Senior Director Service Sales

Job Description
Description:
This position is fully remote within the US. Midwest region is preferred due to proximity to key operations, customers, and cross-functional business partners. Travel (30-40%) will be required. The Service Sales Leader is responsible for building and leading Forgent Power’s service sales function to drive accelerated growth across the services portfolio, including startup & commissioning, modernization, maintenance, spares, training, and other services.

This leader will define and execute the service sales strategy, establish a high-performing service sales team, and deliver measurable bookings and margin growth. This role will stand up a new service sales function, integrating existing and new resources, establish sales processes and governance, and partner cross-functionally to align service offerings with market demand. Success in this role is defined by building a scalable, disciplined, and customer-focused service sales engine that expands Forgent’s presence in mission-critical markets. Service Sales Strategy & Planning

• Develop and execute a comprehensive service sales strategy aligned with Forgent’s growth objectives
• Define target markets, customer segments, and priority accounts across geographies
• Translate portfolio capabilities into differentiated service value propositions

Design and stand up the service sales organization, blending existing and new team members

• Recruit, develop, and lead a high-performing team of service sales professionals
• Establish clear roles, territories, and accountability structures

Bookings Growth & Pipeline Development

• Drive growth across core service offerings: startup & commissioning, modernization/upgrades, maintenance, spares, training, and other services
• Build and manage a robust pipeline of service opportunities tied to installed base, project pull-through, and lifecycle opportunities
• Partner with product, project, and field services teams to convert installed base into recurring service revenue

Sales Process & Tools

• Develop and implement standardized sales processes, tools, and playbooks
• Leverage CRM and analytics to drive visibility, forecasting accuracy, and performance management

Quota, Compensation & Performance Management

• Establish sales quotas, incentive structures, and compensation plans aligned to growth objectives
• Implement performance management cadence, including pipeline reviews, forecast reviews, and territory planning
• Account & Market Development
• Lead strategic account planning and engage directly with key customers and partners
• Collaborate with regional leadership to align service sales with local market dynamics
• Identify and develop partnerships to expand service reach and capability

Partner with Commercial Sales, Services Operations, Product Management, and Finance to ensure alignment on offerings, pricing, and delivery capability

• Drive feedback loops from customers and sales teams to continuously refine service offerings

Establish sales governance frameworks, including reporting, KPIs, and review cadence

• Track and report on performance metrics such as revenue growth, margin, win rates, pipeline health, and sales productivity
• Ensure disciplined execution and continuous improvement across the sales organization

Bachelor’s degree in Business, Engineering, or related field (MBA preferred)

• 10–15+ years of experience in sales leadership, with a strong focus on services within electrical power, industrial, or mission-critical environments
• Proven experience building and scaling sales organizations in a growth or transformation environment
• Demonstrated success driving service revenue growth and managing complex customer relationships

Strong understanding of electrical distribution systems and lifecycle services (e.g., MV/LV equipment, commissioning, maintenance, modernization)

• Experience with CRM systems, pipeline management, and sales analytics
• Strong financial acumen, including pricing strategy, margin management, and forecasting exceptional relationship building capabilities; Exceptional relationship-building capabilities
• Quality & Precision: Drives right-first-time execution in all customer engagements
• Accountability: Owns results and drives performance through clear expectations
• Customer Focus: Delivers solutions that solve real customer problems and create long-term value

Standard professional office environment or structured hybrid remote arrangement. Requires prolonged periods of desk work utilizing phone systems, case management queues, and rapid computer inputs.
Performance Metrics

• Service bookings growth (YoY and against plan)
• As sold gross margin performance on service sales
• Pipeline size, quality, and conversion rates
• Sales productivity (bookings per seller)
• Customer retention and satisfaction

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected class.
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