企业服务经理，专业服务销售
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Enterprise Services Manager, Professional Services SalesStripe · SF, Seattle, NYC, Chicago
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为什么值得关注？
发现指数 42/100，仅依据与该职位一起存储的证据计算。
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分数构成
- 时效性 （随职位发布时间变化）+18
- 雇主官方来源+15
- 稀有职位+1
- 公司来源健康度+8
该职位未包含：已披露薪资、远程职位、提及签证担保、提及搬迁、未出现在监控的职位板上。
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职位描述
机器翻译我们是谁
关于 Stripe
Stripe 是一个面向企业的金融基础设施平台。数百万家公司——从全球最大的企业到最有抱负的初创公司——都在使用 Stripe 来接受付款、增长收入并加速新的商业机会。我们的使命是提升互联网的 GDP，而我们面前还有大量工作要做。这意味着你拥有一个前所未有的机会，在从事职业生涯中最重要工作的同时，让全球经济触手可及。
关于团队
作为企业服务经理，你将成为一名背负配额的服务销售人员和 Stripe 最大客户的战略顾问。你将发起、塑造并完成复杂的咨询、实施和转型项目。
该职位处于企业销售、解决方案战略和交付的交汇点。你将与客户经理、解决方案架构师、产品、工程、实施合作伙伴以及 Stripe 交付团队合作，将客户优先事项转化为切实可行的范围、可信的商业案例和可执行的采用路径。
你将负责专业服务销售周期的全流程，从客户规划和需求发现，到解决方案塑造、提案制定、商务谈判、合同签署和交付交接。你将帮助客户不仅明确他们想用 Stripe 构建什么，还明确他们将如何从中实现价值。
你将做什么
负责企业专业服务机会
• 在指定的一组战略企业客户中，负责专业服务预订、销售管道创建、资格认定和预测。
• 与客户经理和解决方案架构师合作制定客户计划，识别专业服务可在哪些方面加速采用、降低实施风险并释放扩展机会。
• 在复杂机会中尽早介入，以塑造服务战略、客户价值主张和实施路径。
• 为复杂的多方销售周期建立并维护准确的预测、成交计划和利益相关者图谱。
• 随着客户扩大对 Stripe 的使用，识别后续的咨询、实施和转型机会。
主导需求发现并塑造切实可行的解决方案
• 主导与客户在产品、工程、财务、运营、风险、安全和采购等利益相关者的高管需求发现会议、评估和研讨会。
• 理解客户的业务目标、当前环境、技术架构、运营模式和实施限制。
• 将客户需求转化为切实可行的服务方案，包括范围、假设、依赖关系、里程碑、风险、成功衡量标准以及激活和实现计划。
• 与解决方案架构、产品、工程、交付团队和外部合作伙伴合作，验证可行性，并创建对客户有价值且 Stripe 可交付的解决方案。
• 就数字化转型、平台采用、运营效率和新收入机会的商业案例，向客户高层领导者提供建议。
推动
岗位职责
负责企业专业服务机会
• 在指定的一组战略企业客户中，负责专业服务预订、销售管道创建、资格认定和预测。
• 与客户经理和解决方案架构师合作制定客户计划，识别专业服务可在哪些方面加速采用、降低实施风险并释放扩展机会。
• 在复杂机会中尽早介入，以塑造服务战略、客户价值主张和实施路径。
• 为复杂的多方销售周期建立并维护准确的预测、成交计划和利益相关者图谱。
• 随着客户扩大对 Stripe 的使用，识别后续的咨询、实施和转型机会。
主导需求发现并塑造切实可行的解决方案
• 主导与客户在产品、工程、财务、运营、风险、安全和采购等利益相关者的高管需求发现会议、评估和研讨会。
• 理解客户的业务目标、当前环境、技术架构、运营模式和实施限制。
• 将客户需求转化为切实可行的服务方案，包括范围、假设、依赖关系、里程碑、风险、成功衡量标准以及激活和实现计划。
• 与解决方案架构、产品、工程、交付团队和外部合作伙伴合作，验证可行性，并创建对客户有价值且 Stripe 可交付的解决方案。
• 就数字化转型、平台采用、运营效率和新收入机会的商业案例，向客户高层领导者提供建议。
推动商务执行
• 为咨询、实施、打包和分阶段转型项目创建量身定制的提案、定价方案和工作说明书。
• 塑造兼顾客户成果、交付信心、范围清晰度和 Stripe 长期采用的商务模式。
• 主导与客户高层利益相关者、采购、法务和内部合作伙伴的谈判。
• 在工作开始前管理范围、资源、依赖关系、实施风险和客户期望。
• 运用出色的商业判断力，确定客户需要的是聚焦评估、明确的实施包、更广泛的转型路线图，还是合作伙伴交付的支持。
将销售与交付和产品战略连接起来
• 为交付团队准备清晰的客户背景、业务成果、决策历史、风险、假设和利益相关者期望。
• 从机会创建到客户启动和早期交付，保持连续性。
• 与客户成功、交付和支持团队合作，帮助客户从签约推进到激活、采用和扩展。
• 将反复出现的企业客户需求和市场洞察反馈给产品和工程团队，为 Stripe 的产品战略提供参考。
• 为可重复的销售打法、服务产品、工具和最佳实践做出贡献，以改进 Stripe 销售和交付专业服务的方式。
AI 与新兴技术
Stripe 客户越来越多地评估 AI 赋能的产品、自动化和新的数字业务模式。你不需要成为 AI 工程师或研究人员，但你应该能够自如地讨论 AI 相关举措如何影响数据就绪度、集成、安全、隐私、治理、采用和实施顺序。
你将负责任地使用 AI 赋能工具，以改进客户研究、解决方案设计、文档、预测和交付可见性，同时运用良好的判断力，并与适当的技术和交付专家一起验证建议。
任职要求
你是一名企业专业服务销售人员，兼具顾问式销售、技术流畅度和具备交付意识的商业判断力。你能够带领客户从最初的业务问题出发，经历需求发现、解决方案塑造、提案制定、SOW 谈判、成交和交付交接。
你既能与高管自如交流，也能与技术团队顺畅合作。你能够提出有力的问题，将技术可能性转化为业务成果，建设性地挑战假设，并在模糊不清的情况下创造清晰度。你知道，成功的服务销售不仅仅是签署一份 SOW；它是一条可信且可衡量的客户价值实现路径。
最低要求
• 5 年以上向企业客户销售专业服务、咨询、实施、托管服务或复杂技术解决方案的经验。
• 有发起、塑造并完成可观规模的服务或转型项目的过往业绩。
• 有负责服务销售周期全流程的经验，从需求发现到提案、SOW 制定、谈判、合同签署和交付交接。
• 有主导高管级需求发现、研讨会、评估或商业案例讨论的经验。
• 能够理解复杂的业务和技术需求，并将其转化为可执行的服务方案。
• 有与客户经理、解决方案架构师、交付团队、产品、工程和外部合作伙伴有效合作的经验。
• 在范围、定价、假设、依赖关系、风险、资源和客户期望方面具备出色的商业判断力。
