Services Sales & Deal Support
- Drive the sale of professional services, migrations, custom integrations, and managed services offerings.
- Lead discovery sessions to understand technical, business, and compliance, change management, and governance requirements.
- Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates.
- Collaborate with Enterprise and Federal Sales teams to support deal strategy, reinforce MEDDPICC discipline, and position SGS services early and effectively in the sales cycle.
- Develop high-quality services proposals, SOWs, LOEs, pricing models, and adoption-focused services plans.
- Build and deliver persuasive decks and executive presentations that position Smarsh Services as essential to customer transformation.
- Support RFP/RFI responses that include services components, especially within federal procurement frameworks.
Liaison Between SGS & Sales
- Serve as the primary connection between SGS and the Enterprise/Federal Sales teams.
- Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements.
- Ensure alignment on customer expectations, scope, and delivery commitments.
- Partner with SGS Delivery and Product Management to ensure smooth handoffs from sales to implementation.
- Escalate service-related risks and drive cross-functional coordination to resolve issues.
Enterprise & Federal Expertise
- Act as a trusted advisor for customers in heavily regulated industries, especially financial services and federal agencies.
- Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP , FOIA, public records laws, federal data governance, and related compliance frameworks.
- Understand federal procurement workflows, contracting vehicles, and acquisition cycles.
Solution Scoping & Technical Understanding
- Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations.
- Work closely with SGS product management to stay aligned on service offerings, pricing models, and feasibility.
- Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes, and accurately defined SOWs.
- Partner with Delivery leadership to ensure scoping accuracy and successful execution.
Customer & Executive Engagement
- Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders.
- Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation.
- Present compelling business process redesign and governance recommendations when necessary to drive customer outcomes.
- Support renewals and expansions by highlighting services that drive long-term customer outcomes.
Revenue Ownership
- Drive services revenue growth across Enterprise and Federal segments.
- Maintain accurate forecasting, reporting, and pipeline visibility for services deals.
- Ensure proper service packaging, positioning, qualification (MEDDPICC) and revenue alignment with SGS strategy and financial goals.
What will you bring?
- 8+ years’ experience selling professional services, consulting engagements, SaaS implementation services, or complex technical solutions.
- Experience selling into or supporting federal agencies and understanding their procurement and security requirements.
- Strong background supporting or selling to large enterprises in regulated markets (financial services, public sector, healthcare, etc.).
- Proven ability to work cross-functionally with sales, delivery, product, and customer success teams.
- Consultative selling and strong discovery capability.
- Excellent written and verbal communication, with executive-level presentation skills.
- Ability to draft and review SOWs, LOEs, and services proposals.
- Strong negotiation and conflict-management abilities.
- Exceptional relationship-building, internally and externally.
- Ability to advise on governance, change management, and business process redesign.
- Ability to manage multiple stakeholders and deadlines simultaneously.
- Understanding of SaaS architectures, cloud environments (AWS/Azure), integrations, and data migrations.
- Familiarity with compliance archiving, electronic communications retention, and related ecosystems (preferred).
