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Professional Services Sales Manager

Company: Gainsight
Location: California
Posted on: February 25, 2021

Job Description:

Gainsight--- is a venture-backed, fast growing tech company revolutionizing Customer Success for businesses. The Customer Success company helps businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight provides a complete, end-to-end Customer Success solution through its services and technology. The industry-leading platform helps companies manage customers relationships effectively, track customer health and transform the way organizations orient around the customer. Gainsight is the platform of choice for many leading companies like Box, Adobe and Workday. The company has been recognized as one of the top 100 private cloud companies in the world by Forbes, one of the fastest growing private companies in America by Inc. Magazine, and as one of 20 Great Workplaces in Tech by Fortune Magazine. Gainsight's CEO, Nick Mehta, has been recognized as one of the Top SaaS CEOs in America. The company has offices in California, Phoenix, St. Louis, London and India. With diversity and inclusion at the forefront of Gainsight's core values, we promote a culture that celebrates diversity and inclusiveness at Gainsight, regardless of, but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age. This role will be remote in the eastern half of the US preferred Job Description As the Services Sales Manager, you will lead the GTM via Customer Success expertise and engagement with senior leaders within prospect organizations (CMO/CIO/CTO). This sales manager will leverage Gainsight thought-leadership and best practices to pursue Services-wins to meet customer business and technical requirements. They will drive the evolution of the sales services organization to one with higher strategic relationships and impact with customers. The Services Sales Manager is a critical and visible role within Gainsight. They must partner effectively with Sales, Services delivery, Customers, and Partners to achieve great results for customers and exceed Services Sales targets. Strong collaboration and problem-solving skills are a must. --What You'll Do

