Your responsibilities Writing and positioning clear, unambiguous and concise statements of work and proposals which capture the customer's business value objectives Being responsible for all elements of forecasting and for the PS (Consulting/Education/Customer Support) signings for your territory You build and maintain strong, long-term relationships with our customers and partners which helps you understand their business goals, challenges and market opportunities – out of this you identify new opportunities to meet them through our PS offerings By articulating the value of our PS to our Account Managers and Sales Leaders, you strengthen the close cooperation between both departments and drive Customer Success further together Through all phases of the services sales cycle you successfully orchestrate customers as well as internal stakeholders to get to a successful close By keeping abreast of the PS capabilities and by maintaining a portfolio of success stories, you're able to showcase relevant past experience to prospective customers and to identify and cultivate new opportunities for existing accounts You collaborate with the PS offering team on defining new packages and updating existing offerings and collaterals What you bring to the table Bachelor's or Master's degree in Computer Science, in a similar technical field or in Business disciplines Ideally you already have experience working in a Services delivery environment and/or in Services sales (customer facing proposals, estimates, Statements of Work…) as part of an enterprise software company Good knowledge of Project Management and ITIL processes Being familiar with sales concepts (T&M, fixed fee, milestones, acceptance, scope, forecasting etc.) Your excellent customer interaction and presentation skills empower yourself to handle negotiations and objections elegantly with the desire to find a mutually acceptable solution You also have a consulting background and accompanying the ability to persuade with a prescriptive approach that inspires trust and confidence English language (written and spoken) with each additional language as a plus Ability and will to travel depending on the customer's needs
