Service Sales Manager

Duties and Responsibilities:

• Articulate and sell the value of Services within prospective and existing accounts enterprise customers
• Work in conjunction with RSMs, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive ZScaler proposal
• Own Services bookings quota in the assigned territory with attach rate targets
• Translate high-level product proposals into an implementable technical solution
• Execute Professional Services technical scoping activity with prospective customers and produce proposal, Statement of Work, and resource plans
• Plan and lead teams of resources involved in scoping professional services for our most complex solutions and the largest customers.
• Plan and lead Training positioning and discovery with prospective customers, make training recommendations, and ensure appropriate training is included in proposals and quotes.
• Work with ZS channel partners on joint proposals and scoping to ensure customer success
• Being recognized by customer as a trusted advisor in product deployment
• Participate in virtual teams to assist buildout Services methodologies, processes, offerings/services, and collateral

Qualifications:

• 5+ years experience of selling Professional Services and/or Technology Solutions.
• 5+ years meeting/exceeding services bookings targets in a services organization.
• 5+ years building and maintaining positive relationships with key partners throughout a delivery process.
• Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
• 2+ years of experience mastering the SOW/Proposal processes by scoping, producing, and delivering to the customer SOW’s that meet customers documented requirements
• Can articulate relevant customer success stories and metrics that demonstrate value to the customer.
• 3+ years experience with Security technologies and Networking protocols
• 3+years experience with Software as a Service and Infrastructure as a Service
• Effectively communicate technical information to non-technical audiences
• Some knowledge and experience in Identity and Access Management (IAM) and Policy Management preferred
• Understands how to communicate difficult/sensitive information thoughtfully
• Ability to learn ZScaler solutions at a technical consultant level

Communication:

• Communicates with internal and external customers and management
• Delivers informative, well-organized presentations

Team and Customer Interaction:

• Facilitates and leads effective team interaction
• Communicates effectively with customers to identify needs and evaluate alternative business and technical solutions with customers
• Continually seeks opportunities to increase customer satisfaction and deepen client relationships
• Manages client expectations effectively