• 具备 API、集成、云平台、数据流和企业实施注意事项的实用知识。
• 能够管理相互竞争的优先事项、应对模糊性，并维护严谨的销售管道和预测。
• 有支付、金融科技、金融基础设施、计费、市场平台、资金流转、欺诈、风险或数字商务领域的经验。
• 有向高级产品、工程、财务、运营、安全或技术领导者销售的经验。
• 有企业集成、云采用、API、平台实施、数据现代化或数字化转型项目的经验。
• 有销售打包、分阶段、以成果为导向或由合作伙伴交付的服务的经验。
• 熟悉 AI 赋能的软件或自动化，包括围绕数据、安全、治理、采用和可衡量业务价值的实际实施问题。
• 有在高增长科技公司、云服务提供商、企业 SaaS 公司、咨询公司或系统集成商工作的经验。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
Who we are
About Stripe
Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.
About the team
As an Enterprise Services Manager, you will be a quota-carrying services seller and strategic advisor for Stripe’s largest users. You will originate, shape, and close complex advisory, implementation, and transformation engagements.
This role sits at the intersection of enterprise sales, solution strategy, and delivery. You will partner with Account Executives, Solutions Architects, Product, Engineering, implementation partners, and Stripe delivery teams to turn customer priorities into practical scopes, credible business cases, and executable paths to adoption.
You will own the Professional Services sales cycle from account planning and discovery through solution shaping, proposal development, commercial negotiation, contract signature, and delivery handoff. You will help customers define not only what they want to build with Stripe, but also how they will achieve value from it.
What you’ll do
Own enterprise Professional Services opportunities
• Own Professional Services bookings, pipeline creation, qualification, and forecasting across an assigned set of strategic enterprise accounts.
• Partner with Account Executives and Solutions Architects on account plans that identify where Professional Services can accelerate adoption, reduce implementation risk, and unlock expansion.
• Engage early in complex opportunities to shape the services strategy, customer value proposition, and path to implementation.
• Build and maintain accurate forecasts, close plans, and stakeholder maps for complex, multi-party sales cycles.
• Identify follow-on advisory, implementation, and transformation opportunities as customers expand their use of Stripe.
Lead discovery and shape practical solutions
• Lead executive discovery sessions, assessments, and workshops with customer stakeholders across product, engineering, finance, operations, risk, security, and procurement.
• Understand a customer’s business objectives, current environment, technical architecture, operating model, and implementation constraints.
• Translate customer requirements into a practical services approach, including scope, assumptions, dependencies, milestones, risks, success measures, and an activation and realization plan.
• Partner with Solutions Architecture, Product, Engineering, delivery teams, and external partners to validate feasibility and create solutions that are valuable to customers and deliverable by Stripe.
• Advise senior customer leaders on business cases for digital transformation, platform adoption, operational efficiency, and new revenue opportunities.
