Manager, Sales Consulting

Paciolan • Irvine, CA

1d

About The Position

The Manager, Sales Consulting leads Paciolan’s pre-sales strategy to support new business, client retention, and account growth. The role partners with Business Development to define pursuit strategies, position solutions, and communicate the value of Paciolan’s ticketing, fundraising, marketing, and analytics offerings across college athletics, higher education, performing arts, entertainment venues, professional sports, and concerts. It also advances scalable, AI-enabled processes to improve sales effectiveness, pursuit timelines, and win rates.

The manager leads pursuit planning and solution strategy, including bid/no-bid decisions, win themes, competitive positioning, RFP responses, and finalist presentations. The role tailors sales support to individual market segments, maintains segment-specific playbooks and proposal content, and leads competitive intelligence activities such as market analysis, competitor profiling, pricing insights, and win/loss reviews.

The position manages demonstration environments, coordinates tailored product demonstrations, facilitates discovery, and supports the transition to implementation after contract execution. It provides sales enablement and AI-tool guidance, identifies scalable process improvements, and acts as a liaison among Sales, Product, Product Marketing, Partner Engagement, Professional Services, and Business Development. The role also develops reporting and dashboards to track RFP activity, win rates, sales effectiveness, and pre-sales influence.

Requirements

• At least 7 years of combined experience in ticketing and fundraising technology, with direct experience in at least one of college athletics, performing arts and entertainment, arenas, professional sports, or concerts.
• At least 3 years of hands-on Paciolan experience in ticket operations, ticket sales, client services, fundraising, or related functions.
• Demonstrated success developing sales strategies and influencing complex pursuits from qualification through contract award.
• Knowledge of public-sector procurement processes and public-records research.
• Experience using AI tools such as Microsoft Copilot, Claude, or comparable technologies.
• Proficiency with CRM platforms, including Salesforce.
• Ability to travel as needed for client meetings, finalist presentations, and industry events.
• Strategic judgment in setting pursuit strategy and determining whether to compete.
• Consultative discovery skills, including identifying evaluation criteria and aligning demonstrations and responses to them.
• Ability to adapt sales approaches to differing market segments, buyers, decision-makers, and competitors.
• Ability to present a clear value story to mixed stakeholder audiences and committees.
• Ability to manage multiple pursuits and demonstration requests under deadlines.
• Ability to analyze competitor records, pricing, and evaluator scoring and turn findings into practical guidance.
• Ability to influence cross-functional teams without direct authority.
• Self-direction and initiative.
• Bachelor’s degree or equivalent experience.

Nice To Haves

• Familiarity with the competitive landscape in ticketing and fundraising.
• Experience in more than one of the listed market segments.
• Experience building a competitive intelligence or win/loss program.

Responsibilities

• Develop and lead pursuit strategies for high-priority opportunities, including bid/no-bid decisions, win themes, solution design, and competitive positioning.
• Partner with Business Development leaders on strategies for new business, renewals, and expansions.
• Lead solution strategy and content development for RFP responses, ensuring recommendations are technically, functionally, and commercially appropriate.
• Prepare teams for finalist presentations by developing demonstration narratives aligned with evaluation criteria and client priorities.
• Maintain solution and product content in the proposal knowledge library for accuracy and consistency.
• Tailor pursuit strategies, demonstrations, messaging, and competitive positioning to different market segments and purchasing processes.
• Develop and maintain segment-specific playbooks covering buyer profiles, business challenges, competitive dynamics, and customer success stories.
• Advise Business Development teams throughout the sales cycle.
• Lead competitive intelligence activities, including market analysis, competitor profiling, pricing insights, battlecards, and win/loss reviews.
• Analyze public procurement records, award documentation, and competitive proposals to identify trends and strategic opportunities.
• Coordinate with Product Marketing and Partner Engagement to ensure messaging reflects current market conditions and competitive dynamics.
• Manage and maintain demonstration environments and databases.
• Deliver and coordinate tailored product demonstrations for prospect business objectives and operational needs.
• Facilitate discovery sessions to document business and technical requirements and support handoff to implementation teams after contract execution.
• Build relationships with executive, operational, and technical stakeholders throughout the sales process.
• Provide solution expertise, market intelligence, and competitive insights for sales presentations, case studies, value propositions, and customer-facing materials.
• Drive adoption of AI-powered tools and best practices in pre-sales research, analysis, proposal development, and productivity.
• Identify and implement scalable processes to improve efficiency and sales performance.
• Translate market feedback, competitive intelligence, and customer requirements into actionable product insights.
• Collaborate with Product Management, Product Marketing, Partner Engagement, Professional Services, and Business Development to align go-to-market efforts.
• Develop reporting and dashboards measuring RFP activity, win rates, sales effectiveness, and pre-sales influence across market segments.
• Manage multiple pursuits and demonstration requests against deadlines and travel as needed for client meetings, finalist presentations, and industry events.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Health Savings Account
• Life insurance and other insurance plans
• Flexible Paid Time Off, minimum 10+ days annually
• Parental Leave
• 20 paid holidays
• 401(k) with match
• Short- and long-term disability
• Annual discretionary bonus and/or sales compensation may be available based on individual and company performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed