United States onlySmartsheet is looking for an experienced Client Services Director, who will be responsible for selling the Smartsheet Professional Services portfolio, both independently and working closely alongside the Accounts sales teams to enable Smartsheet customers to gain the maximum value from their software investment. This role will be responsible for selling to the Large Enterprise market to develop new accounts and/or expand existing customers within an established territory and/or channel.
You will be leading the sales process for our Professional Services Sales team to maximize revenue growth and business-critical adoption throughout the Customer’s enterprise. In this role, you will develop and present a multi-year Services Strategy to new prospects and existing customers. You will be responsible for managing the Services Sales lifecycle from the proposal through the final signature of the SOW. You will work closely with the Sales team as a trusted advisor and business partner.
The right candidate will have strong business acumen and a successful track record of selling professional services to business and IT executives, including the ability to translate client needs into appropriate Smartsheet consulting solutions. Strong sales experience in a software and services environment with a proven track record of success is a must.
Responsibilities:
- Successfully achieving quotas to generate Professional Services sales
- Lead the services pre-sales process with the sales team or independently to understand the customer’s business and technical objectives
- Lead all aspects of the Professional Services sales process, advise customers on services strategy, preliminary solution architecture, and Statement of Work related to the developed solution architecture
- Uplevel customer/account team conversations across the full Customer Outcomes lifecycle to promote Platform and Multi-Solution deals
- Create Professional Services opportunities, manage pursuits, present project SOW’s and be an integral partner in closing deals
- Manage the customer relationship(s) from initial discussions to close of the deal and maintain customer relationships to help ensure project success and support the sale of additional services offerings
- Conduct yourself as the liaison of each Tier I project engagement, providing status updates to the sales team in a pro-active cadence, through engagement closure
- Present Professional Services offerings to existing customers and new prospects
- Work closely with customer procurement teams to develop relationships and move opportunities through the cycle
- Work collaboratively with the respective Professional Services leaders for resource planning to ensure successful knowledge transfer and onboarding of new customers
- Other duties as assigned
Requirements:
- Seven to Ten (7-10) years of experience carrying a services sales quota for Enterprise customers
- Experience closing large >$250k professional services opportunities
- Ability to articulate and position the value proposition of the PS offerings through:
- Territory management and account planning
- Prospecting and identifying business opportunities in assigned territory
- Demonstrated excellence in verbal and written communication skills, to include: needs analysis, positioning, business justification, closing techniques
- Ability to persuade others through presentations and written communication
- Ability to develop and articulate Business Cases / ROI studies
- Ability to travel, as needed, up to 50%
- BS degree or equivalent, advanced degree highly desirable.
Perks & Benefits
- HSA, 100% employer-paid premiums, or buy-up medical/vision and dental coverage options for full-time employees
- Equity - Restricted Stock Units (RSUs) for eligible roles
- Lucrative Employee Stock Purchase Program (15% discount)
- 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
- Monthly stipend to support your work and productivity
- Flexible Time Away Program, plus Incidental Sick Leave
- US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to LinkedIn Learning online courses
- Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity and some roles may be eligible for a RSU stock grant upon accepted offer.
California & New York: $113,400 to $156,600
All other US States: $105,000 to $145,000
Get to Know Us:
At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
United Kingdom only