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.

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 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…