At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, our industry-first operating system for marketers, we offer teams flexibility and choice to build their stack their way with our fully SaaS, fully decoupled, and highly composable solution.
We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC, reinforcing our role as a trailblazer in MarTech.
The Professional Services Sales Director will play a crucial role in driving revenue growth by selling our professional services to new and existing clients. This role requires a seasoned sales professional with a deep understanding of Optimizely’s SaaS solutions and a proven track record of success in selling professional services in a global market. The ideal candidate will be adept at identifying client needs, crafting tailored solutions, and closing complex sales deals.
Job Responsibilities
1. Develop and Execute Sales Strategies: Create and implement effective sales strategies to meet and exceed sales targets for professional services.
2. Identify and Pursue Opportunities: Proactively identify new business opportunities and cultivate relationships with potential clients across multiple regions.
3. Client Engagement: Engage with clients to understand their unique needs and challenges, and position our professional services as the optimal solution.
4. Solution Selling: Utilize consultative selling techniques to present and demonstrate the value of our professional services, addressing client pain points and requirements.
5. Proposal Development: Collaborate with internal teams to develop compelling proposals and presentations that effectively communicate our value proposition.
6. Contract Negotiation: Lead the negotiation process to secure profitable contracts and ensure favorable terms for both the client and our company.
7. Cross-Functional Collaboration: Work closely with product, marketing, and customer success teams to ensure alignment and deliver seamless client experiences.
8. Market Analysis: Stay informed about industry trends, market conditions, and competitive landscape to identify areas for growth and differentiation.
9. Sales Reporting: Maintain accurate and up-to-date records of sales activities, pipeline status, and forecasted revenue.
10. Customer Advocacy: Serve as an advisor to clients, advocating for their needs and ensuring their satisfaction with our services.
11. Execution Plan: Responsible for the execution plan of each assigned account.
12. Business Plan Development: Develop a strategic and comprehensive business plan for your accounts, including identifying core customer requirements and mapping the benefits of Optimizely's solutions to customer requirements and agreed outcomes.
13. Executive-Level Engagement: Sell-to and work with executive-level customer decision-makers up to and including the CXO level.
14. Forecasting and Account Plans: Accountable for accurate forecasting in SFDC and the implementation of agreed account and business plans.
15. Pipeline Development: Take ownership to create new opportunities for both the shorter and longer-term by working with Strategic Partners and Marketing to develop a plan for the accounts, including events, seminars, and roadmap sessions.
16. Business Development: Evolve professional Services offerings in alignment with Optimizely’s strategic goals and product development. Enhance current Professional Services offerings and develop new strategic packages that can be deployed across customers and partners.
Knowledge and Experience
1. Professional Experience: Minimum of 5 years of experience in sales, with a focus on professional services within the SaaS industry.
2. Global Sales Experience: Proven track record of successfully selling professional services to clients in various regions, including North America, Europe, and Asia-Pacific.
3. Technical Acumen: Strong understanding of SaaS solutions and the ability to articulate technical concepts to non-technical audiences.
4. Consultative Selling: Expertise in consultative selling techniques, with the ability to build rapport and trust with clients.
5. Negotiation Skills: Exceptional negotiation and closing skills, with a demonstrated ability to secure high-value contracts.
6. Communication Skills: Excellent verbal and written communication skills, with the ability to deliver compelling presentations.
7. Analytical Skills: Strong analytical and problem-solving abilities, with a keen eye for detail.
8. Adaptability: Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities simultaneously.
9. Team Player: Collaborative mindset with the ability to work effectively within cross-functional teams.
Education
Bachelor’s degree in Business, Marketing, or a related field. MBA or advanced degree is a plus.
Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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