PS Sales Consultant (U.K. Region)

About the Role

The successful candidate understands the value proposition of Kong platform products and consulting services and can quantify this benefit to its prospects and customers. The PS Consultant hunts for opportunities, builds pipeline, collaborates with Account Executives during sales meetings, writes service proposals, manages quotations, gains appropriate approvals, and presents those proposals to prospective and existing customers.

The ideal candidate will have a successful background working within a professional services organization, focused on the selling and/or implementation of technology solutions for customers. The candidate will excel at managing multiple sales opportunities concurrently, find service champions in their accounts, build relationships, and provide technical guidance on services that will deliver the best value for our customers.

What you’ll do

• Consistently work on building a pipeline of services opportunities by partnering with regional sales leadership, account managers, and solution architects.
• Manage multiple opportunities through sequential stages of the sales process.
• Lead the services sales process to understand the customer’s business and technical objectives and solution requirements to position and attach the appropriate services.
• Provide guidance to Account Executives and Solution Engineers on the proper services to be positioned to prospective and existing customers.
• Earn trusted advisor status by engaging directly with prospective and existing customers to recommend the appropriate services that will deliver value and help customers achieve their objectives.
• Lead the entire professional services sales process, including discovery, design of preliminary solution architecture, writing of Statements of Work (SOW) and/or positioning the appropriate service package offerings.
• Maintain an accurate forecast of services opportunities and actively participate in regional forecast meetings.
• Develop and maintain a collection of professional services, service packages, and data sheets, presentations, solution briefs, and SOW templates to support sales activities.
• Travel as needed, up to 30% of the time.

What you'll bring

• 5+ years working within a professional services organization, focused on the selling of technology solutions and consulting services for customers.
• Experience conducting requirements & scope assessment workshops with prospective and existing customers.
• Experience positioning outcome-based services aligned to customer business and technical objectives.
• Experience creating and selling packaged professional services offerings.
• Ability to articulate and position the value proposition of professional services offerings.
• Excellent interpersonal skills, with the ability to persuade others through exceptional verbal and written communication.
• Experience engaging with senior business leaders and delivering customer facing presentations.
• Ability to develop and articulate business cases / ROI studies (internal and external).
• BS in Computer Science / B.A. or equivalent technical sales experience.

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