[Remote] Services Sales Executive

Note: The job is a remote job and is open to candidates in USA. CBTS is a technology solutions provider serving enterprise and midmarket clients across the United States and Canada. They are seeking a top-performing Services Sales Executive to lead complex Professional Services engagements and drive growth through strategic deal leadership and collaboration with cross-functional teams.

Responsibilities

• Proactively identify, create, qualify, and lead large, complex Professional Services opportunities ($5M–$50M+) across existing accounts, whitespace segments, and targeted new logos
• Engage early with customers alongside Account Executives and Account Managers to shape demand, define transformation agendas, and uncover business-outcome-led opportunities
• Lead consultative, outcome-based discovery sessions aligned to business priorities and strategic objectives
• Own and drive the end-to-end sales cycle from initial engagement through close
• Align with Account Executives and regional sellers on territory strategy, whitespace penetration, account plans, and customer engagement priorities
• Consistently generate pipeline through outbound prospecting, relationship development, referrals, and strategic account penetration
• Collaborate with Solution Leads to define overall solution strategy and approach
• Partner with Solution Architects to design scalable, fit-for-purpose solutions and with Solution Engineers to validate feasibility and supporting detail
• Collaborate with Advisory & Strategic Pursuits for multi-workstream strategic opportunities
• Work closely with Delivery teams to ensure executability and alignment to capability
• Translate customer needs into outcome-based service offerings — including advisory and strategy engagements, assessments and workshops, implementation and transformation programs, and managed services
• Lead proposal development, pricing strategy, and commercial structuring — ensuring proposals are compelling and clearly articulate how we solve for customer challenges and deliver measurable business outcomes
• Partner closely with technical presales, architects, and delivery leaders to identify, articulate, and refine solution design into clear, accurate, and compelling customer-facing proposals
• Drive internal alignment and approvals to accelerate time-to-close
• Build and maintain trusted relationships with C-suite and senior business stakeholders
• Act as a trusted advisor to Account Managers and Account Executives, guiding customers through complex decisions with clarity and confidence
• Lead executive-level conversations focused on business impact — not just technology
• Navigate complex stakeholder environments to drive alignment and consensus
• Own deal quality, margin, and commercial viability across every pursuit
• Build and maintain a robust pipeline of Professional Services opportunities across existing accounts, whitespace segments, and new logos
• Drive pipeline creation, account expansion, and whitespace penetration
• Identify and convert follow-on, cross-sell, and managed services opportunities — positioning Professional Services engagements as the gateway to long-term recurring revenue
• Balance customer value with profitable growth and commercial rigor
• Achieve monthly and annual gross profit, bookings, and pipeline creation targets
• Maintain executive-level visibility into active engagements sold
• Act as the escalation point for critical risks and customer concerns
• Ensure fidelity of original business goals, intent, commitments, and scope through delivery and managed services phases
• Feed insights back into future deals, offerings, and go-to-market strategy
• Develop repeatable sales plays, solution frameworks, and go-to-market assets
• Mentor Solution Leads, Architects, and Engineers on deal strategy and positioning
• Bring market insight, competitive intelligence, and client feedback to shape portfolio evolution

Skills

• 10–15+ years in enterprise services sales, consulting, or services-led environments
• 5+ years selling outcome-based Professional Services via Statement of Work (SOW)
• Proven success leading large, complex deals ($5M–$50M+) from inception through close
• Proven experience personally owning and drafting customer-facing SOWs for complex services engagements
• Demonstrated success partnering with technical presales teams to scope and close services opportunities
• Background in MSP, GSI, or large-scale consulting organizations with deep experience across sales, presales, and delivery collaboration models
• Strong track record in consultative, outcome-based, and value-led selling
• Expertise in commercial structuring, pricing strategy, and negotiation
• Proven ability to connect technology investments to business outcomes and ROI
• Proven history of meeting or exceeding revenue and gross profit quotas
• Experience prospecting into enterprise and mid-market accounts
• CRM discipline (Salesforce preferred)
• Experience selling across one or more of the following service domains: Cloud & Infrastructure Services
• Application Modernization and Software Development
• Data & AI Services
• Cybersecurity Services
• Unified Communications and Collaboration
• Understanding of services delivery models (project-based and managed services), transformation programs, and enterprise IT operating models
• Demonstrated success building and closing multi-year transformation programs
• Experience working in matrixed organizations across technology or services domains

Benefits

• Competitive base salary and performance-based incentive plan tied to bookings and gross profit contribution.
• Opportunity to shape high-visibility, high-value strategic pursuits and leave a lasting mark on client transformation journeys.
• Access to a best-in-class partner ecosystem including co-sell programs and joint go-to-market resources.
• Dedicated professional development budget covering certifications, industry conferences, and advanced training.
• Collaborative team culture that shares assets, wins, and knowledge across a growing community of services professionals.

Company Overview