Senior Manager, Solutions Consulting (Commercial Services Sales)

WHAT IS BOX? 

Box is the world’s leading Content Cloud. We are trusted by more than 115K organizations around the world today, including nearly 70% of the Fortune 500 and leaders across deeply regulated industries (such as AstraZeneca, JLL, and Nationwide), to protect their data, fuel collaboration, and power critical workflows with secure, enterprise AI.

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.

Founded in 2005, Box is headquartered in Redwood City, CA, and we have offices across the United States, Europe, and Asia.

WHY BOX NEEDS YOU:

Innovation and speed are our greatest competitive differentiators. We need you 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. 

This role has quarterly and annual quota objectives working in tandem with the Sales organization. The Senior Manager, Solutions Consulting (Commercial Services Sales) will have responsibility for maintaining, scaling, and improving Box Consulting’s sales infrastructure, methods, processes, templates, and tools. This role is also responsible for ensuring successful internal project hand-offs once the SOW 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. 

WHAT YOU’LL DO:

This is a senior leadership role reporting directly into the Global Vice President, Solutions Consulting (Services Sales).  As part of the Box Consulting practice, you will be the NATAM Leader for the Box Consulting "Commercial" business of professional services sellers. Under your leadership, you will lead two separate segments - both Small Medium Businesses (“SMB”) and Mid-Market (“MM”).  You will be playing a dual role as both a Sales Leader and a Consulting Leader.  You will own multiple regions in NATAM, including SMB & MM - West, SMB & MM - Central, SMB & MM - East.  Your team is responsible for positioning and selling high-value, outcome-oriented consulting engagements to Box’s “Fortune 5 million” customers at scale. You will execute as the leader for all NATAM Commercial regions and work with the regional sales teams to effectively drive both net new deals and existing deals. This role is a combination of both managing direct sales at “selling at scale”. Meaning, you will need to figure out how to automate the business so it can grow with a small and mighty team.

The ideal candidate has a track recording of delivering high value, technology consulting and leading the end to end sales process - solution design, scoping, negotiating - with enterprise customers.  In addition, the ideal candidate must have managed and owned a large book of business before (at least $10M+).  You will be a senior leader that owns all operational work like forecasting, scaling and simplifying offerings, and providing executive leadership around contract negotiations & pursuits. You will be responsible for creating offerings that are repeatable, and resonates both with the market and our internal sellers. You will understand the importance of change management, and driving programs that enable a large surface area of sellers to be successful.

In addition, this is a customer-facing senior leadership role (not back-office) that will interface directly with C-Suite and leadership at SMB & MM accounts to pitch, solution, negotiate, and close consulting deals, working with Box's sales team to craft the value proposition of a proposed solution and BC SMEs to accurately scope and estimate the level of effort. The ability to help shape a deal, think critically and creatively, as well as leverage other resources effectively is paramount to success. 

Your team of SC's lead the creation, presentation and delivery of the final Statement of Work (SOW) to ensure Box enterprise customers are set up for successful engagements. Your SC's regularly partner with the Account team during the discovery and demonstration process to ensure that the customer’s requirements are fully understood and included in the implementation SOW, but also "hunt" for their own standalone deals.  You will be the people manager & leader for these high-performing services sellers.  You will be directly aligned to your senior leadership counterparts, including but not limited to (1) Senior Director, SMB Sales and (1) Senior Director, MM Sales.

WHO YOU ARE:

In order to be a successful Solutions Consulting Leader, you have the "sell, delivery, sell" attitude and work well both with your sales counterparts as well as your delivery counterparts. Ideally you come from a professional services or consulting background especially with SaaS and Enterprise technology experience. You work collaboratively with Sales Team members, Solution Architects, and Customer Success Managers to validate in and out of scope requirements and assist with solutioning. You will work effectively with the Box Consulting leadership team to determine the best approach to consulting service offerings based on prospect and scope. You can fluently consult your team around pricing and SOW discussions to customers, mapping their budget and priorities to the scope and deployment strategy. Above all, you being 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... 

• 8+ years of consulting/professional services and solutions experience in an enterprise content management or related discipline
• Senior leadership experience leading a large sales number in a consulting or professional services organization
• Background in scaling a book of business, and understanding all aspects both on the sales side as well as the deliver side 
• Familiarity in managing high-performing sellers, with a strong preference in previously owning a "services number" as well as directly managing people for at least 5+ years
• Ability to clearly articulate both a strategic vision and tactical execution plan in running a multi-region business 
• Demonstrated high-performance in your career of driving aggressive sales targets with material growth numbers
• Demonstrated ability to partner exceptionally with cross-functional leadership, including but not limited to Sales Leadership, Delivery Leadership, CSM Leadership, etc. 
• Familiarity with the Commercial segment and “operating at scale”
• Familiar with creating services offerings, especially offerings that are highly repeatable across a high volume of customers

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 2 days per week, with a focus on Tuesdays and Thursdays. Your Recruiter will share more about how we work and company culture during the hiring process.

Head-over-heels about this role — but not sure you meet all the requirements? Apply anyway! Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Box, we take a big-picture approach to hiring that fosters authenticity, diversity, and inclusion. If you're passionate about this opportunity, chances are, you shine pretty bright.

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. Box strives to respect the dignity and ‎‎independence of people with disabilities and is committed to giving them the same ‎‎opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.

Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.

Notice to applicants in Los Angeles:  Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance.  The Fair Chance Ordinance is provided here. 

Notice to applicants in San Francisco:  Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance.  The Fair Chance Ordinance is provided here. 

For details on how we protect your information when you apply, please see our Personnel Privacy Notice. If you are a California-resident, please read our California Applicant & Candidate Privacy Notice here.