Service Sales Executive

About the Role

The Services Sales Executive is an individual contributor responsible for driving services‑led revenue growth and attach rates across an assigned portfolio of partners. The role focuses on positioning Westcon‑Comstor's Professional Services, Support Services, Managed Services, and International Services to increase partner adoption, expand wallet share, and strengthen pipeline quality.

Unlike Partner Success roles - which own the overall partner relationship, strategy, and quarterly reviews - this role is focused on the commercialization of services, ensuring partners understand, position, and attach services effectively across opportunities. The Services Sales Executive operates deeply within the Partner GTM ecosystem, collaborating with PSMs, IPSMs, Inside Sales, Solution Architects, and Vendor teams to drive measurable commercial outcomes.

Success requires strong commercial acumen, solution‑fit judgment, disciplined pipeline execution, and the ability to articulate the value of services in business, technical, and operational terms. The role models FUTURE READY behaviors - agility, data‑driven execution, and tech fluency - while living our values: Ambition, Integrity, Partnership, Accountability.

Your Key Responsibilities

Services Sales & Pipeline Growth

• Drive services‑led growth across Professional, Support, Managed, and International Services portfolios.

• Identify attach opportunities within hardware, software, and renewals cycles.

• Generate incremental opportunities through proactive partner outreach and education.

• Influence partner commercial teams to adopt Westcon‑branded and vendor‑aligned service offerings.

Partner Enablement & Services Positioning

• Educate partners on service offerings, commercial models, SLAs, and delivery frameworks.

• Provide value propositions and positioning materials to support partner selling motions.

• Conduct services enablement sessions (virtual or on‑site) to build partner capability.

• Support partner onboarding into services programs and readiness pathways.

Opportunity Management & Execution Excellence

• Manage the full services sales cycle from qualification through closure.

• Collaborate with Inside Sales, Solution Architects, and Delivery Teams to validate scope and create accurate proposals.

• Maintain rigorous CRM hygiene and pipeline discipline aligned to Partner governance frameworks.

• Ensure renewal and support contract opportunities are captured early and executed effectively.

Matrix Collaboration & Cross‑Functional Engagement

• Partner Success Managers (PSM): Align on strategic partner priorities and services‑led growth plays for key accounts.

• Internal Partner Success Managers (IPSM): Coordinate operational execution, quoting, and mid‑tier partner follow‑up.

• Solution Architects: Engage for scope validation and complex services design requirements.

• Vendor Success Managers: Coordinate vendor‑attached services and co‑funded programs.

• Service Delivery / PMO: Ensure smooth handover, scoping accuracy, and delivery readiness.

• Marketing: Support services GTM campaigns and targeted enablement initiatives.

Governance, Quality & Compliance

• Ensure all proposals, SOWs, and pricing follow commercial governance and vendor compliance requirements.

• Maintain transparent documentation for margin protection, audit readiness, and delivery alignment.

• Reinforce CRM accuracy, forecast quality, and adherence to agreed SLA timelines.

Continuous Improvement & Market Insight

• Monitor services demand trends across partners and vendors.

• Provide structured feedback to enhance service offerings, GTM plays, and enablement programs.

• Promote simplification and adoption of digital tools supporting services workflows.

Qualifications / Requirements

Must‑Have Skills & Experience

• Proven experience in services sales, account management, or partner‑led commercial roles.

• Strong ability to articulate services value propositions in commercial terms.

• Knowledge of Professional, Managed, and Support Services models within IT distribution or vendor ecosystems.

• Experience managing pipeline, forecasting, and opportunity progression.

• High collaboration capability across sales, technical, and delivery environments.

• Fluent in local market language(s) & business English.

Nice‑to‑Have Skills & Experience

• Experience with multi‑vendor attach motions.

• Familiarity with SOW structures, service catalogs, and delivery lifecycle.

• Additional European languages.

• Exposure to lifecycle selling, renewals, or managed services environments.

Education & Qualifications

Bachelor's degree in Business, Sales, Technology, or equivalent experience preferred.

Key Performance Indicators (KPIs)

• Services revenue and margin contribution.

• Services attach rate across partner portfolio.

• Pipeline creation and progression metrics.

• Services renewal rate and retention performance.

• Forecast accuracy and CRM discipline.

• Partner enablement and program adoption.

• Cross‑sell and upsell penetration across services categories.

About Us

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.