Services Solutions Consultant

Purpose
As part of the rapidly scaling Box Consulting practice, the Services Solutions Consultant (SSC) is responsible for positioning and selling high-value, outcome-oriented consulting engagements to Box’s largest enterprise customers.   This particular role is focused on the US-West region for our largest Customer segment. 
 
The SSC will interface directly with C-Suite and Director level contacts of strategic enterprise accounts to pitch, solution, negotiate and close consulting engagement deals.  The SSC will work jointly with Box’s Sales and Customer Success organizations to provide the value proposition, scoping, solutioning and estimation of the Box Consulting effort required for new sales opportunities.  
 
The Services Solutions Consultant also leads the creation, presentation, and delivery of the final Statement of Work (SOW) in order to ensure Box enterprise customers are set up for successful consulting engagements. The SSC may work with the Account team during the initial discovery and demonstration process to ensure that the customer’s requirements are fully understood and included in the implementation SOW.
 
This role has a responsibility to meet quarterly and annual quota objectives working in tandem with the Sales organization. The Services Solutions Consultant will also have responsibility for maintaining, scaling and enhancing Box Consulting’s sales infrastructure, methods, processes, templates, and tools.  The SSC is also responsible for aspects of delivery once the Statement of Work is sold, in order to ensure an ongoing relationship with the Customer to successfully position ongoing "Phase 2+" work to help Customers accelerate their content management maturation and journey.  
 
Why Box needs you  
Box is growing fast. Real fast. Every business in the world is looking to modernize the ways they work. As the leader in Cloud Content Management, Box is the only company that can help enterprises transform how people work together. 
 
We are the market leader for Cloud Content Management. Through our continued innovation, we have developed a set of solutions that allow organizations to more effectively manage their content, collaborate with employees and customers, and utilize our best in breed platform to develop their own applications. We have an amazing opportunity to further establish ourselves as the leaders in this space, and we need strong sellers who can help us realize that goal.
 
By joining Box, you will have the opportunity to help capture the majority of this developing market and define what content management looks like for the digital enterprise.
 
Why you need Box 
Innovation and speed are our greatest competitive differentiators. You will be challenged to think about how to sell Box to enterprise customers, find sticky use cases, and drive a value-based conversation with a diverse set of customers. 
 
Box is committed to developing careers and helping you hone your consultative selling skills. We have a comprehensive sales training program, so expect to come in ready to learn about how to effectively sell our solution into Enterprise customers. 
 
Who you are  
In order to be a successful Services Solution Consultant for Box Consulting, you need to have the "sell, delivery, sell" mentality.  Ideally, you come from a professional services/ consulting background, especially with SaaS/ Enterprise technology experience.  You need to be able to work with Sales team members, Solution Architects, and Customer Success Managers to validate in and out of scope requirements and assist with solutioning as necessary.  You must work effectively with the Box Consulting management team to determine the best approach to consulting service offerings based on prospect and scope.  You can fluently participate in pricing and Statement of Work discussions to customers to present and discuss contents of an SOW; mapping their budget & priorities to the scope and deployment strategy.  Above all, you value the ability to not just "hit a number" but the ability to be part of a team that can help truly move the needle for our Customers and drive impact to the overall business. 
 
Here's the fine print...  
  • 3+ years of consulting/ professional services and solutioning experience
  • Experience with doing discovery, scoping, and selling Statements of Work
  • Ability to sell the vision of our technology solution and also be able to paint the art of the possible
  • Ability to understand Customer's technology stack and make specific recommendations on how Box Consulting can help drive business outcomes

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