiced at weekly, monthly, quarterly forecasting
- Able to developing pipeline alongside Account Executives
- Good Financial and Business acumen
- Hands on experience with Salesforce CPQ
- Skilled in Microsoft Office products, especially MS Excel
- Background in IT, with broad knowledge of Software market
Desirable Attributes
- Experience in similar Software Vendor
- Familiarity with the Open Source environment
- Knowledge of other vendors in the same space
- Degree level education
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