Services Sales Consultant (Sr. Account Executive, Services Sales)

Services Sales & Deal Support

• Drive the sale of professional services, migrations, custom integrations, and managed services offerings.
• Lead discovery sessions to understand technical, business, and compliance, change management, and governance requirements.
• Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates.
• Collaborate with Enterprise and Federal Sales teams to support deal strategy, reinforce MEDDPICC discipline, and position SGS services early and effectively in the sales cycle.
• Develop high-quality services proposals, SOWs, LOEs, pricing models, and adoption-focused services plans.
• Build and deliver persuasive decks and executive presentations that position Smarsh Services as essential to customer transformation.
• Support RFP/RFI responses that include services components, especially within federal procurement frameworks.

Liaison Between SGS & Sales

• Serve as the primary connection between SGS and the Enterprise/Federal Sales teams.
• Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements.
• Ensure alignment on customer expectations, scope, and delivery commitments.
• Partner with SGS Delivery and Product Management to ensure smooth handoffs from sales to implementation.
• Escalate service-related risks and drive cross-functional coordination to resolve issues.

Enterprise & Federal Expertise

• Act as a trusted advisor for customers in heavily regulated industries, especially financial services and federal agencies.
• Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP  , FOIA, public records laws, federal data governance, and related compliance frameworks.
• Understand federal procurement workflows, contracting vehicles, and acquisition cycles.

Solution Scoping & Technical Understanding

• Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations.
• Work closely with SGS product management to stay aligned on service offerings, pricing models, and feasibility.
• Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes, and accurately defined SOWs.
• Partner with Delivery leadership to ensure scoping accuracy and successful execution.

Customer & Executive Engagement

• Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders.
• Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation.
• Present compelling business process redesign and governance recommendations when necessary to drive customer outcomes.
• Support renewals and expansions by highlighting services that drive long-term customer outcomes.

Revenue Ownership

• Drive services revenue growth across Enterprise and Federal segments.
• Maintain accurate forecasting, reporting, and pipeline visibility for services deals.
• Ensure proper service packaging, positioning, qualification (MEDDPICC) and revenue alignment with SGS strategy and financial goals.

What will you bring?

• 8+ years’ experience selling professional services, consulting engagements, SaaS implementation services, or complex technical solutions.
• Experience selling into or supporting federal agencies and understanding their procurement and security requirements.
• Strong background supporting or selling to large enterprises in regulated markets (financial services, public sector, healthcare, etc.).
• Proven ability to work cross-functionally with sales, delivery, product, and customer success teams.
• Consultative selling and strong discovery capability.
• Excellent written and verbal communication, with executive-level presentation skills.
• Ability to draft and review SOWs, LOEs, and services proposals.
• Strong negotiation and conflict-management abilities.
• Exceptional relationship-building, internally and externally.
• Ability to advise on governance, change management, and business process redesign.
• Ability to manage multiple stakeholders and deadlines simultaneously.
• Understanding of SaaS architectures, cloud environments (AWS/Azure), integrations, and data migrations.
• Familiarity with compliance archiving, electronic communications retention, and related ecosystems (preferred).