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- Tasks: Drive growth of our CS Cloud platform and architect complex deals.
- Company: Join Certinia, a leading Services-as-a-Business platform with a global presence.
- Benefits: Competitive salary, remote work, and opportunities for professional development.
- Why this job: Be a key player in transforming customer success strategies and making impactful business decisions.
- Qualifications: 5+ years in Enterprise SaaS Sales with a focus on Customer Success.
- Other info: Collaborative environment with strong career advancement potential.
The predicted salary is between 36000 - 60000 £ per year.
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions, delivered on Salesforce's leading cloud platform, provide the ability to run a connected services business, deliver with intelligence, and achieve business agility.
As a CS Cloud Strategic Sales Lead (SSL), you are the specialized engine driving the growth of our CS Cloud platform within the software vertical. You act as a high-level strategist and "hunter" who partners with Generalist Account Executives (AEs) to identify, qualify, and architect complex deals. You are responsible for the "Why Buy Now" story, building the business justification and technical use cases that move a prospect from interest to investment.
What You Will Do in This Role:
- Targeted Prospecting & Strategy: Partner with AEs and BDRs to identify high-propensity accounts within assigned territories. Lead the "Pod" in developing bespoke outreach strategies based on industry-specific pain points.
- Use Case Architecture: Lead the discovery process to uncover deep business challenges. You will build the "Future State" vision for prospects, mapping CS Cloud capabilities to their specific organizational goals.
- Sales Cycle Leadership: Act as First Chair during the prospecting, discovery, and qualification phases. Transition to Second Chair during the commercial negotiation phase, ensuring the value proposition remains the focal point until the deal closes.
- Industry and Solution Feedback Loop: Conduct routine sessions with our Industry Solution Specialist to provide "boots on the ground" feedback on market sentiment, competitor tactics, and product gaps.
- Enablement Partnership: Collaborate with the PMM and Enablement teams to vet and refine sales plays, ensuring that the content being used by BDRs is sharp, accurate, and effective.
- Evidence Building: Surface key wins and "hero stories" to the Customer Advocacy and Value Engineering teams to support the creation of high-impact testimonials and ROI calculators.
Key Partnerships & Workflows:
- With the AE: You are their specialist partner. You hunt the lead and build the case; they manage the broader relationship and close the contract.
- With Steve Frost (ISS): You leverage his industry thought leadership to crack complex deals and provide him with the raw data to fuel new use-case development.
- With Jessica Quazza (PMM): You provide the "field reality" that informs her messaging frameworks and content creation.
What You Need to Be Successful in This Role:
- Experience: 5+ years in Enterprise SaaS Sales or Specialized Overlay roles, preferably within the Customer Success or CRM space.
- Subject Matter Expertise: Deep understanding of the Software/SaaS vertical (Churn metrics, NRR, Gross Retention, and Customer Lifecycle management).
- Strategic Mindset: Ability to move beyond "feature/function" selling to "outcome-based" selling.
- Collaborative DNA: Proven track record of working in a matrixed environment where success depends on partnering with AEs, BDRs, and Product Marketing.
- Communication: Exceptional ability to lead discovery calls and present complex business justifications to C‐Suite stakeholders (VP of CS, CCO, CFO).
Strategic Sales Lead - CS in London employer: Certinia
Contact Detail:
Certinia Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Strategic Sales Lead - CS in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Practice your pitch! When you get the chance to chat with potential employers, make sure you can clearly articulate your value. Tailor your message to highlight how your skills align with their needs, especially in the Customer Success space.
✨Tip Number 3
Leverage social media! Use platforms like LinkedIn to showcase your expertise and engage with industry leaders. Share relevant content and insights to position yourself as a thought leader in the SaaS and Customer Success arena.
✨Tip Number 4
Don’t forget to apply through our website! We’ve got some fantastic opportunities waiting for you. Make sure your application stands out by tailoring it to the specific role and showcasing your strategic mindset and collaborative spirit.
We think you need these skills to ace Strategic Sales Lead - CS in London
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Strategic Sales Lead role. Highlight your experience in Enterprise SaaS Sales and how it aligns with the responsibilities outlined in the job description. We want to see how you can bring value to our team!
Showcase Your Strategic Mindset: In your application, emphasise your ability to think strategically and move beyond just selling features. Share examples of how you've successfully implemented outcome-based selling in your previous roles. This is key for us at Certinia!
Highlight Collaboration Skills: Since this role involves working closely with AEs and BDRs, make sure to mention your collaborative experiences. We love seeing how you've partnered with others to achieve success, so don’t hold back on those stories!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team!
How to prepare for a job interview at Certinia
✨Know Your Stuff
Make sure you have a solid understanding of the SaaS landscape, especially in Customer Success. Brush up on key metrics like churn rates and net revenue retention. This will help you speak confidently about how your expertise aligns with the role.
✨Craft Your 'Why Buy Now' Story
Prepare a compelling narrative that outlines why prospects should invest in the CS Cloud platform now. Think about the pain points they face and how your solution can address them. This will show your strategic mindset and ability to drive sales.
✨Practice Collaborative Scenarios
Since this role involves working closely with AEs and BDRs, rehearse scenarios where you partner with them to close deals. Highlight your collaborative skills and how you can lead discovery calls while supporting the broader sales strategy.
✨Engage with Real-World Examples
Be ready to share specific examples of past successes, particularly those that demonstrate your ability to architect complex deals. Use these 'hero stories' to illustrate your impact and how you can bring value to Certinia.
