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Services Solutions Manager at ScienceLogic
Reston, VA, US

What we’re looking for…

We are looking for an experienced Services Solutions Manager (SSM) to drive professional services sales and support our direct sales teams in the Americas East region and Federal. The SSM will play a critical role within our worldwide sales organization to help deliver the company’s revenue plan using a consultative pre-sales approach. In this role, you will build relationships with direct sales teams, provide subject matter expertise in professional services, scope engagements, and write proposals and Statements of Work (SOWs) to increase services bookings. You will use your experience in ITOM, ITSM and Digital Performance Management to work collaboratively and cross-functionally to create both software-attached and non-attached services solutions that ScienceLogic’s Professional Services organization can deliver to fulfill customer requirements. Do you have high energy and a strong background in technology and professional services? Do you have deep experience in consultative selling techniques? Then read on.

Who we are…

ScienceLogic is a leader in Intelligent Application and Service Monitoring (IASM), providing modern IT operations with actionable insights to predict and resolve problems faster in a digital, ephemeral world. ScienceLogic’s worldwide sales team is passionately focused on selling solutions that drive customer outcomes. We are responsible for increasing revenue and booking new business in 3 geographic regions: the Americas; Europe, Middle East and Africa (EMEA); and Asia Pacific. We have geo-based sales teams focused on each of these regions, as well as dedicated sales teams focused on federal customers, global systems integrators and managed service providers.

What you’ll be doing…

  • You will be responsible and accountable for delivering the services bookings plan in the Americas East region and Federal.
  • You will build relationships with direct sales teams, offer subject matter expertise in professional services, scope engagements, and write proposals and Statements of Work (SOWs) to increase services bookings.
  • You will use your deep product and professional services knowledge to create services solutions that help customers achieve successful business outcomes from their investment in ScienceLogic software.
  • You will work collaboratively and cross-functionally to create both software-attached and non-attached services solutions that ScienceLogic’s PS organization can deliver profitably to fulfill customer requirements.
  • You will proactively provide consultative advice and guidance to Sales and customers on how best to use services to realize value from ScienceLogic software over the Land, Adopt, Expand and Renew Lifecycle.
  • You will work collaboratively with the Sales and Professional Services Delivery teams to scope, price, propose, negotiate and close professional services engagements.
  • Participate in consultative pre-sales workshops and discovery meetings to understand customer business challenges, desired business outcomes, and technical requirements.
  • Identify opportunities to create repeatable professional services offerings and participate in the service development process.
  • Coordinate, collaborate and communicate with all company stakeholders, including Sales, Services Sales, Systems Engineering, Professional Services Delivery, Office of the CTO, and executives as required to meet company and customer commitments.
  • Recommend process improvements and champion change management when required.
  • Travel to customer meetings as required (approximately 30% travel is expected).

Qualities you possess…

  • A bachelor’s degree or higher in a technical discipline (computer science/engineering) or equivalent work experience.
  • Direct experience as a Services Solutions Manager for an OEM/Technology Provider or equivalent experience in a technical sales role that required deep product knowledge.
  • 10+ years in any combination of services sales, pre-sales system engineering, PS delivery/engagement consulting, and services solutions development.
  • Experience working for OEM technology provider that sold software and attached professional services.
  • Understanding the role of technology services in enabling customers to realize business value from a technology investment over the customer lifecycle (Land, Adopt, Expand and Renew).
  • Consultative solution sales experience with Enterprise Customers, Federal Government Agencies, Service Providers and System Integrators.
  • Ability to scope professional services engagements and create SOWs and proposals.
  • Ability to proactively sell professional services, negotiate contracts and close deals.
  • Ability to build relationships with the Field Sales organization to drive sales opportunity development.
  • Understanding of technical and commercial issues (ACV, TCV, pricing, revenue recognition, etc.) related to selling subscription-based software (SaaS or on-premises) with attached professional services.
  • Understanding of the contractual issues (including FARs and DFARs) related to PS contracts types, such as T&M and Fixed Price.
  • Understanding of ITOM, ITSM, networks, applications, cloud, SaaS and service-based solutions.
  • Excellent written, verbal, negotiation and collaboration skills.
  • Proactive, self-motivated and able to work independently and with a team on multiple, simultaneous opportunities.
  • Ability to prioritize competing deadlines.
  • ITIL knowledge preferred.

About ScienceLogic

ScienceLogic is the global leader in hybrid IT monitoring for the network of everything. Over 20,000 global service providers, enterprises, and government organizations rely on ScienceLogic to significantly enhance IT efficiency, optimize operations, and ensure business continuity. ScienceLogic is the first monitoring solution to provide a comprehensive view of all IT components through a single pane of glass, whether they reside in a public cloud environment or on premises. With over 1,500 dynamic management apps and custom dashboarding capabilities, we deliver the scale, resiliency, and automation needed to simplify the constantly evolving task of managing IT resources, services, and applications.