Service Solutions Consultant (Service Sales)

The role

This person will design and sell consulting services to enterprise customers to improve business efficiency, security, TCO, and ROI. They will lead the end-to-end sales process from identifying business challenges to closing deals and maintaining customer relationships.

What you will do

• Understand business challenges and future visions through dialogue with enterprise executives, IT, and business departments.
• Design and sell consulting services that lead to business efficiency, security improvement, TCO reduction, and ROI improvement.
• Collaborate with account sales, solution architects, customer success, product, and delivery teams to create new opportunities.
• Take responsibility for the end-to-end sales process including scoping, proposals, estimates, SOW creation, price negotiation, and closing.
• Design and execute pipeline creation, proposal strategies, and actions to achieve quarterly and annual revenue targets.
• Lead discussions and proposals by providing constructive input to account sales and related departments.
• Plan new consulting services and proposal themes based on customer and market insights.
• Maintain relationships with delivery teams and customers after closing to connect project insights to future value propositions.

Required qualifications

• Experience leading discovery, proposal, negotiation, and closing for IT solutions, SaaS, professional services, or consulting services for enterprise customers.
• Experience structuring problems and converting them into specific solutions or opportunities through hypothesis and dialogue when requirements are not clear.
• Track record of autonomously executing pipeline creation, management, deal strategy, and closing to meet revenue targets.
• Experience leading proposals in complex enterprise deals involving multiple stakeholders.
• Ability to constructively propose and execute actions necessary for customers and Box business regardless of existing roles or methods.

Nice to have

• Experience in proposal, scoping, estimation, SOW creation, and price negotiation in professional services or IT consulting.
• Knowledge and experience in enterprise content management, cloud, AI, and DX.
• Experience planning new consulting services and developing sales plays and proposals.
• Experience proposing business transformation or IT strategies to C-Suite leaders.
• Ability to understand customer technical environments and business backgrounds to depict future visions of value from Box and Box Consulting.

About the company

Box is a leading company in intelligent content management (ICM) platforms. Box Japan was established in 2013.