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Professional Services Sales Consultant
WHAT IS BOX?
Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.
By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.
WHY BOX NEEDS YOU
This role has quarterly and annual quota objectives working in tandem with the Sales organization. The Solutions Consultant will have responsibility for maintaining, scaling, and improving Box Consulting’s sales infrastructure, methods, processes, templates, and tools. The Solutions Consultant is also responsible for ensuring successful internal project hand-offs once an engagement is sold and maintenance of an ongoing relationship with the Customer to identify future opportunities to help customers accelerate their content management maturation and journey.
- Position and sell high-value consulting engagements to enterprise customers as part of Box Consulting.
- Lead regional sales efforts, driving both new and existing deals in partnership with the sales team.
- Manage the full sales process: solution design, scoping, negotiation, and closing for clients of all sizes.
- Engage directly with C-suite and leadership at strategic accounts to pitch, solution, negotiate, and close consulting deals.
- Collaborate with internal teams (Sales, Solution Architects, Customer Success Managers) and external partners to validate requirements and assist with solutioning.
- Scope and estimate projects accurately by working with Box Consulting SMEs.
- Create, present, and deliver Statements of Work (SOWs) to ensure customer needs are met and successful engagements are set up.
- Drive pricing and SOW discussions, mapping customer budgets and priorities to scope and deployment strategies.
- Demonstrate a “sell, deliver, sell” mindset and leverage professional services or SaaS/enterprise technology experience.
- Work effectively with management to determine the best approach for consulting service offerings based on prospect and project scope
- 4+ years of consulting/professional services and solutions experience in an enterprise content management discipline
- Experience with managing discovery, scoping, writing and selling Statements of Work
- Ability to sell the vision of our technology solutions and also paint the picture of the full possibilities with Box
- Ability to articulate, defend and drive strategy at all levels of the organization internally and externally
- Understand Customer's technology stack and make specific recommendations on how Box Consulting can help drive business outcomes
- Can demonstrate a strong ability to uncover customer needs, align those to solution concepts that result in SOWs and projects to drive outcomes
- Are able to navigate complex sales cycles and manage multiple relationships in which Box Consulting, solution partners, SIs and ISVs may all play a role
- Expected to present and maintain strategy and account plans mapped to the region’s goals and execute against these
- Strong partnership mentality and ability to influence and drive actions outside of your direct team including: product, sales, partnerships and delivery teams
Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.
At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in. If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply!
BENEFITS
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Box Benefits package includes pension, medical and dental coverage. We have a robust wellness program including 25 days of vacation (plus your birthday off!) and subsidized gym membership. There is such a thing as a free lunch, you can order from a daily menu along with lots of snacks and drinks. EMEA HQ office is located in the impressive White Collar Factory on Old Street; www.whitecollarfactory.com and other European offices in Paris, Munich, Amsterdam, and Warsaw.
EQUAL OPPORTUNITY
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation.
For details on how we protect your information when you apply, please see our Personnel Privacy Notice.
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