Enterprise Solutions Manager (ESM) - PSO Sales, Enterprise Accounts

Boomi is a fast-growing company that aims to connect everyone to everything through its intelligent integration and automation platform. The Enterprise Solutions Manager will build pipeline and close services deals, engage with customers and partners, and establish credibility with C-level executives to drive customer satisfaction and success.

Responsibilities:

• Build pipeline and close services deals, engage strategically with prospects, customers and partners
• Establish deep credibility with C-level and customer executives by establishing a trusted-advisory role through expertise and engagement
• Responsible for meeting or exceeding Services bookings targets
• Collaborate with the platform sales organization on their assigned opportunities to determine the Services Strategy for prospect accounts
• Understand the competitive landscape and customer/prospect needs to effectively position the value of Boomi Professional Services
• Present Boomi Professional Services solutions, product offerings and associated value proposition to customers/prospects
• Partner with Professional Services delivery teams and Solution Consulting to execute a path to customer satisfaction and success
• Provide services methodology by scoping technology solutions to meet customer business/ technical requirements
• Create and validate Professional Services Proposals and present to prospects/customers
• Manage/Support Professional Services Services Order Forms (SOF) / Statement of Work (SOW) and contracting processes
• Establish rigorous sales discipline across all aspects of sales engagement, pipeline development/management and forecasting
• Lead the Services sales strategic engagement and sales maturity; including collaborating and partnering with adjacent organizations (ie Customer Success, Sales, Marketing, Finance, Operations) to delight the customer
• Develop strong focus on post-implementation sales of all incremental services offerings, solution to drive adoption of the Boomi Platform
• Be a trusted advisor among internal and external constituents (up to C level) based on program management, product and solution knowledge
• Assist in refining and developing methodologies, tools and programs around Services sales execution
• Maintain accurate and timely sales status and next steps, pipeline financials, and services forecast data in our CRM

Requirements:

• 10+ years enterprise software sales experience
• Supports large complex accounts
• Analyzes and leverages industry, competitor and market data to set strategy
• Gains access and manages relationships with senior level executives
• Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
• Interfaces directly with customers to ensure satisfaction with our solutions
• Establishes performance goals and metrics to drive execution
• Conducts informal coaching sessions with internal teams
• Provides insight and thought leadership to customers in order to create and leverage strategic partnership
• World class account manager with strong boardroom/executive presence
• Seen internally and externally as the senior authority in a given segment and/or channel
• At times, leveraged to coach/mentor others
• Anticipates customer needs beyond existing scope of our products and services
• Identifies cost effective and practical alternatives by bundling products/service 'solutions' to maximize our opportunity while meeting the customer's needs
• Provides team leadership on large, complex opportunities
• May be assigned to specific national account(s) that traditionally has the highest complexity and strategic importance to the firm
• Ability to travel at least 20-30% of time including overnight travel
• Ensure effective knowledge transfer and hand-offs to support post implementation activities