Services Sales Consultant (Sr. Account Executive, Services Sales)

Smarsh is seeking a highly skilled and consultative Services Sales Consultant to support and expand its Enterprise and Federal businesses. This role acts as a critical liaison between Smarsh Global Services (SGS) and the Enterprise and Federal Sales teams, ensuring customers understand the value of Smarsh’s professional services, migrations, managed services, and compliance-focused delivery offerings. The consultant will drive services revenue and accelerate the adoption of Smarsh solutions by translating customer needs into well-scoped service engagements.

Must Have

• Drive the sale of professional services, migrations, custom integrations, and managed services offerings.
• Lead discovery sessions to understand technical, business, and compliance requirements.
• Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates.
• Collaborate with Enterprise and Federal Sales teams to support deal strategy.
• Support RFP/RFI responses that include services components, especially within federal procurement frameworks.
• Serve as the primary connection between SGS and the Enterprise/Federal Sales teams.
• Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements.
• Ensure alignment on customer expectations, scope, and delivery commitments.
• Act as a trusted advisor for customers in heavily regulated industries.
• Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP, FOIA, public records laws, federal data governance, and related compliance frameworks.
• Understand federal procurement workflows, contracting vehicles, and acquisition cycles.
• Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations.
• Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes.
• Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders.
• Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation.
• Drive services revenue growth across Enterprise and Federal segments.
• Maintain accurate forecasting, reporting, and pipeline visibility for services deals.

Good to Have

• Familiarity with compliance archiving, electronic communications retention, and related ecosystems.

Perks & Benefits

• Opportunities for professional development and growth
• Collaborative work environment
• Innovation-focused culture
• Global organization valuing diversity

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

Smarsh is seeking a highly skilled and consultative Services Sales Consultant to support and expand our Enterprise and Federal businesses. This individual will act as the critical liaison between Smarsh Global Services (SGS) and the Enterprise and Federal Sales teams, ensuring customers gain a clear understanding of the value and importance of Smarsh’s professional services, migrations, managed services, and compliance-focused delivery offerings.

This role requires a unique blend of technical knowledge, business acumen, consultative selling expertise, and the ability to translate customer needs into well-scoped service engagements. The Services Sales Consultant will work closely with SGS product management, sales teams, delivery leaders, and customer success to drive services revenue and accelerate the adoption of Smarsh solutions.

Services Sales & Deal Support

• Drive the sale of professional services, migrations, custom integrations, and managed services offerings.
• Lead discovery sessions to understand technical, business, and compliance, change management, and governance requirements.
• Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates.
• Collaborate with Enterprise and Federal Sales teams to support deal strategy, reinforce MEDDPICC discipline, and position SGS services early and effectively in the sales cycle.
• Develop high-quality services proposals, SOWs, LOEs, pricing models, and adoption-focused services plans.
• Build and deliver persuasive decks and executive presentations that position Smarsh Services as essential to customer transformation.
• Support RFP/RFI responses that include services components, especially within federal procurement frameworks.

Liaison Between SGS & Sales

• Serve as the primary connection between SGS and the Enterprise/Federal Sales teams.
• Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements.
• Ensure alignment on customer expectations, scope, and delivery commitments.
• Partner with SGS Delivery and Product Management to ensure smooth handoffs from sales to implementation.
• Escalate service-related risks and drive cross-functional coordination to resolve issues.

Enterprise & Federal Expertise

• Act as a trusted advisor for customers in heavily regulated industries, especially financial services and federal agencies.
• Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP , FOIA, public records laws, federal data governance, and related compliance frameworks.
• Understand federal procurement workflows, contracting vehicles, and acquisition cycles.

Solution Scoping & Technical Understanding

• Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations.
• Work closely with SGS product management to stay aligned on service offerings, pricing models, and feasibility.
• Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes, and accurately defined SOWs.
• Partner with Delivery leadership to ensure scoping accuracy and successful execution.

Customer & Executive Engagement

• Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders.
• Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation.
• Present compelling business process redesign and governance recommendations when necessary to drive customer outcomes.
• Support renewals and expansions by highlighting services that drive long-term customer outcomes.

Revenue Ownership

• Drive services revenue growth across Enterprise and Federal segments.
• Maintain accurate forecasting, reporting, and pipeline visibility for services deals.
• Ensure proper service packaging, positioning, qualification (MEDDPICC) and revenue alignment with SGS strategy and financial goals.

What will you bring?

• 8+ years’ experience selling professional services, consulting engagements, SaaS implementation services, or complex technical solutions.
• Experience selling into or supporting federal agencies and understanding their procurement and security requirements.
• Strong background supporting or selling to large enterprises in regulated markets (financial services, public sector, healthcare, etc.).
• Proven ability to work cross-functionally with sales, delivery, product, and customer success teams.
• Consultative selling and strong discovery capability.
• Excellent written and verbal communication, with executive-level presentation skills.
• Ability to draft and review SOWs, LOEs, and services proposals.
• Strong negotiation and conflict-management abilities.
• Exceptional relationship-building, internally and externally.
• Ability to advise on governance, change management, and business process redesign.
• Ability to manage multiple stakeholders and deadlines simultaneously.
• Understanding of SaaS architectures, cloud environments (AWS/Azure), integrations, and data migrations.
• Familiarity with compliance archiving, electronic communications retention, and related ecosystems (preferred).

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.