Offers

SERVICES SALES MASTER CONSULTANT IT SERVICES (100-140 OOO+ variable) / LP

The Services Sales Consultant is responsible for selling technology, services and/or technology management services (TMS) to end-user customers (and/or partners) in an assigned geographic territory or industry focusing on new business or up-selling within an account. The position requires a solid understanding of the services value proposition and how customers assign services contracts. Knowledge of marketing campaigns to align initiatives with account planning activities is also required.
The Services Consultant develops consultative customer proposals, tailoring strategy and solutions to meet the needs of the customer. They understand the customer's business challenges /objectives to provide value added services and solutions. In some instances these specialists may also be responsible for outsourcing deals.
• Responsible for creating and driving their sales pipeline.
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.
• Maintain knowledge of competitors in account to strategically position of our products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for midto-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with ore complexity, to higher-total contract-value renewals.
• Directs or coordinates supporting sales activities

Scope and Impact:
• Works on larger accounts.
• May perform project management role.
• May invest time working external partners.
• Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
• May develop business plan in conjunction with customer.
• Typically assigned higher than average quota.

Knowledge and Skills Required:
• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
• Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understands the role of IT within area of specialization and how ours solutions differentially address specific vertical
industry challenges as well as their cross-segment capabilities
• Account planning and accurate account revenue forecasting skills.

• Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivates & maintains positive relationships with customers to ensure account retention & growth, and employer position as the preferred vendor for meeting all business needs
• Excellent project management skills.
• Establishes a professional working relationship, up to the executive level, with the client.
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Utilizes Siebel as an expert and accurately forecasts business.
• Understands and sells high value software solutions
• Understands selling of services sales.
• Leverages services as part of strategic product sales.
• Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives,measures, metrics.
Critical Competencies to Drive Business Results:
New Business Acquisition
Aggressively searches for opportunities in new or existing accounts, expanding business in a way that ensures profitability.
Opportunity Qualification, Development and Closing
Assesses feasibility of pursuing an opportunity given what the customer is trying to accomplish, competitive presence and
Knowledge Transfer
Account Planning and Alignment
Supports the development of account plans that focus sales activities, ensure accurate forecasts, and integrate specialist-selling
seamlessly within an overall account strategy
Customer Relationship Management
Margin Management Support
Tools & Resources Utilization, Businesses & Offers, Competitive Positioning, Organizational Collaboration

In case of interest please contact Lukas Prusak, prusak@hays.cz