Professional Services (PS) Client Partner - Enterprise
Professional Services (PS) Client Partner- Enterprise
The Professional Services (PS) Client Partner is a key member of the RingCentral PS sales team having primary responsibility for driving and managing PS pipeline and providing general pre-sales professional services support for the RingCentral portfolio. Interacts directly with all levels of management on the Client accounts including the executive management team (CEO, CTO, COO, CIO, etc.) Identifies key Client requirements and presents RingCentral solutions that meet those requirements.
Lead and oversee approval for scoping, planning, cost estimating, and pricing of consulting projects across RingCentral's Unified Communications and Contact Center portolios. This includes statement of work development and risk assessment, including but not limited to defining goals and objectives, identifying and documenting client requirements, resource requirements, project budget, project risks, and the translation of the client's business requirements into specific deliverables
Establish and grow a productive relationship with Sales Team to ensure achievement of team goals in new Client acquisition and Client retention.
Provide accurate forecasts of Professional Services bookings on a monthly basis. Provide management reporting on sales pipeline and project portfolio regarding schedule fidelity, adherence to budget, escalation of issues
Identify sales opportunities and lead PS pre-sales planning, project pricing, bid review, and presentation of sales proposals
Provide engagement oversight for project portfolio
Manage day-to-day relationships with client stakeholders and resolution of all issues
Direct and indirect management, coaching, and skills development of PS pre and post sales delivery consultants
Transfer industry, technical, and product knowledge to Clients.
Keep up-to-date on relevant competitive solutions, products and services.
Bachelor or Master's (preferred) degree in a technical or business discipline
At least 5-7 years' experience in selling and delivering consulting services to Enterprise clients. Background in selling and/or delivering consulting services should be extensive and allow for examples of engagements where you were the primary leader of solution sales of more than $500,000 per quarter in addition to individual Services transations that were $175,000 or higher)
Knowledge and demonstrated operating experience in one or more of the following areas of specialization: Voice, Video, Mobile Communications, Fixed Mobile Convergence
VoIP, Mobile, and Video background
Strong presentation skills directed at C Level executives
Understanding of Client communications requirements for enterprise business markets.
Demonstrated ability in developing proposals, creating value propositions, and selling up to seven figure consulting engagements
Experience in collaborating with partners in RingCentral Delivery to ensure optimal client experience
Effective engagement pricing and negotiation capabilities
A track record of scoping and proposing engagements resulting in on-time, on-budget delivery of contracted services
Proven ability to sell follow-on service engagements to existing clients
Ability to travel frequently (up to 50%) within assigned geography
Pre-Sales quota carrying experience required.
Strong Telecommunications / Collaboration/Applications background
RingCentral product experience and/or relevant experience in key competitor offerings in technology area of emphasis are preferred.