Director, Professional Services Sales

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $170.2k - $205.3k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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WEX

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1983

🏥 Healthcare

📦 Logistics

✈️ Travel

💰 $310M Post-IPO Debt on 2020-06

Healthcare • Logistics • Travel

WEX is a global commerce platform specializing in various business solutions to address operational challenges. They provide services in managing and mobilizing fleets with their fuel card systems, offering comprehensive fleet management and analytics. Additionally, they focus on business payments solutions that streamline processes across industries, enhancing efficiency and security. WEX is also involved in employee benefits administration, helping organizations effectively manage health and reimbursement accounts. Their diverse range of services caters to numerous sectors, emphasizing innovation, sustainability, and effective solutions for business growth.

📋 Description

• Own the commercial engine for Professional Services, including pipeline, deal construction, pricing discipline, forecast integrity, and partnerships across Sales, Account Management, and Delivery • Exceed Professional Services growth and bookings targets while delivering high customer satisfaction • Own plans to close gaps between committed pipeline and targets, including pursuits, timing, and actions • Create and conduct rigorous forecast and pipeline cadences; maintain data hygiene, make early risk calls, and provide leadership commentary • Report sales activity and forecasts to senior management and mentor the team on closing strategies • Lead strategy, pricing, and structuring of services engagements with Delivery, Operations, Deal Desk, and RevOps • Manage statement-of-work mechanics, engagement risk assessment, scope, assumptions, commercial terms, and margin preservation • Partner with Delivery leadership to ensure engagements are realistically scoped, properly staffed, commercially viable, and positioned for successful implementation • Serve as the commercial front door to Professional Services for Sales and Growth leaders and position services early in pursuits • Craft commercial strategy for positioning, pricing, and selling services across customer segments and routes to market • Define service priorities, customer-journey attachment points, offers, and pricing by segment • Lead value and economics conversations with client executives at strategic accounts and serve as executive sponsor on key engagements • Stay active in the field, including customer-site travel where warranted • Mentor and develop the services sales team, including recruiting, hiring, training, pipeline and opportunity management, deal reviews, performance management, and career planning • Lead the team through WEX's technology and AI journey by adopting tools and promoting sales innovation • Operate as an enterprise leader, anticipate commercial risks and opportunities, connect services performance to the Health & Benefits vision and strategy, and contribute to cross-functional decisions shaping customer experience

🎯 Requirements

• 8+ years in professional services sales, consulting, or solution sales, including direct accountability for a services number and a track record of consistent quota over-achievement • 3+ years of sales management and consultative selling experience, with a track record of building and developing commercial teams • Experience selling professional services inside a technology, software, or platform business • Demonstrated command of the services attach motion, including positioning services early in a license or subscription cycle, navigating platform and services revenue, understanding services investment supports platform growth and retention, and earning trust of quota-carrying sellers • Strong commercial acumen and understanding of services delivery dynamics, including SOW mechanics, project / engagement risk, staffing realities, and margin preservation • Proven ability to develop and maintain C-level relationships as a trusted advisor • Ability to thrive in ambiguity and build structure in a fast-paced environment • Demonstrated learning velocity and ability to become credible in a regulated market • Highly collaborative and able to work in a highly complex, matrix environment across sales and delivery ecosystems • Strong written and verbal communication skills and ability to construct clear commercial narratives • Preferred: experience in benefits administration, consumer-directed healthcare, payments, or healthcare technology • Preferred: working command of how employers, health plans, brokers, and third-party administrators buy; benefits-program regulations; and annual enrollment-cycle effects on implementation timing and scope • Preferred: experience building or scaling an advisory or consulting offer within a technology or platform business • Preferred: exposure to services P&L construction, utilization, and margin management

🏖️ Benefits

• Health insurance • Dental insurance • Vision insurance • Retirement savings plan • Paid time off • Health savings account • Flexible spending accounts • Life insurance • Disability insurance • Tuition reimbursement • Commission eligibility for most sales positions under an applicable plan • Quarterly or annual bonus eligibility for non-sales roles based on role and applicable plan • Comprehensive and market competitive benefits designed to support personal and professional well-being