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Professional Services Sales Director
Brand: SumTotal
Req#: 509414
Updated: 06/26/2019
Job Type: Regular
Location: Remote - Works From Home
Category: Professional Services
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Job Description

The Professional Services Sales Director role is a key role within SumTotal System’s Professional Services (“PS”) organization responsible for developing and closing stand-alone consulting services opportunities, and for representing PS in the sales cycle in support of services bundled with software sales opportunities, and for developing solutions and strategies to enhance customers’ adoption and overall SumTotal footprint.

This role is measured on sales results and customer satisfaction.

Duties & Responsibilities:

• Provide pre-sales support to the sales teams and customer success organizations to win deals, including deal strategy, services positioning, services offerings and methodologies, deployment planning and effective, post-sale transition to delivery team
• Create and develop services opportunities within the existing customer base
• Develop and manage services sales campaigns
• Build and manage a pipeline of PS opportunities to meet PS sales goals
• Build rapport with HCM business leaders and position strategic value of talent service offerings
• Elevate the value of strategic talent and implementation services; position PS as competitive differentiator and increase service-revenue opportunities
• Understand client’s current IT environment and resources and develop integration, implementation, and upgrade proposals to ensure successful solution deployment
• Construct and deliver service proposals and statements of work for integrations, upgrades, follow-on services, implementations, and talent strategy service offerings
• Continuously learn and adapt new solutions and ideas and improve customer experience and success
• Coordinate with the customer success and sales organizations to position follow-on services and upgrades, reduce complexity, and provide a roadmap to meeting customers’ strategic goals
• Coordinate with the professional services engineering team to provide specifications for customization or productization estimates
• Maintain SOW tools and templates; devise packaged services for migrations, upgrades, and other follow-on services
• Contribute to the practice by maintaining and improving the internal knowledgebase of tools and templates for SOWs and service offerings

Skills & Requirements:

• Bachelor's Degree or equivalent experience
5+ years of experience in professional services consulting or project management  and/or 5+ years of experience selling consulting/professional services and architecting technology solutions that support a client’s strategies and business objectives
• Experience writing statements of work
• Strong consultative problem solving skills
• Ability to spec product enhancements and to review customization specifications; ability to translate business requirements into functional and technical requirements documents
• Ability to travel 30% to 50% of the time.
• Proven presentation and communications skills and ability to adjust message by audience (Executive, IT, Line of Business)
• Understanding of On-Premise, Cloud Computing, and Software-as-a-Service delivery models

Preferred Qualifications:

• Understanding/knowledge of Learning Management, Talent Management, and the HCM space
• Basic technical knowledge of data integration and web services

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Skillsoft is an Equal Opportunity-Affirmative Action Employer: It is the policy of Skillsoft Corporation to provide equal employment opportunities to applicants and employees without regard to race, color, national origin, citizenship, religion, sex, sexual orientation, age, marital status, disability (mental or physical), protected veteran status, genetic information or any other class protected by law