Key Responsibilities and Required Skills for Sales Specialist Proservices

🎯 Role Definition

The Sales Specialist for Professional Services is the primary driver of revenue growth for our consulting, implementation, and managed services offerings. This individual acts as a subject matter expert and trusted advisor, working closely with clients and our core account teams to identify complex business challenges and architect compelling service-based solutions. The ultimate goal is to expand our footprint within key accounts by ensuring clients derive maximum value from their technology investments through our expert services. You are the quarterback for all service-related sales pursuits, guiding the client from initial interest to a successful project kickoff.

📈 Career Progression

Typical Career Path

Entry Point From:

Business Development Representative (BDR)
Inside Sales Representative
Associate Technical Consultant or Analyst

Advancement To:

Senior Sales Specialist, Proservices
Strategic Account Executive
Sales Manager / Director of Services Sales

Lateral Moves:

Customer Success Manager
Partner Alliance Manager

Core Responsibilities

Primary Functions

Proactively identify, qualify, and develop a robust pipeline of professional services opportunities within new and existing enterprise accounts.
Lead the end-to-end sales cycle for complex, multi-faceted service engagements, from initial discovery and needs analysis through to proposal development, SOW creation, negotiation, and successful closure.
Develop and maintain a deep understanding of our company's entire professional services portfolio, including implementation, integration, custom development, training, and strategic consulting offerings.
Conduct in-depth discovery sessions with key client stakeholders, including C-level executives and IT leadership, to uncover critical business needs, pain points, and strategic objectives.
Articulate the tangible business value and ROI of our professional services, translating technical capabilities into compelling business outcomes for prospective clients.
Collaborate strategically with the core Account Executive and Solutions Engineering teams to ensure a unified and cohesive sales approach, positioning services as an integral part of the overall solution.
Craft and deliver highly tailored, persuasive presentations and solution proposals that directly address the specific challenges and goals of each client.
Lead the development of detailed Statements of Work (SOWs) in collaboration with the services delivery team, ensuring scope, timelines, and deliverables are clearly defined and mutually agreed upon.
Navigate complex commercial and legal negotiations, working with legal and finance teams to finalize contracts that are favorable to both the company and the client.
Build and nurture strong, long-lasting relationships with key decision-makers and influencers within target accounts, establishing yourself as a trusted advisor for their service-related needs.
Consistently exceed assigned quarterly and annual sales quotas for professional services bookings and revenue.
Maintain accurate and up-to-date forecasting, pipeline management, and activity logging within the company's CRM system (e.g., Salesforce).
Develop and execute strategic territory and account plans to achieve sales targets and expand the company's services footprint in designated markets.
Serve as the primary point of contact for all services-related sales inquiries, effectively quarterbacking the engagement of internal resources to support the sales process.
Conduct comprehensive post-sale handoffs to the services delivery and customer success teams to ensure a smooth transition and successful project kickoff for the client.

Secondary Functions

Stay abreast of industry trends, market dynamics, and the competitive landscape to effectively position our services and identify new market opportunities.
Provide insightful feedback from the field to Product and Services leadership to help shape the evolution and development of our service offerings.
Represent the company with professionalism and expertise at industry conferences, trade shows, and networking events to generate leads and build brand awareness.
Collaborate with the Marketing team to develop targeted campaigns, sales collateral, and case studies that support professional services sales initiatives.
Contribute to internal training and enablement sessions, sharing best practices and success stories with the broader sales organization to uplift the team's ability to sell services.

Required Skills & Competencies

Hard Skills (Technical)

CRM Proficiency: Deep expertise in using CRM platforms like Salesforce or HubSpot for pipeline management, forecasting, and reporting.
Solution Selling / Consultative Sales Methodologies: Mastery of a structured sales methodology (e.g., MEDDIC, Challenger Sale, Value Selling) to navigate complex deals.
Sales Pipeline Management & Forecasting: Proven ability to build a healthy pipeline from the ground up and forecast sales with a high degree of accuracy.
Statement of Work (SOW) & Proposal Writing: Skill in crafting clear, concise, and compelling proposals and SOWs that accurately define project scope and deliverables.
Contract Negotiation & Commercial Acumen: Experience leading commercial and legal negotiations, with a strong understanding of pricing, margins, and contractual terms.
B2B Technology Sales: A strong background in selling B2B technology, SaaS, or related professional services to mid-market or enterprise clients.

Soft Skills

Executive Presence & C-Level Communication: The ability to confidently engage, present to, and build credibility with senior executives and decision-makers.
Active Listening & Needs Discovery: A natural curiosity and skill for asking probing questions to uncover the true needs and challenges of a client.
Relationship Building & Rapport: A genuine talent for building long-term, trust-based relationships with both external clients and internal colleagues.
Complex Problem-Solving: The intellectual horsepower to understand intricate customer problems and align them with a viable service-based solution.
Persuasion & Influence: The ability to articulate a compelling vision and influence stakeholders at all levels to drive consensus and decision-making.
Resilience & Tenacity: The determination to navigate long sales cycles, overcome objections, and maintain a positive, goal-oriented mindset.
Strategic Thinking & Planning: The capacity to develop and execute a strategic plan for a territory or set of accounts to ensure long-term success.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree or equivalent practical experience in a business or technology-related field.

Preferred Education:

Bachelor's or Master's Degree.

Relevant Fields of Study:

Business Administration, Marketing
Computer Science, Information Technology

Experience Requirements

Typical Experience Range: 3-7 years of experience in a quota-carrying sales role.

Preferred: A demonstrable track record of exceeding sales targets, specifically in selling professional services, consulting, or complex enterprise software/SaaS solutions. Experience working in a matrixed sales environment, collaborating with core account teams, is highly desirable. This role requires individuals who have successfully sold outcomes and solutions, not just products.