Services Sales Consultant

JOB SUMMARY: 

The West regional Services Sales Consultant is a services sales leader responsible for originating, shaping, and closing complex services engagements that drive Client outcomes and grow Trace3 services. This role leads the services sales motion through pre-sales qualification, framing, and scoping offerings in close partnership with account teams and solution architects in coordination with Services Delivery to ensure engagements are set up for success and tracked against defined client outcomes. By building deep, trusted relationships and providing strong engagement oversight across internal teams, partners, and clients, the Engagement Manager accelerates services growth, supports successful delivery execution, and drives renewals and long-term client value without directly owning post-sales delivery. 

Summary of Essential Job Functions 

Business Development (Primary Focus) 

• Lead services growth for assigned accounts by shaping, positioning, and closing large, complex services opportunities aligned to the client’s business strategy. 

• Partner with account teams to qualify and prioritize services pursuits, ensuring opportunities are accurately scoped, competitively priced, and aligned to Trace3 services offers. 

• Own the services presales lifecycle end‑to‑end, coordinating Trace3 resources, external partners, and internal operations to secure profitable, repeatable client services outcomes. 

• Act as a trusted advisor and thought leader with clients, continuously identifying expansion opportunities, multi‑BU programs, and follow‑on work in support of client initiatives. 

• Provide clear, data‑driven feedback to regional and services leadership on pipeline health, win/loss drivers, and portfolio improvements for the benefit of our clients. 

Client Management and Relationship Leadership 

• Lead executive and working‑level client meetings to link Trace3 services directly to client business outcomes and measured value. 

• Actively engage with clients to understand strategy, challenges, and constraints while developing solution briefs, ROI analysis, and presentations that advance Trace3 services. 

• Serve as the primary Services point of contact and partner for each assigned client engagement, ensuring clear, proactive communication between Trace3, the client, and partners. 

• Secure and sustain active project sponsorship and stakeholder alignment for engagements. 

• Plan and facilitate internal and external status meetings to maintain transparency, manage expectations, and drive decisions. 

• Prioritize time and attention across multiple concurrent pursuits and active projects, adjusting focus based on revenue impact, risk, and client priorities 

Engagement Structuring and Oversight 

• Evaluate and qualify services opportunities, maintaining accurate opportunity tracking records and forecasting for services deliverables. 

• Structure and scope well thought out engagements in collaboration with account teams, engineering, and partners to optimize value, delivery approach, and commercial terms. 

• Champion Trace3 methodology, delivery standards, and internal processes; help evolve offerings based on client feedback and field experience. 

• Coordinate with delivery leaders to ensure that what is promised in the scope is achievable, clearly documented, and understood by delivery teams. 

• Recommend solution and process improvements and manage client escalations to successful commercial and delivery outcomes. 

Required Skills and Experience 

• Bachelor’s degree from an accredited university. 

• Minimum of 7 years of experience, including at least 5 years of enterprise, full‑lifecycle project or client management with a strong track record in consultative selling and account development. 

• Demonstrated success leading specialty services sales: prospecting, solution shaping, negotiating, and closing complex, high‑value deals. 

• Excellent oral, written, and presentation skills; able to simplify technical and services concepts for C‑level and non‑technical stakeholders. 

• Strong financial and business acumen, including comfort with services P&L, margin management, and deal structuring. 

• Motivated self‑starter who thrives in front of clients, solves complex problems, and comfortably drives difficult commercial conversations. 

• Deep understanding of enterprise IT environments and the operational realities that drive services demand. 

• Highly organized, detail‑oriented, with strong time management skills; able to prioritize effectively in a fast‑paced, high‑volume environment. 

• Proven consultative approach with clients and internal teams listens, synthesizes needs, and translates them into actionable services solutions. 

• Comfortable managing multiple simultaneous pursuits and projects, adapting to changing priorities and deadlines in an entrepreneurial setting.