Note: The job is a remote job and is open to candidates in USA. CBTS is a technology solutions provider serving enterprise and midmarket clients across the United States and Canada. They are seeking a Services Sales Executive to lead and win complex Professional Services engagements, acting as a trusted advisor and orchestrating cross-functional teams to deliver high-value transformation programs.
Responsibilities
- Proactively identify, create, qualify, and lead large, complex Professional Services opportunities ($5M–$50M+) across existing accounts, whitespace segments, and targeted new logos
- Engage early with customers alongside Account Executives and Account Managers to shape demand, define transformation agendas, and uncover business-outcome-led opportunities
- Lead consultative, outcome-based discovery sessions aligned to business priorities and strategic objectives
- Own and drive the end-to-end sales cycle from initial engagement through close
- Align with Account Executives and regional sellers on territory strategy, whitespace penetration, account plans, and customer engagement priorities
- Consistently generate pipeline through outbound prospecting, relationship development, referrals, and strategic account penetration
- Collaborate with Solution Leads to define overall solution strategy and approach
- Partner with Solution Architects to design scalable, fit-for-purpose solutions and with Solution Engineers to validate feasibility and supporting detail
- Collaborate with Advisory & Strategic Pursuits for multi-workstream strategic opportunities
- Work closely with Delivery teams to ensure executability and alignment to capability
- Translate customer needs into outcome-based service offerings — including advisory and strategy engagements, assessments and workshops, implementation and transformation programs, and managed services
- Lead proposal development, pricing strategy, and commercial structuring — ensuring proposals are compelling and clearly articulate how we solve for customer challenges and deliver measurable business outcomes
- Partner closely with technical presales, architects, and delivery leaders to identify, articulate, and refine solution design into clear, accurate, and compelling customer-facing proposals
- Drive internal alignment and approvals to accelerate time-to-close
- Build and maintain trusted relationships with C-suite and senior business stakeholders
- Act as a trusted advisor to Account Managers and Account Executives, guiding customers through complex decisions with clarity and confidence
- Lead executive-level conversations focused on business impact — not just technology
- Navigate complex stakeholder environments to drive alignment and consensus
- Own deal quality, margin, and commercial viability across every pursuit
- Build and maintain a robust pipeline of Professional Services opportunities across existing accounts, whitespace segments, and new logos
- Drive pipeline creation, account expansion, and whitespace penetration
- Identify and convert follow-on, cross-sell, and managed services opportunities — positioning Professional Services engagements as the gateway to long-term recurring revenue
- Balance customer value with profitable growth and commercial rigor
- Achieve monthly and annual gross profit, bookings, and pipeline creation targets
- Maintain executive-level visibility into active engagements sold
- Act as the escalation point for critical risks and customer concerns
- Ensure fidelity of original business goals, intent, commitments, and scope through delivery and managed services phases
- Feed insights back into future deals, offerings, and go-to-market strategy
- Develop repeatable sales plays, solution frameworks, and go-to-market assets
- Mentor Solution Leads, Architects, and Engineers on deal strategy and positioning
- Bring market insight, competitive intelligence, and client feedback to shape portfolio evolution
Skills
- 10–15+ years in enterprise services sales, consulting, or services-led environments
- 5+ years selling outcome-based Professional Services via Statement of Work (SOW)
- Proven success leading large, complex deals ($5M–$50M+) from inception through close
- Proven experience personally owning and drafting customer-facing SOWs for complex services engagements
- Demonstrated success partnering with technical presales teams to scope and close services opportunities
- Background in MSP, GSI, or large-scale consulting organizations with deep experience across sales, presales, and delivery collaboration models
- Strong track record in consultative, outcome-based, and value-led selling
- Expertise in commercial structuring, pricing strategy, and negotiation
- Proven ability to connect technology investments to business outcomes and ROI
- Proven history of meeting or exceeding revenue and gross profit quotas
- Experience prospecting into enterprise and mid-market accounts
- CRM discipline (Salesforce preferred)
- Experience selling across one or more of the following service domains: Cloud & Infrastructure Services
- Application Modernization and Software Development
- Data & AI Services
- Cybersecurity Services
- Unified Communications and Collaboration
- Understanding of services delivery models (project-based and managed services), transformation programs, and enterprise IT operating models
- Demonstrated success building and closing multi-year transformation programs
- Experience working in matrixed organizations across technology or services domains
Benefits
- Competitive base salary and performance-based incentive plan tied to bookings and gross profit contribution.
- Opportunity to shape high-visibility, high-value strategic pursuits and leave a lasting mark on client transformation journeys.
- Access to a best-in-class partner ecosystem including co-sell programs and joint go-to-market resources.
- Dedicated professional development budget covering certifications, industry conferences, and advanced training.
- Collaborative team culture that shares assets, wins, and knowledge across a growing community of services professionals.
Company Overview