Senior Solutions Consultant, Install Base

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.

WHAT YOU'LL DO
As part of the Box Consulting practice, the SC is responsible for positioning and selling high-value, outcome-oriented consulting engagements to a strategically targeted list of Box’s largest existing enterprise customers, in your region. You will work with the regional sales teams and leadership to effectively drive adoption and opportunity for expansion of services and growth within your account list. The ideal candidate has the ability to develop a long term view and strategy to drive successful engagements, while producing tactical plans with short term actions to secure the intended outcomes.

In addition, you will be working in lock-step with the Box Consulting Delivery team to drive ongoing “sell/deliver/sell” motions that drive continuous ROI to our customers, thinking about net new offerings & solutions for go to market teams, and leveraging our partner ecosystem (e.g. SI’s) to expand our footprint within the install base.

The SC will interface directly with C-Suite and leadership at strategic enterprise accounts to present insights and plans highlighting Box’s understanding of their business, challenges and opportunities where Box and our partners can deliver value to drive meaningful and tangible outcomes to further their business objectives. The ability to deeply understand customer context and operating constraints, help shape a deal, think critically and creatively, as well as leverage other resources effectively are paramount to success. 

The SC also leads the creation, presentation and delivery of the final Statement of Work (SOW) to ensure Box enterprise customers are set up for successful engagements. The SC may 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 proposed SOW. The SC is also responsible for identifying where partner offerings and technology can play a role in the total solution and drive the sales and solutioning process across all stakeholders.

WHO YOU ARE
You are a self starter that can set your own direction, deadlines and priorities, seeking input and direction from others where needed. Ideally you come from a professional services or consulting background especially with SaaS and Enterprise technology experience. You are poised and at ease with the C-suite, and equally comfortable digging in to the details and nuances with IT teams and Line of Business leaders. You work collaboratively with Sales team members, Solution Architects, and Customer Success Managers to validate in and out of scope requirements and drive solution development.

You will work effectively with the Box Consulting management team to determine the best approach to consulting service offerings based on the prospect and scope. You can fluently drive pricing and SOW discussions for customers, mapping their budget and priorities to the scope and deployment strategy. You inspect and challenge the status quo for the betterment of our customers and Box as an organization. Where you see opportunities to think differently and solve challenges and create solutions to drive our growth into the future, you are expected to define and tailor this for cross functional teams to align and take action on. Above all, you enjoy 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 discipline
• Experience with managing discovery, scoping, and selling Statements of