Senior Director, Solutions Architecture (Professional Services)
The Role
As the Senior Director, Solutions Architecture you will build and lead the global Professional Services sales team at Outreach. You will partner with PS leadership, Sales leadership, and Solutions Consulting leadership to orchestrate profitable and accurate services sales pitches, scoping, and packaging. This is a demanding role that requires a sales and consulting mindset with the ability to inspire and grow the team. Success in this role means leadership that drives incredible customer results, ensuring your team meets and exceeds annual services quotas across each region. Effective operationalization of the services sales strategy at the objective and execution levels will be key drivers of success for this role.
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
Why You’ll Love It Here
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Company-organized and personal paid volunteer days to support the community that supports us
• Fun company and team outings (or virtual events these days!) because we play just as hard as we work
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Womxn's Network)
• A parental leave program that includes not just extended time off but options for a paid night nurse, food delivery, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen (once we're back in the office, that is!)
• We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
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