Senior Services Sales Consultant

We offer a flexible work environment that supports both remote and hybrid employees. Candidates located in the Chicago area are expected to work from our Chicago office two days per week (Tuesdays and Thursdays) to collaborate, connect, and learn from peers. In contrast, employees outside the Chicago area may work remotely. Being a Senior Services Sales Consultant at iManage Means… You will own the quality and presales scoping of complex enterprise services engagements across new business logos and expansion opportunities, partnering with Account Executives across law and corporate verticals to build best-in-class SOWs and repeatable services packages that set up delivery for success. In doing so, you will serve as a trusted partner to the Sales organization to earn the credibility to influence how services are positioned, packaged, and brought to market, and acting as a thought leader who shapes go-to-market strategy for iManage's services offerings. You will operate as a services sales leader within the Customer Experience (CX) Solutions Consulting team in translating customer needs and business drivers into clear, well-scoped service packages that protect both delivery quality and deal economics. You work both new business implementations and existing customer expansion deals (additional product SKUs, platform upgrades, transformational services), identifying where services create tangible value by shaping opportunities for quality delivery. You are driving growth and scale while ensuring every engagement we send to Professional Services is thoughtful, technically sound, and executable. You'll work directly alongside AEs in customer conversations, conduct discovery, shape service design, and own SOW architecture through negotiation and closure. This individual will ensure services opportunities are scoped with precision and discipline, preventing bad deals from reaching the delivery team. You combine deep services expertise with sales acumen to help AEs recognize where services adds real value, design high-quality engagements, and close them with confidence. You're the quality gatekeeper and the trusted advisor that sales relies on to build integrations that actually work. iM Responsible For… Sales Partnership Across Verticals & Deal Types: Work directly with AEs from law and corporate divisions across new business logos and expansion opportunities (product SKU additions, platform upgrades, transformational services) in customer conversations, conducting rigorous discovery to identify where services creates real value and can be designed for quality delivery Sales Collaboration Structure & Process: Build repeatable structures and processes that strengthen how Sales engages with services to establishing clear handoff points, defining when services should be involved in deals, creating templates and discovery frameworks that make it frictionless for AEs to collaborate with you, and documenting best practices that scale services excellence across the Sales organization SOW Architecture & Design: Own the quality and structure of services engagements to translate customer requirements into clear, scoped, technically sound SOWs that set Professional Services up for success and protect deal economics Discovery & Requirements Translation: Ask the hard questions to uncover true customer needs and business drivers; translate vague requirements into disciplined, well-scoped service offerings that prevent scope creep and bad SOWs Multi-Product Services Expertise: Build and maintain deep knowledge across implementation, configuration, training, advisory, and transformation services; understand technical complexity and integration challenges across iManage products Deal Closure & SOW Negotiation: Own services deal closure through negotiation and contract execution; manage pricing discussions, scope protection, and contractual terms with customers and procurement teams Services Pipeline Forecasting: Help CX leadership maintain accurate visibility into services bookings opportunities; forecast and report on services attach rates, deal health, and scoping quality Cross-Functional Collaboration: Partner with Professional Services, Knowledge & Education, Customer Success, and Sales teams to validate new service offerings, develop SOW or services order templates, and establish repeatable scoping best practices Sales Enablement & Education: Help AEs understand where services creates customer value and deal differentiation; model discovery and scoping discipline; document repeatable frameworks and approaches iM Qualified Because I Have… 10–14+ years in professional services leadership or delivery, with proven track record owning complex services sales or pre-sales roles; Minimum 5+ years closing/architecting enterprise services deals Sales instinct & pipeline ownership: Understands the full sales cycle and how to move services opportunities forward—qualifying deals, building urgency, navigating procurement, and maintaining a healthy, forecast-ready pipeline; knows how to partner with AEs without losing sight of your own number Deep professional services background: Have led, sold, or delivered large-scale implementation, transformation, or advisory engagements in enterprise environments Technical depth: Strong understanding of software implementation complexity, systems integration, technical architecture, and how poor scoping causes delivery failures Discovery & scoping rigor: Proven ability to ask hard questions, translate vague requirements into disciplined scopes, protect margins, and prevent scope creep Consultative expertise: Build credibility and trust with enterprise decision-makers; comfortable in complex multi-stakeholder negotiations Enterprise experience: Sold or delivered services to regulated industries (legal, financial services, government) with complex compliance and governance requirements Deal architecture: Comfortable owning end-to-end SOW structure, pricing strategy, and contractual negotiations—not just closing the signature Bonus Points If I Have... Background in legal services, legal operations, or legal technology Experience launching new service offerings or market verticals Track record of scaling services go-to-market motions across organizations Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways! iM Getting To… Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability! Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation. Own my career path with our internal development framework. Ask us more about this! Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training. Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture. Enjoy flexible work hours that empower me to balance personal time with professional commitments. Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events. iManage Is Supporting Me By... Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it. Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data. Rewarding me with an annual performance-based bonus. Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%. Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave. Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset. Having multiple company wellness days each year to prioritize mental health and well-being. Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources. The overall annual base salary range for this position in the US is $150,000–$170,000. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location. This range does not include additional forms of compensation, such as bonuses, commission, or benefits. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process. iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to [email protected] so our team members can review. About iManage… At iManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications. We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding. So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do. Whoever you are, whatever you do, however you work. Make it mean something at iManage. iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Learn more at: www.imanage.com Please see our recruitment privacy statement for more information on how we handle your personal data. #LI-KN1 #LI-Remote