Professional Services Sales Support Manager
Description
Sales Support Manager (SSM) serves as the primary point of contact between sales and professional services teams. In this role, the SSM oversees the process of estimating project timelines and the level of effort necessary to deliver Appraisal & Tax solutions in alignment with contractual scopes. The SSM is responsible for producing and delivering professional services quotes to the Sales team and addressing questions regarding delivery methodology in RFPs. Additionally, the SSM represents Professional Services throughout the sales cycle, up to contract execution.
Responsibilities
• Manage the sales support processes, templates, pricing libraries, and documentation.
• Develop and provide professional services pricing for all offerings within the Appraisal & Tax portfolio—covering estimated scope, timelines, hours, costs, travel budgets, and key project assumptions.
• Generate Statements of Work (SOWs) for each project, outlining scope, deliverables, and timelines.
• Provide timely and accurate RFP responses for any questions pertaining to professional services approach.
• Organizing knowledge transfer and sales hand-off meetings between sales and professional services after contract signature.
• Build detailed financial models for professional services projects.
• Inform and educate both Professional Services and Sales organizations on process changes that impact cross-functional operations.
• Collaborate with the discipline and portfolio directors for process improvements.
• Continuously improve the professional services sales support processes and methodologies.
• Support the sales team during discovery and scope definition for sales opportunities.
• Represent the professional services organization during contract negotiations with customers for discussions regarding delivery method, statement of work, and professional services during the sales cycle.
• Prepare and present content for oral demonstrations to prospective clients both in person and through virtual meetings as required.
• Travel up to 25% for oral presentations during the sales RFP process.
• Balancing the needs of the sales organization with the professional services required to successfully implement Tyler products
• Possess a comprehensive understanding of implementation processes, methodologies, deliverables, as well as the capabilities and limitations of Tyler products.
• Deliver complex, detailed pricing proposals to Sales, clearly defining work scopes for sophisticated client needs.
• Maintaining positive relationships with multiple sales teams and communicating professional services goals, changes, and delivery methods with each sales team
• Devise creative solutions for the sales team to effectively sell our products in a competitive market while also maintaining professional service financial rate success
• Creating business process efficiencies throughout the sales cycle leading up to project kick-off
• Simultaneously manage multiple tasks and accounts while meeting critical deadlines.
• Explain complex processes, methods, and deliverables through the use of written language and graphical representations.
• Process new information quickly, make sound decisions, and ensure timely communication with stakeholders about fast-developing issues.
• Negotiate SOW language with prospective clients to protect Tyler from financial risks and ensure Professional Services methodologies are supported and embedded in agreements.
Qualifications
• Bachelor’s degree or equivalent management work experience.
• Deep understanding of software deployment life cycle
• Ability to demonstrate a consistently positive and professional attitude.
• Track record of establishing and maintaining effective working relationships.
• Ability to prioritize, multitask, and thrive under pressure to meet deadlines.
• Exceptional client and conflict management
• Strong negotiating skills.
• Excellent interpersonal skills including verbal and written communication.
• Financial acumen and budgeting experience.
• Ability to work under pressure and meet deadlines.
• Prioritizing and resolving client inquiries and problems effectively.
• Experience in contributing to and recommending process improvement initiatives.
• Providing leadership to less experienced staff on projects and other Department initiatives.
• Demonstrated leadership and mentorship for less experienced staff and cross-departmental projects
• Proficient in Microsoft Office.
• Working knowledge of Tyler products (preferred[PB2.1][CC2.2]).
• Valid driver’s license.
• Ability to travel.