  • Build pipeline and close services deals, engage strategically with prospects, customers and partners. Establish deep credibility with CCOs/CIOs/CTOs through expertise and engagement. Responsible for meeting or exceeding Services bookings targets
  • Collaborate with the sales organization on assigned opportunities to determine the Services Strategy for prospect accounts.
  • Understand the competitive landscape and customer/prospect needs so you can effectively position the value of Gainsight Professional Services.
  • Present Gainsight Professional Services solutions, offerings and associated value proposition to customers/prospects.
  • Partner with the other Professional Services teams and Solution Consulting to execute a strong process for the required services scoping for Gainsight technology solutions to meet customer business/ technical requirements for necessary scale and integrations
  • Create and validate Professional Services Proposals and present to prospects/customers
  • Manage/Support Professional Services Statement of Work (SOW) and contracting process
  • Establish rigorous sales discipline across all aspects of sales engagement, pipeline development/management and forecasting.
  • Help lead the Services sales organization to a higher level of strategic engagement and sales maturity; including collaborating and partnering with adjacent organizations (ie Customer Success, Sales, Marketing, Finance, Operations) to create a world class GTM
  • Develop strong focus on post-implementation sales of all services offerings, solutions, and capabilities including, but not limited to--- business/strategy/advisory consulting, technical managed services, advanced phases of implementation, and education/training/certification services; effectively mine the install base for new services sales opportunities and convert to sales opportunities
  • Be a trusted advisor among internal and external constituents (up to C level) based on program management, product and solution knowledge.
  • Assist in refining and developing methodologies, tools and programs around Services sales execution.
  • Maintain accurate and timely sales status and next steps, pipeline financials, and services forecast data in Salesforce at all times.
  • Optimize communication and ensure effective knowledge transfer and hand-offs to support post implementation activities. Required skills What We're Looking For--
    • BA/BS or Equivalent
    • Experience--selling professional/consulting services related to software implementations is required
    • Having an understanding of software implementation methodology, how to scope services effectively to support implementation success, and articulate approaches and best practices to restructure the implementation strategy based on the moving parts in the sales process
    • Experience with packaged software implementation/delivery experience is a big plus
    • Ability to partner with the software sales organization--
    • Customer Success or CS management experience a plus
    • Demonstrated track record of applying creative thinking and analysis to solve business needs in ambiguous environments.
    • Excellent trouble shooting and problem solving and risk management skills.
    • Excellent client relationship management and ability to play a trusted advisor to C level customer executives.
    • Strong presentation, executive client management, and business development skills.
    • Experience with account portfolio planning and prioritization
    • Executive-level communication and interpersonal skills
    • Proven effectiveness at leading and facilitating executive meetings and workshops
    • Preferred familiarity with the technologies used in Gainsight
    • Ability to travel at least 20-30% of time including overnight travel, depending on customer/Gainsight requirements
    • Ability to interface with other Gainsight teams including Software Sales, Solution Engineering, Customer Success, and Professional Services Delivery and leverage to drive services sales
    • Ability to partner with the Software Sales organization to support the sales motion relevant to the onboarding or other services to secure minimally the ARR booking At Gainsight, we don't believe in doing things as a "means to an end." Life's too short to have anything short of a joyful work environment that we passionately believe in. We think that "work vs. life" is a false choice created by pundits, cynics and consultants. We also believe that any community (like a company) needs a ton of diversity and a very small number of things that bring us together. --Here are our 5 core values
      • Golden Rule: We try to practice the Golden Rule ("Do unto others..." and that sort of thing) by exercising reliability, trust and giving back to each other and our community.
      • Success for All: We believe that success for our stakeholders-whether our teammates, clients or shareholders-comes with a sincere focus on continuous learning, selfless teaching and making a difference in each other's lives.
      • Child-like Joy: We aspire to experience child-like joy in our work and lives, injecting a spirit of passion, optimism and laughter into everything that we do.
      • Shoshin: We believe in a beginner's mind. Don't surround yourself with people like you--diversity breeds creativity.--
      • Stay Thirsty, My Friends: We believe in a totally internally-driven strive for greatness. The solution is think more, not doing more.-- --Why You'll Love It Here
        • Our Attitude: We've created a new industry from scratch, and we're on the fast track!
        • Our Leadership: We offer the leading tech solution for driving Customer Success.
        • Our ROI: Reduce customer churn, increase up-sell, and improve customer satisfaction.
        • Our Technology: Deep Salesforce.com hooks, predictive analytics, and a beautiful user interface.
        • Our Impact: We help our customers make millions of dollars more per year.
        • Our Clients: Big companies like Box, Adobe, Marketo, and many others.
        • Our Team: Tech all-stars from Facebook, Box, and others (and top consulting firms like BCG and McKinsey!).
        • Our Values: They are unique - Golden Rule, Success for All, Childlike Joy, Shoshin, and Stay Thirsty, My Friends
        • Our Office: If you showed up one day, you might find anything from karaoke performances to mini-golf championships. Benefits include medical, dental, vision, short and long-term disability, life insurance, 401k available on the first day of the month after start date, and flexible PTO. Gainsight is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Pursuant to the San Francisco Fair Chance Ordinance, where applicable, we will consider for employment qualified applicants with arrest and conviction records. Are you authorized to work in the United States? --*
          -- Will you now or in the future require visa sponsorship? --*
          -- U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at Gainsight are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file. Gender Please select Are you Hispanic/Latino? Please select Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Veteran Status Please select Form CC-305 OMB Control Number 1250-0005 Expires 05/31/2023 Voluntary Self-Identification of DisabilityWhy are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years. Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:
          • Autism
          • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
          • Blind or low vision
          • Cancer
          • Cardiovascular or heart disease
          • Celiac disease
          • Cerebral palsy
          • Deaf or hard of hearing
          • Depression or anxiety
          • Diabetes
          • Epilepsy
          • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
          • Intellectual disability
          • Missing limbs or partially missing limbs
          • Nervous system condition for example, migraine headaches, Parkinson's disease, or Multiple sclerosis (MS)
          • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression Disability Status Please select 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Keywords: Gainsight, Alexandria , Professional Services Sales Manager, Executive , California, Virginia

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