Driv
岗位职责
Own enterprise Professional Services opportunities
• Own Professional Services bookings, pipeline creation, qualification, and forecasting across an assigned set of strategic enterprise accounts.
• Partner with Account Executives and Solutions Architects on account plans that identify where Professional Services can accelerate adoption, reduce implementation risk, and unlock expansion.
• Engage early in complex opportunities to shape the services strategy, customer value proposition, and path to implementation.
• Build and maintain accurate forecasts, close plans, and stakeholder maps for complex, multi-party sales cycles.
• Identify follow-on advisory, implementation, and transformation opportunities as customers expand their use of Stripe.
Lead discovery and shape practical solutions
• Lead executive discovery sessions, assessments, and workshops with customer stakeholders across product, engineering, finance, operations, risk, security, and procurement.
• Understand a customer’s business objectives, current environment, technical architecture, operating model, and implementation constraints.
• Translate customer requirements into a practical services approach, including scope, assumptions, dependencies, milestones, risks, success measures, and an activation and realization plan.
• Partner with Solutions Architecture, Product, Engineering, delivery teams, and external partners to validate feasibility and create solutions that are valuable to customers and deliverable by Stripe.
• Advise senior customer leaders on business cases for digital transformation, platform adoption, operational efficiency, and new revenue opportunities.
Drive commercial execution
• Create tailored proposals, pricing approaches, and Statements of Work for advisory, implementation, packaged, and phased transformation engagements.
• Shape commercial models that balance customer outcomes, delivery confidence, scope clarity, and long-term Stripe adoption.
• Lead negotiations with senior customer stakeholders, procurement, legal, and internal partners.
• Manage scope, resourcing, dependencies, implementation risk, and customer expectations before work begins.
• Apply strong commercial judgment to determine when a customer needs a focused assessment, a defined implementation package, a broader transformation roadmap, or partner-delivered support.
Connect sales to delivery and product strategy
• Prepare delivery teams with clear customer context, business outcomes, decision history, risks, assumptions, and stakeholder expectations.
• Maintain continuity from opportunity creation through customer kickoff and early delivery.
• Partner with Customer Success, Delivery, and Support teams to help customers progress from signature to activation, adoption, and expansion.
• Surface recurring enterprise customer needs and market insight to Product and Engineering teams to inform Stripe’s product strategy.
• Contribute to repeatable sales plays, service offerings, tools, and best practices that improve how Stripe sells and delivers Professional Services.
AI and emerging technology
Stripe customers are increasingly evaluating AI-enabled products, automation, and new digital business models. You do not need to be an AI engineer or researcher, but you should be comfortable discussing how AI-related initiatives affect data readiness, integrations, security, privacy, governance, adoption, and implementation sequencing.
You will use AI-enabled tools responsibly to improve account research, solutioning, documentation, forecasting, and delivery visibility, while applying sound judgment and validating recommendations with the appropriate technical and delivery experts.
任职要求
You are an enterprise Professional Services seller who combines consultative sales, technical fluency, and delivery-aware commercial judgment. You can lead a customer from an initial business problem through discovery, solution shaping, proposal development, SOW negotiation, close, and delivery handoff.
You are comfortable with executives and technical teams alike. You can ask strong questions, translate technical possibilities into business outcomes, challenge assumptions constructively, and create clarity in ambiguous situations. You know that a successful services sale is not simply a signed SOW; it is a credible and measurable path to customer value.
Minimum requirements
• 5+ years of experience selling Professional Services, consulting, implementation, managed services, or complex technology solutions to enterprise customers.
• A track record of originating, shaping, and closing sizable services or transformation engagements.
• Experience owning a services sales cycle from discovery through proposal, SOW development, negotiation, contract signature, and delivery handoff.
• Experience leading executive-level discovery, workshops, assessments, or business-case conversations.
• Ability to understand complex business and technical requirements and translate them into an executable services approach.
• Experience partnering effectively with Account Executives, Solutions Architects, delivery teams, Product, Engineering, and external partners.
• Strong commercial judgment across scope, pricing, assumptions, dependencies, risks, resourcing, and customer expectations.
• Working knowledge of APIs, integrations, cloud-based platforms, data flows, and enterprise implementation considerations.
• Ability to manage competing priorities, navigate ambiguity, and maintain a rigorous pipeline and forecast.
• Experience in payments, fintech, financial infrastructure, billing, marketplaces, money movement, fraud, risk, or digital commerce.
• Experience selling to senior product, engineering, finance, operations, security, or technology leaders.
• Experience with enterprise integrations, cloud adoption, APIs, platform implementations, data modernization, or digital transformation programs.
• Experience selling packaged, phased, outcome-oriented, or partner-delivered services.
• Familiarity with AI-enabled software or automation, including practical implementation questions around data, security, governance, adoption, and measurable business value.
• Experience in a high-growth technology company, cloud provider, enterprise SaaS company, consulting firm, or systems integrator.