Professional Services Sales, Principal

Overview

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Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy.

We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day.

The strength of our global workforce is the most significant contributor to our success.

We believe : Every Experience Matters. Talent is Everywhere. All Belong Here.

At Medallia, we hire the whole person.

The Role

As a Professional Services Solutions Principal in Medallia's Professional Services group, you play an integral role in supporting the sale of Medallia.

You leverage your deep experience in software implementation and servicing, as well as expert knowledge of Medallia, to inspire customer confidence.

You help prospects architect best practice solutions that address specific customer business needs while being practical to implement and easy to service.

You are the critical link between commitments made during the sale and delivery during the implementation. You are the expert voice, pivotal designer, reviewer, and escalation point to ensure success for new and existing Medallia customers.

This is an ideal opportunity for someone with a background in technology, consulting, client management, and pre-sales to take a leading role in transforming the way our clients engage their customers and in driving Medallia's growth.

Responsibilities

• Solution, scope, price, pitch, negotiate, and forecast all professional service offerings at Medallia.
• Business Development :
• Assist Sales on new business opportunities by responding to RFPs, supporting sales meetings, designing and scoping the services solution for clients and prospects.
• Sell the value of Medallia Professional Services and own all Professional Services topics during the sales cycle.
• Define the scope and cost of Medallia Professional Services.
• Support SOW and Addendum creation by being an expert on Medallia technology and delivery methodologies, and by representing the interests of customers and the Professional Services team.
• Attain individual contributor goals for Professional Services bookings.
• Client Management :
• Work closely with clients during the sales cycle, early in the implementation phase, and through to their transition to servicing, to ensure satisfaction.
• Ensure a smooth transition from the sales cycle to the implementation phase.
• Support the professional services team and customer on any sales-related escalation topics.
• Bookings Forecasting :
• Maintain accurate bookings forecasts and forecast statuses for all supported pre-sales opportunities.
• Track next steps of active sales cycles and understand the path to closed / won cycles.
• Other Responsibilities :
• Play a leading role in the development of the Services team and Medallia as we scale, including process, people, and technology.
• Lead cross-functional initiatives, e.g., with Product, Engineering, Marketing, and Sales departments.
• Position requires some travel, minimum of 20%.

Qualifications

Minimum Qualifications

• 10+ years of Pre-Sales or Professional Services experience at a SaaS technology company with demonstrated results; or equivalent experience.
• Proven track record of success working with a sales ecosystem to close opportunities.
• Self-motivated, adaptable and able to work in a fast paced environment.

Preferred Qualifications

• Bachelor's degree or higher.
• Demonstrated experience with the sales cycle in one or more of the following areas : up selling, change orders, system demonstrations or solution best practices.
• Demonstrated experience managing a changing portfolio of business, and designing and implementing technology solutions with new clients across industries.
• Record of consistently meeting objectives and exceeding targets at top-performing companies.
• Demonstrated interest in technology, including comfort with technical concepts and ability to learn new technology applications.
• Interpersonal skills, including the ability to work with both technical and business team members.
• Experience in enterprise software, IT consulting, management consulting, or market research.
• Participation in mid to late sales cycle activities assessing technical or business requirements.

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $140,000-$190,000.

Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US.

It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors.

Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short term and long term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays.

Benefits and eligibility may vary by location and role.

At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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