Services Architect (Professional Services Sales)
Outreach
IT, Sales & Business Development
Atlanta, GA, USA
Posted on Nov 27, 2024
Outreach is the first and only AI Sales Execution Platform built for intelligent revenue workflows. Built on the world’s largest foundation of customer interactions and go-to-market team data, Outreach’s leading revenue AI technology helps go-to-market professionals and their companies win by intelligently accelerating decision making and elevating sellers to do their best work. Our powerful platform gives revenue teams the tools they need to design, measure, and improve a revenue strategy for every stage of the customer journey, improving efficiency and effectiveness across the entire revenue cycle. Over 6,000 customers, including Zoom, McKesson, Snowflake, SAP, and Okta use Outreach to power workflows, put customers at the center of their business, improve revenue results, and win in the market.
The Role:
As a Services Architect at Outreach, you'll collaborate with RVPs, GTM leaders, Sales Directors, and Customer Success teams to drive value-based services sales and customer outcomes. You'll pitch, scope, and propose our Professional Services (PS) offerings to our customers that outline a vision of what they should come to expect during their implementation and future management of Outreach post-purchase. This includes conducting product presentations, aligning business requirements with Outreach’s services, and creating tailored proposals that showcase our program/project management, consulting, technical, and training expertise. This role is a services advocate; understanding how our approach to implementation is a differentiator and how it compliments the overarching customer journey. This is a quota-carrying role.
Location: US Remote (Preferred: EST locations; supporting Central US to EMEA regions)
Your Daily Adventures Will Include:
As an Outreach Services Architect, you are responsible for acting as an overlay function that partners alongside our Account Executives. You will pitch, propose and consult related Business Partners including prospective customers on how to utilize Outreach Professional Services to ensure that the Outreach platform is configured and deployed to the needs of their organization:
- Partner with internal Outreach teams to discover and understand the prospect's situation and the challenges that they are experiencing
- Align with RVPs and AEs to develop account strategies, ensuring alignment between the desired software outcomes & necessary consulting to ensure customer outcomes
- Partner with Account Managers to develop and showcase offerings for existing clients to support their ongoing value realization and/or expansion plans
- Work with a variety of prospect stakeholders to understand their existing processes and craft solutions using Outreach, ranging from Executive level presentations to Technical owner discussions and validations
- Provide your prospects with insights and learnings from your vast experience in helping customers improve their business / sales development processes
- Translate prospect use cases into actionable plans and solutions with the Outreach application and help demonstrate the path to ROI
- Collaborate with our pre-sales and technical teams to manage any technical items needed in their evaluation and ultimately expand those technical items into full project proposals
- Share field learnings with internal teams, contributing to Sales, Marketing, Product, and Success teams
- Assist with pipeline planning, forecasting, contracts, and project prep in partnership with Services Operations
- Assist other Solutions Architects in the execution of the above responsibilities
Basic Qualifications
- 2 to 4 years in sales, selling customized services (implementation, consulting, development and enablement, etc.).
- Familiarity with SaaS services organizations and experience selling into complex, global enterprises; extra benefit if you are someone comfortable with selling into different segments and traditional lines of business
- Knowledge of Outreach platform and its capabilities to address core business needs
- Strong understanding of Implementation Services alongside Project Management, Change Management, and consulting in global and mid-market organizations
- Proven success in team-based selling; plus, the ability to identify and drive revenue opportunities to meet and exceed quarterly and annual targets
- Strive to be at the top of the leaderboard, and constantly look for ways to optimize their craft
- Ability to tailor presentations to both executive and technical audiences
- Strong organizational skills and work ethic, with a passion for delivering high-quality work on behalf of customers
- Demonstrated ability to quickly learn new technology and communicate its business value
- Collaborative, problem-solving mindset with a resourceful approach to closing opportunities
- Familiar with Salesforce/other CRMs, sales strategies, processes, and development methodologies
- A team player dedicated to rising all tides with a great energy and enthusiasm
Preferred Qualifications
- Bachelor’s degree or equivalent work experience
- Passion for designing Service Selling processes that scale across the Professional Services organization
- Thorough understanding of the challenges a global organization faces when implementing a new technology and how to help them manage change
- Familiar with common sales tools (SFDC, DiscoverOrg, RingCentral) as well as Sales Engagement Platforms
- Ability to break down ambiguous problems into concrete, manageable components and think through optimal solutions
- Enjoy “getting your hands dirty” by digging into complex operations
- Strong communication and collaboration skills; open to input from other team members and departments; driving towards the most robust strategy
Core Values
- You embody our core values (empower): Play full-out, Operate from a mindset of abundance, Win impeccably, Elevate the customer and Rally the culture
Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $140,000 - $215,000. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the size of the book of business being managed, candidate's skills, and qualifications. We have a location-based compensation structure; there may be a different range for candidates in other locations.
#LI-KH2 #LI-remote
Why You’ll Love It Here
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Diversity and inclusion programs that promote employee resource groups like OWN+ (Outreach Women's Network), Adelante (Latinx community), OBX (Outreach Black Connection), Mosaic (AAPI community), Pride (LGBTQIA+), Gender+, Disability Community, and Veterans/Military
• A parental leave program that includes not just extended time off but options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen
• We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status
Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.