Senior Director, Solutions Architecture (Professional Services)
Your Daily Adventures Will Include
- Managing day-to-day PS Sales Operations/delivery globally
- Helping build the practice and team to support massive scale and growth
- Developing new segment- and region-specific pitches, proposals and consulting methods for your team of SA’s to leverage
- Turning PS success stories into marketable proof points to be leveraged during the sales and upsell process
- Partnering with Sales to create meaningful discovery questions and methodologies – for use in your own selling and for enablement of the SA team to leverage across sales engagement
- Conducting impactful product presentations, assessing business requirements and creating compelling proposals on how customers will benefit from the Outreach PS team’s support in managing change, integrating platforms, and enabling their teams
- Developing a team of results-oriented Solutions Architects to help support regional sales teams and attain quota
- Providing your prospects with insights and learnings from your vast experience in helping customers improve their business / sales development processes
- Translating prospect use cases into clear project plans and solutions with the Outreach application and demonstrate the path to ROI
- Working with our pre-sales team and technical consultants to manage any technical items needed in their evaluation and ultimately expand those technical items into full project proposals
- Sharing your selling and technical experience with the rest of the Outreach field team and make contributions to the Sales, Product, Marketing, and Success teams
- Providing feedback to product management about the successes and failures in the field
- Supporting new team member onboarding through mentoring, coaching and on the spot training as needed
- Collaborating to sell/pitch partner services when beneficial to the prospect
- Taking responsibility for managing budgets, as applicable, including staff compensation, hiring, and promotions
- Developing new processes, procedures and methods to support scale and growth within the PS team
- Collaborating with Professional Services Leadership to grow the strategy and the team
Basic Qualifications
- 10+ years of experience in a sales position – selling consulting and custom scoped solutions
- 5+ years of experience in a related field (implementations, project management, Saas)
- 5+ years of leadership experience including leading growing teams in a fast-paced environment
- Experience building a cohesive and collaborative team focused on driving customer outcomes
- Ability to work with key Executives at large customers in a vendor capacity
- Understanding and experience in Sales strategy
- Proven ability to influence change within customer organizations
- Experience within SaaS applications that support large scale business processes
- Deep familiarity/understanding with services organizations within SaaS companies
- A broad understanding of Project Management, Change Management and consulting within global Enterprise companies
- Experience in helping direct reports improve through coaching, feedback, and reviews
- Experience in setting and measuring team KPIs and results
- Ability to quickly knock out high-quality deliverables and presentations
- Genuine passion for making other people successful, both our customers and your fellow teammates
- Learn new technology quickly and find it easy to explain technological solutions in terms of business value and project duration
- Knowledge of Salesforce.com, and other CRM tools plus general sales processes, and sales development methodologies