Sr. Account Executive, Services Sales

US - RemoteFull-TimeMid-levelCustomer Acquisition

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Drive the sale of professional services, migrations, custom integrations, and managed services offerings.
Lead discovery sessions to understand technical, business, and compliance, change management, and governance requirements.
Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates.
Collaborate with Enterprise and Federal Sales teams to support deal strategy, reinforce MEDDPICC discipline, and position SGS services early and effectively in the sales cycle.
Develop high-quality services proposals, SOWs, LOEs, pricing models, and adoption-focused services plans.
Build and deliver persuasive decks and executive presentations that position Smarsh Services as essential to customer transformation.
Support RFP/RFI responses that include services components, especially within federal procurement frameworks.

Serve as the primary connection between SGS and the Enterprise/Federal Sales teams.
Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements.
Ensure alignment on customer expectations, scope, and delivery commitments.
Partner with SGS Delivery and Product Management to ensure smooth handoffs from sales to implementation.
Escalate service-related risks and drive cross-functional coordination to resolve issues.

Act as a trusted advisor for customers in heavily regulated industries, especially financial services and federal agencies.
Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP , FOIA, public records laws, federal data governance, and related compliance frameworks.
Understand federal procurement workflows, contracting vehicles, and acquisition cycles.

Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations.
Work closely with SGS product management to stay aligned on service offerings, pricing models, and feasibility.
Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes, and accurately defined SOWs.
Partner with Delivery leadership to ensure scoping accuracy and successful execution.

Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders.
Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation.
Present compelling business process redesign and governance recommendations when necessary to drive customer outcomes.
Support renewals and expansions by highlighting services that drive long-term customer outcomes.

Drive services revenue growth across Enterprise and Federal segments.
Maintain accurate forecasting, reporting, and pipeline visibility for services deals.
Ensure proper service packaging, positioning, qualification (MEDDPICC) and revenue alignment with SGS strategy and financial goals.

8+ years’ experience selling professional services, consulting engagements, SaaS implementation services, or complex technical solutions.
Experience selling into or supporting federal agencies and understanding their procurement and security requirements.
Strong background supporting or selling to large enterprises in regulated markets (financial services, public sector, healthcare, etc.).
Proven ability to work cross-functionally with sales, delivery, product, and customer success teams.
Consultative selling and strong discovery capability.
Excellent written and verbal communication, with executive-level presentation skills.
Ability to draft and review SOWs, LOEs, and services proposals.
Strong negotiation and conflict-management abilities.
Exceptional relationship-building, internally and externally.
Ability to advise on governance, change management, and business process redesign.
Ability to manage multiple stakeholders and deadlines simultaneously.
Understanding of SaaS architectures, cloud environments (AWS/Azure), integrations, and data migrations.
Familiarity with compliance archiving, electronic communications retention, and related ecosystems (preferred).