Services Sales Manager(BFSI Sales)

NICE · Pune

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So, what’s the role all about?

NiCE Actimize is seeking a commercially astute and delivery-oriented Principal, Attached Services Sales to support new software license pursuits across regional and multi-regional markets.

This senior individual contributor role partners closely with License Sales, Professional Services leadership, Pre-Sales, Product Management, SMEs, and Delivery teams to shape, estimate, and position professional services offerings associated with new software license transactions.

The successful candidate will be responsible for developing credible, competitive, commercially viable, and deliverable services propositions covering implementation, consulting, advisory, managed services, integration, testing, deployment, and program governance activities. The role combines services sales, solution consulting, implementation scoping, commercial proposal development, and delivery risk management.

The primary objective of the role is to help License Sales win business while ensuring that services commitments remain commercially sound, operationally achievable, and aligned with customer outcomes

How will you make an impact?

Opportunity & Deal Shaping

• Partner with License Sales teams early in the sales cycle to influence opportunity strategy and solution positioning.
• Build trusted relationships with key stakeholders across Sales, Professional Services, Product, Delivery, and customer organizations.
• Participate in customer workshops, executive briefings, discovery sessions, and solution discussions.
• Identify implementation requirements, customer objectives, business outcomes, and delivery considerations.
• Establish well-qualified attached services opportunities within software license pursuits.

Services Solution Development

• Assess solution scope, implementation complexity, technical dependencies, delivery capability, and customer readiness.
• Define implementation strategies, deployment approaches, resource models, and governance structures.
• Develop implementation, consulting, advisory, integration, migration, testing, and managed services propositions.
• Ensure proposed solutions are deliverable, scalable, and aligned with established delivery methodologies.

Commercial Ownership

• Develop accurate effort estimates, pricing models, commercial proposals, Statements of Work (SOWs), quotations, RFP responses, and RFI responses.
• Support fixed-price, time-and-materials, managed services, and outcome-based commercial structures.
• Balance competitiveness, customer requirements, delivery feasibility, margin objectives, and business risk.
• Maintain forecast accuracy and support attainment of services bookings, revenue, and margin targets.

Risk & Delivery Governance

• Identify solution risks, delivery risks, scope gaps, assumptions, constraints, and dependencies.
• Coordinate with SMEs, Architects, Product teams, and Delivery leaders to resolve issues and close gaps.
• Ensure risks and assumptions are clearly documented within proposals and contractual commitments.
• Maintain accountability for transition readiness prior to project mobilization.

Cross-Functional Collaboration

• Collaborate with Pre-Sales, Product Management, Delivery, Professional Services Leadership, and Solution Architects.
• Mobilize subject matter experts to validate scope, effort estimates, implementation approaches, and customer commitments.
• Support executive deal reviews and strategic opportunity governance activities.

Continuous Improvement

• Develop and maintain standardized estimation models, implementation approaches, proposal templates, and reusable delivery assets.
• Enhance repeatable service offerings and implementation packages.
• Contribute market, customer, and delivery insights to strengthen service positioning and value messaging.

Handover & Mobilization

• Ensure successful transition of won engagements to Delivery teams.
• Provide comprehensive handover documentation covering scope, estimates, assumptions, risks, dependencies, pricing, and customer commitments.
• Remain engaged during mobilization and agreed executive checkpoints to support delivery readiness.

Have you got what it takes?

Education

• Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, Finance, or a related discipline.
• Advanced degree preferred.

Professional Experience

• 8–15 years of experience in Professional Services pre-sales, solution consulting, implementation scoping, services sales, or enterprise software consulting.
• Proven experience supporting large-scale enterprise software pursuits.
• Experience developing Statements of Work, commercial proposals, pricing models, implementation plans, and effort estimates.
• Experience working within global and matrixed organizations.
• Experience supporting regional and multi-regional customer engagements.

Domain Expertise

• Strong understanding of enterprise software implementation programs and delivery lifecycles.
• Knowledge of implementation methodologies, integration approaches, data migration, testing, deployment, and program governance.
• Experience within Financial Crime and Compliance solutions is highly preferred.
• Knowledge of:
• Anti-Money Laundering (AML)
• Fraud Management
• Sanctions Screening
• Know Your Customer (KYC)
• Banking and Financial Services technologies

Commercial & Leadership Capabilities

• Strong commercial acumen in pricing, estimation, margin management, and risk assessment.
• Ability to evaluate solution feasibility and challenge assumptions constructively.
• Strong executive communication, stakeholder management, and negotiation skills.
• Demonstrated ability to coordinate multiple pursuits, proposals, and stakeholder groups simultaneously.

Success Measures

Success in this role will be measured through:

• Achievement of attached services bookings, revenue, and margin targets.
• Growth and quality of qualified attached services pipeline.
• Early engagement of Professional Services within software pursuits.
• Quality, responsiveness, and accuracy of estimates, proposals, SOWs, quotations, RFPs, and RFIs.
• Conversion of opportunities into commercially viable and deliverable engagements.
• Accuracy of services forecasting, pricing, effort estimation, and resource planning.
• Effective management of commercial and delivery risks.
• Quality of transition to Delivery and mobilization readiness.
• Reduction of post-contract scope ambiguity, rework, and value leakage.

You will have an advantage if you also have:

• Strategic and commercially minded.
• Strong customer-facing consulting presence.
• Excellent problem-solving and analytical skills.
• Ability to influence without direct authority.
• Highly organized and execution focused.
• Strong collaboration and stakeholder management skills.
• Results-oriented with a focus on customer success and business outcomes.
• Capable of simplifying complex implementation challenges into practical, executable solutions.

What’s in it for you?

Join an ever-growing, market disrupting, global company where the teams – comprised of the best of the best – work in a fast-paced, collaborative, and creative environment! As the market leader, every day at NiCE is a chance to learn and grow, and there are endless internal career opportunities across multiple roles, disciplines, domains, and locations. If you are passionate, innovative, and excited to constantly raise the bar, you may just be our next NiCEr!

Enjoy NiCE-FLEX!

At NiCE, we work according to the NiCE-FLEX hybrid model, which enables maximum flexibility: 2 days working from the office and 3 days of remote work, each week. Naturally, office days focus on face-to-face meetings, where teamwork and collaborative thinking generate innovation, new ideas, and a vibrant, interactive atmosphere.

Reporting Into: Services Sales Leader, Professional Services, Actimize
Role Type: Individual Contributor
Function: Professional Services Sales

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