Senior Sales Account Executive

Skills and Qualifications:

The Services Sales Specialist plays a critical role in expanding the professional services and support business by positioning high-value consulting, implementation, and managed services offerings.

Beyond traditional sales capabilities, the role requires strong consultative selling and solution framing skills.

Candidate must be capable of engaging senior stakeholders across business and IT, diagnosing operational challenges, and translating them into services-led transformation opportunities. This includes articulating the value of process automation, digital transformation, and AI-enabled workflow modernization in ways that align with the client's strategic priorities.

The ideal candidate demonstrates strong understanding of enterprise professional services models, including advisory services, implementation programs, application modernization, and post-deployment support services. Experience structuring multi-phase transformation engagements—from discovery workshops through implementation and long-term support—is highly valuable.

The candidate must possess excellent cross-functional coordination skills. They should be comfortable working with solution architects, delivery leads, and platform specialists to shape proposals, scope engagements, estimate effort, and ensure realistic delivery commitments.

Financial acumen is also important. The specialist must understand services pricing, utilization models, margin management, and deal structuring to ensure that engagements are both competitive and profitable.

Candidate must bring a relationship-driven mindset, capable of nurturing long-term partnerships with enterprise clients. This includes identifying expansion opportunities such as additional modules, automation use cases, support contracts, and managed services that grow the lifetime value of each customer.

Roles and Responsibilities:

1. Drive Professional Services Revenue Growth

Develop and execute a services-focused sales strategy to generate new consulting, implementation, and support engagements tied to the company's digital transformation offerings.

2. Identify and Qualify Services Opportunities

Work closely with account executives and platform sales teams to identify opportunities where professional services can accelerate client adoption, maximize platform value, and solve complex business problems.

3. Lead Services Deal Structuring and Proposal Development

Collaborate with solution architects and delivery teams to scope engagements, define project phases, estimate effort, and produce compelling proposals, statements of work, and pricing models.

4. Position Value of Services in Digital Transformation Programs

Articulate how advisory, implementation, and support services enable successful adoption of enterprise platforms such as Appian and OutSystems, ensuring clients understand the full value of end-to-end services.

5. Expand Existing Client Relationships

Proactively identify follow-on services opportunities within existing accounts, including platform expansion, new automation initiatives, managed services, and application lifecycle support programs.