Senior Services Sales Consultant

Summary

Join HashiCorp's dynamic team as a Professional Services Sales Consultant in EMEA (remotely based in the United Kingdom). You will build and manage a pipeline of services opportunities, collaborating with various teams to ensure customer success. This role requires strong customer engagement, understanding of business and technical objectives, and the ability to position appropriate services. You will act as a trusted advisor, guiding customers to maximize the value of HashiCorp products and services. The ideal candidate possesses extensive experience in professional services sales within the technology industry and excels in communication and relationship building. This position involves pipeline development, sales process management, and opportunity creation, contributing significantly to the company's growth.

Requirements

• 8+ years working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers
• Successful background working within a Professional Services organisation, focused on the selling and/or implementation of technology solutions for customers
• Proven experience in sales, particularly in the technology or professional services industry and managing the services sales process
• Experience in authoring SOWs
• Successful background developing strong customer relationships and positioning outcome based services aligned to customer business and technical objectives
• Strong understanding of business and technical objectives within the enterprise software arena
• Excellent communication and presentation skills, with the ability to articulate complex concepts clearly
• Excellent interpersonal skills, with the ability to gain the support and commitment of others through exceptional verbal and written communication
• Experience engaging with senior business leaders and delivering customer facing presentations
• Ability to gain the confidence and trust of others through consistency and integrity
• Ability to work collaboratively, co-create and build partnerships to achieve shared goals
• Ability to plan and prioritise work to meet commitments aligned with organisational goals
• Ability to adapt to change and operate in unclear situations
• Excellent analytical and problem solving skills

Responsibilities

• Consistently build a pipeline of services opportunities by partnering with regional sales teams
• Oversee multiple opportunities through various stages of the sales process, ensuring a seamless experience for customers
• Lead the services sales process to understand customer requirements and objectives, positioning appropriate services effectively
• Provide guidance to Account Managers and Sales Engineers on suitable services for current and prospective customers
• Engage directly with customers to recommend services that deliver value and align with their objectives
• Articulate and communicate the value proposition of HashiCorp products and services to customers
• Advise customers on initial solution architecture, author Statements of Work (SOW), and position packaged service offerings
• Drive the creation of service opportunities, manage pursuit activities, and assist Account Managers in closing transactions
• Facilitate knowledge transfer from sales to post-sales to ensure the Professional Services team is ready for successful project delivery
• Maintain accurate forecasts of services opportunities and actively participate in regional forecast meetings
• Collaborate with Professional Services leaders for effective resource planning for upcoming engagements
• Develop and maintain a library of Professional Services presentations, solution briefs, and SOW templates
• Complete all necessary administrative tasks and duties in a timely manner
• Travel as needed to meet with customers and support sales activities

Preferred Qualifications

B.S. degree in Computer Science, Engineering or similar program from an accredited college / university or equivalent experience preferred