About the role
Professional Services Sales & Solution Strategy Lead the Services sales process for new customer implementations, expansions, and transformation initiatives. Partner with Account Executives and customers to develop implementation strategies that support business objectives and product adoption. Facilitate discovery sessions to understand customer
requirements, operating models, technical environments, and success criteria. Translate business and technical
requirements into scalable implementation approaches and services solutions. Position Solution Delivery as a strategic enabler of customer outcomes and long-term platform value. Develop effort estimates, resource plans, pricing models, and commercial structures that balance customer value, delivery feasibility, and profitability objectives. Manage scope alignment throughout the sales cycle and ensure smooth transition into delivery. Support change requests and scope modifications as customer needs evolve. Ensure engagements align with pricing guidelines, margin targets, and business objectives. Contribute to the development of packaged services offerings, implementation accelerators, and scalable delivery models. Provide feedback and market insights that influence Solution Delivery strategy and go-to-market priorities. Support onboarding, enablement, and knowledge sharing across the Services Sales organization. Participate in strategic initiatives designed to improve forecasting, service offerings, sales tools, methodologies, and customer outcomes. Serve as the primary Services Sales advisor for strategic opportunities and complex enterprise deals. Partner with Solution Delivery leaders to validate implementation approaches, staffing assumptions, and execution readiness. Collaborate with Customer Success teams to identify adoption risks, expansion opportunities, and services-led value acceleration initiatives. Support partner-led and co-delivered engagements through joint planning, solution validation, and services strategy alignment. Act as a trusted advisor to internal stakeholders throughout the deal lifecycle. 8+ years of experience in enterprise software, SaaS, consulting, professional services sales, solution consulting, or implementation services. Proven track record selling and negotiating complex Professional Services engagements in enterprise environments. Extensive experience creating and negotiating Statements of Work, project scopes, pricing structures, and commercial agreements. Strong understanding of implementation methodologies, enterprise software deployments, systems integration, and customer transformation programs. Excellent executive communication, presentation, negotiation, and stakeholder management skills. Experience supporting HCM, Talent Acquisition, Talent Management, HR Technology, AI, or Enterprise SaaS solutions. Experience working with partner-delivered implementation models and global systems integrators. Consulting background with a leading systems integrator, enterprise software company, or management consulting firm. Experience selling or contracting within U.S. federal, state, or local government environments, including familiarity with government procurement processes, compliance
