Sr. Director, Services Sales

Overview of Job Function:

The Sr. Director, Services Sales (“Sr. Director”) is responsible for driving the growth of services revenue within an assigned geographic territory or segment. This includes advancing services already attached to new product bookings, expanding non‑attach and whitespace Services opportunities, collaborating with partners to progress partner‑delivered engagements, and optimizing sales motions to maximize revenue across defined customer segments and Ideal Customer Profiles (ICPs).

Success requires a strong mix of sales leadership, partner engagement, customer segmentation expertise, consultative acumen, and the ability to identify and shape new revenue streams. The Sr. Director must excel at managing a broad portfolio of opportunities, executing partner co‑sell strategies, uncovering whitespace, and improving overall sales performance within the territory.

Close collaboration with cross‑functional teams, especially Product Sales, Professional Services, Product Management, and Partner leadership, is essential to jointly identify, shape, and close Services opportunities.

Principal Duties and Essential Responsibilities:

• Manage an assigned territory/segment including Services sales strategy, partner engagement, customer segmentation, and opportunity development across the entire territory/segment. 
• Identify whitespace and proactively uncover new non‑attach Services opportunities, including the expansion of Services into accounts with no existing Services footprint. 
• Collaborate with partners to influence, shape, and progress partner‑delivered Services opportunities; drive joint pipeline development and partner‑focused growth strategies. 
• Perform rigorous analysis to identify value‑creation opportunities, assess ICP fit, and uncover new Services revenue streams within assigned segments. 
• Serve as a subject matter expert across relevant industry segments and contribute to the development of new consulting techniques, Services offerings, and methods. 
• Achieve quarterly and annual Services revenue targets and consistently demonstrate strong quota performance. 
• Produce accurate and timely quarterly revenue forecasts with a variance of <5%. 
• Collaborate closely with Product Sales leadership to grow the Services business through effective account planning, aligned customer strategies, and strong customer relationships. 
• Interface with Product Management, Product Engineering, and Cloud leadership to provide insights on customer needs, ICP trends, solution deployment experiences, and market gaps. 
• Ensure adherence to internal processes, methodologies, and standards across all Services‑related activities while optimizing sales execution and pipeline progression.

Minimum Requirements:

• Bachelors degree in a related field or equivalent experience.
• 15+ years’ experience working in a software/systems integrator/technology-related or Services field. 
• Superior customer relationship and executive‑level communication skills.
• Proven track record of attaining and exceeding Services revenue quotas, including both attach and non‑attach revenue growth.
• Demonstrated experience working within a partner ecosystem, including co‑selling, influencing partner‑led opportunities, and progressing joint deals. 
• A proven ability to identify, shape, and close services opportunities, including uncovering whitespace in accounts with no existing services attachment. 
• Strong consultative, analytical, and problem‑solving skills, with the ability to understand customer needs and translate them into services value propositions. 
• Excellent presentation skills, with the ability to deliver clear, compelling messages to senior executives internally and externally. 
• Software systems implementation or equivalent technical solution experience. 
• Ability to travel up to 20% of the time. 
• Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, OFAC, SS Verification, and credit/drug screening where applicable. 

Preferred Requirements:

• Contact Center, CX, or SaaS industry expertise. 
• Experience selling or positioning professional services, consulting services, or managed services within enterprise accounts. 
• Strong consultative selling background (value engineering, solution design, or advisory experience preferred). 
• Experience working within or alongside global partner ecosystems (GSI, RSI, or SI partners). 
• Prior experience developing or scaling new services offerings or revenue streams.

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