Director Service Sales

Major Duties

The Director, Service Sales leads the development and execution of the company’s service sales strategy, a key component of the company’s future growth and expansion of share. This role is responsible for growing bookings for services, securing long-term customer relationships, and cultivating the install base.
The Director, Service Sales owns and operates a dedicated Services commercial motion including digital solutions, intentionally differentiated from the CapEx sales model, with full accountability for growth, execution, and results. Lead the transition toward a recurring, contract-based Services revenue mix to improve predictability and margins, while balancing near-term bookings with long-term customer lifetime value.
The Director, Service Sales leads growth by creating strategic sales plans, managing sales team members, building client relationships, receiving the voice of the customer and sharing it internally. This individual will ensure customer needs are heard and confirmed in service agreements that the business can fulfil. The role requires consultative selling, strong leadership, strategic thinking, and deep sales experience. 

Specific Responsibilities

Strategic Leadership:

• • Develop and implement a standalone Services  Go-To-Market strategy for different types customers at different stages of their journey across select industries,
  • Define and govern the engagement model between CapEx sales and Services sales to ensure Services are intentionally positioned, prioritized, and attached without being subordinated to CapEx timelines.
  • Define coverage, role clarity, and engagement models across Service Sales, Digital, Spares, and Contract motions to ensure focus and speed.
  • Lead the execution of the Service expansion strategy and the evolution of scalable service offerings by translating customer needs into repeatable, profitable solutions
  • Provide feedback and guidance to service product teams as we position new offerings for our customers.
  • Drive new service opportunities, vetting proposals and solutions for both key accounts and the install base.

• • Partner with Finance and Legal to standardize service commercial terms while preserving flexibility for strategic accounts.

Sales & Account Management:

• • Hire and develop a new Service Sales team to achieve bookings targets and performance metrics (e.g., proposal on-time delivery, gross margins), fostering a culture of continuous improvement.
  • Establish and grow strong relationships with internal stakeholders and key customers.
  • Manage large, high-profile customer accounts, positioning ATS as a strategic partner. 
  • Own installed-base strategy, including service attach rates, renewals, contract penetration, and expansion within existing accounts.

Operational Excellence:

• • Own Services bookings including digital sales, margin performance, forecast accuracy, and pipeline health.
  • Ensure accurate forecasting of bookings and maintain records using CRM and ERP systems.
  • Establish consistent sales standards across Services including pipeline discipline, account planning, and value-selling methodology.
  • Accountable for service attach rates, renewal performance, expansion revenue, and churn reduction across the installed base.
  • Support CAPEX account managers and sales teams by providing feedback on existing or creating new service proposal content.
  • Lead cross-functional teams to deliver customer-focused solutions.
  • Establish targets, dashboards, and review cadence for recurring and lifecycle revenue.

Qualifications

Education:    

• Bachelor’s degree in Business, Engineering, or related field or equivalent experience. MBA preferred

Experience:

•  Proven success in digital sales and service leadership. 5-8 years experience in the automation industry or serving           industrial, consumer product manufacturers, or life sciences companies preferred.
• Strong business acumen and project management skills. Lean management experience is preferred.
• Demonstrated ability to influence without authority and manage global teams.
• Excellent communication, negotiation, and customer relationship development skills.
• Demonstrated success with renewals/migrations and recurring revenue models.
• Strong commercial acumen: terms negotiation, contracting, pricing, and legal coordination.
• Willingness to travel ( 40-50% as needed with ad hoc EU support). 

Additional Requirements:

• Experience with CRM, ERP, MS Office Suite and proposal management tools.
• Commitment to compliance with company standards and legislative requirement.
• Familiarity with sales methodologies such as Miller Heiman, MEDDICC, or Challenger.