About the Role

The Professional Services Solution Specialist is a senior individual contributor who serves as the commercial overlay between Sales, Professional Services, and Engineering. This role is accountable for positioning, assisting in scoping coordination, and closing Professional Services engagements that accelerate customer adoption, modernization, and revenue growth across the portfolio.

This role ensures that Professional Services offerings are clearly understood, properly scoped, accurately priced, and executable, while balancing speed, and delivery risk. Success in this role directly impacts deal velocity, attach rates, customer outcomes, and Professional Services profitability, making it a critical contributor to the company’s growth strategy.

Outcomes this role delivers:

• Increased Professional Services attach rate and revenue per deal
• Reduced sales friction and faster quote-to-close cycles
• High-quality Statements of Work (SOWs) with minimal delivery rework
• Clear separation of standard vs. custom services andappropriate Engineeringinvolvement

Key Responsibilities

1. Working with theProfessionalServices delivery team, owns scoping for assigned sales opportunities to ensure services are clearly defined, right-sized, and aligned to customer outcomes; produces high-quality SOWs that are executable, and delivery-ready.

2. Leads the pre-sales Professional Services motion as a sales overlay, partnering with Sales andProfessionalServicesto position standard service packages, articulate value, and drive services attach across new and expansion deals.

3. Evaluates and qualifies custom Professional Services requests,determiningscope, complexity, delivery approach, and when Engineering or advanced technical resources arerequiredto support successful execution.

4. Manages the Professional Services quote-to-closure process, coordinating internal approvals, pricing, revisions, and commercial alignment to supporttimelydeal execution and minimize cycle time.

5. Influences the evolution of Professional Services offerings, providing feedback toProfessionalServices delivery teamon packaging, pricing, repeatability, and gapsobservedin the field.

Competencies & Attributes

1. Consultative Problem Solving (Competency)

Ability to analyze customer objectives, technical constraints with the Professional Services team, and business drivers to design pragmatic, value-aligned service solutions.

2. Commercial Acumen (Competency)

Strong understanding of deal economics, trade-offs, pricing models, and how Professional Services support overall revenue and retention goals.

3. Structured Communication (Competency)

Ability to clearly articulate scope, assumptions, risks, and outcomes to Sales, customers, and delivery teams in both written and verbal form.

4. Ownership Mentality (Attribute)

Inherent sense of accountability for outcomes; naturally takes responsibility for seeing work through from opportunity to signed agreement/SOW.

5. Judgment Under Ambiguity (Attribute)

Comfortable making high-quality decisions in complex, fast-moving sales environments with incomplete information.

Desired Skills/Qualifications

1. 7+ years of experience in Professional Services, Solution Consulting, Sales Engineering, or Pre-Sales roles within SaaS,UCaaS,CCaaS, or telecommunications environments.

2. Demonstrated experience scoping and pricing Professional Services engagements, including creation of SOWs, assumptions, deliverables, and success criteria.

3. Strong working knowledge of telecom and cloud communications platforms, including UC,CCaaS, migrations, integrations, and service provider operating models.

4. Proven ability tooperateas a senior individual contributor, partnering cross-functionally without direct authority while influencing deal outcomes.

5. Bachelor’s degree or equivalent practical experience; advanced technical or services certifications are a plus.