Services Sales Executive

Contenu de l'offre Services Sales Executive chez Veritas Technologies

We’re looking for experienced and successful Services Sales Executives to join our teams and initially focus on shaping and selling Veritas Consulting into our Enterprise customers.
As a proven services sales person with a “can do” attitude and approach, you will be expected to engage at CXO level in our Customers and to support our sales and Partner teams, in order to qualify, position, commercially shape, then close the appropriate services, delivering a total customer experience that is second to none. Each SSE is expected to ensure that clients make full use of their Veritas investment by driving collaborative services led account plans, for the full array of licensed Veritas products and solutions. The SSE role is responsible for ensuring that each Consulting proposal is structured correctly to ensure revenue is able to be recognized in a predictable and timely fashion, whilst maintaining and reporting on financial controls including cost and project margins. Similarly, new business pipeline generation is a key activity, metric and measure for the SSE. All success metrics are regularly reported and forecasted by the SSE, through delivery of weekly forecasts and pipeline generation initiatives. As a Veritas SSE, you will be expected to be responsible for the following areas; Act as the primary point of contact for the customer with regards to Veritas Services (Consulting). Work closely with Veritas Enterprise sales teams and Veritas Partners to ensure that Consulting services are appropriately positioned Familiar with and able to position Veritas solutions and GTM offerings, to then understand and position the value of services opportunities to Customers and Enterprise sales account teams. Maintain industry knowledge and trend awareness within core Veritas solutions and technologies. Work to understand customer organizations and industry sector needs, procurement practices and key business drivers. Develop short and long term services strategies and collaborative account plans to enable positioning and sales of Services Represent Veritas Professional Services and offerings to our customers through presentations, white board and napkin based tools, to leverage value, impact and ROI to our customers. Correctly identify and position “Advisory” services opportunities and be able to articulate clear value propositions for customer adoption. Able to clearly articulate the services solution being proposed and how it meets the customer’s key business drivers, exemplifying the (business) benefits resulting from the proposed services framework and technical solution. Pro-actively search for and generate follow on business opportunity following successful sales. Drive the customer to provide references. Support definition of new service offerings in target markets as appropriate. Ensure successful transition of services opportunities to the Professional Services delivery organization once the deal is closed. Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment. Actively build and maintains strong relationships with partner companies that contribute to Veritas’ success and thus support Veritas’ go to market channel and partner strategy. Meet sales operational cadence and hygiene through internal opportunity management systems. Meet or exceed the following Key Performance Indicators(KPIs) Achievement of quarterly bookings targets on designated accounts. Achievement of quarterly services deal margin targets. Achievement of quarterly Customer Satisfaction targets on designated accounts. Achievement of quarterly pipeline and engagement targets. Qualifications and Experience: Degree or equivalent in business, engineering, or MIS/IT related field preferred. Record of continual target/quota achievement and successful services sales for at least 3 years Established technical background and industry awareness and domain experience, in Information Management, Storage Management, Disaster Recovery, IT Infrastructure and/or IaaS Experience developing complex, multi-service line proposals between $300k and $1M+ “Can do” and “do whatever it takes” attitude and approach to working practices and demands of the business. Ability to develop executive level relationships. Strong communication and negotiation skills required. A demonstrable and successful track record of working with Enterprise class product/solution sales teams Familiarity with sales processes and forecasting framework/metrics. Outstanding written and oral communication skills in order to liaise between the user community, executive sponsors, and the Veritas sales team (business proposals, Statements of Work, quotations). Experience with subscription and/or consumption model proposals highly desired. At least 2 years experience managing a consulting/project P&L preferred. Willing to travel. Strong financial skills with ability to articulate the ROI of proposed solutions to customers. Proven business acumen including experience with forecasting, quoting and commercial negotiations.