Services Architect

Summary

Join Outreach as a Services Architect and collaborate with various teams to drive value-based services sales and customer outcomes. You will pitch, scope, and propose Professional Services offerings, aligning business requirements with Outreach's services. This quota-carrying role requires partnering with internal teams, developing account strategies, and working with diverse stakeholders to understand their needs and craft solutions. You will translate use cases into actionable plans, collaborate with pre-sales and technical teams, and share field learnings. The ideal candidate possesses 2-4 years of experience in sales, familiarity with SaaS services, and a strong understanding of implementation services. Outreach offers a competitive compensation package, including a base salary and variable component, incentive compensation, and benefits.

Requirements

• 2 to 4 years in sales, selling customized services (implementation, consulting, development and enablement, etc.)
• Familiarity with SaaS services organizations and experience selling into complex, global enterprises
• Knowledge of Outreach platform and its capabilities to address core business needs
• Strong understanding of Implementation Services alongside Project Management, Change Management, and consulting in global and mid-market organizations
• Proven success in team-based selling; plus, the ability to identify and drive revenue opportunities to meet and exceed quarterly and annual targets
• Strive to be at the top of the leaderboard, and constantly look for ways to optimize their craft
• Ability to tailor presentations to both executive and technical audiences
• Strong organizational skills and work ethic, with a passion for delivering high-quality work on behalf of customers
• Demonstrated ability to quickly learn new technology and communicate its business value
• Collaborative, problem-solving mindset with a resourceful approach to closing opportunities
• Familiar with Salesforce/other CRMs, sales strategies, processes, and development methodologies
• A team player dedicated to rising all tides with a great energy and enthusiasm

Responsibilities

• Partner with internal Outreach teams to discover and understand the prospect's situation and the challenges that they are experiencing
• Align with RVPs and AEs to develop account strategies, ensuring alignment between the desired software outcomes & necessary consulting to ensure customer outcomes
• Partner with Account Managers to develop and showcase offerings for existing clients to support their ongoing value realization and/or expansion plans
• Work with a variety of prospect stakeholders to understand their existing processes and craft solutions using Outreach, ranging from Executive level presentations to Technical owner discussions and validations
• Provide your prospects with insights and learnings from your vast experience in helping customers improve their business / sales development processes
• Translate prospect use cases into actionable plans and solutions with the Outreach application and help demonstrate the path to ROI
• Collaborate with our pre-sales and technical teams to manage any technical items needed in their evaluation and ultimately expand those technical items into full project proposals
• Share field learnings with internal teams, contributing to Sales, Marketing, Product, and Success teams
• Assist with pipeline planning, forecasting, contracts, and project prep in partnership with Services Operations
• Assist other Solutions Architects in the execution of the above responsibilities

Preferred Qualifications

• Bachelor’s degree or equivalent work experience
• Passion for designing Service Selling processes that scale across the Professional Services organization
• Thorough understanding of the challenges a global organization faces when implementing a new technology and how to help them manage change
• Familiar with common sales tools (SFDC, DiscoverOrg, RingCentral) as well as Sales Engagement Platforms
• Ability to break down ambiguous problems into concrete, manageable components and think through optimal solutions
• Enjoy “getting your hands dirty” by digging into complex operations
• Strong communication and collaboration skills; open to input from other team members and departments; driving towards the most robust strategy

Benefits

• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Diversity and inclusion programs that promote employee resource groups like OWN+ (Outreach Women's Network), Adelante (Latinx community), OBX (Outreach Black Connection), Mosaic (AAPI community), Pride (LGBTQIA+), Gender+, Disability Community, and Veterans/Military
• A parental leave program that includes not just extended time off but options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen
• Incentive compensation
• Restricted stock units