Manager, Sales Consulting

LEARFIELD • Atlanta, GA

2d • $90,000 - $108,000

About The Position

The Manager, Sales Consulting leads Paciolan’s pre-sales strategy and supports new business, client retention, and account growth. The role partners with Business Development to define pursuit strategies, shape solution positioning, and explain the value of Paciolan’s ticketing, fundraising, marketing, and analytics solutions to prospects. It combines strategic thinking, consultative selling, competitive intelligence, and solution expertise across college athletics, higher education, performing arts, entertainment venues, professional sports, and concerts. The manager also advances scalable, AI-enabled processes to improve sales effectiveness, accelerate pursuit cycles, and increase win rates.

The role leads pursuit strategy for high-priority opportunities, develops and coordinates RFP and finalist-presentation content, and maintains solution and product content in the proposal knowledge library. It tailors sales support and playbooks to different market segments and purchasing processes; leads competitive intelligence activities; and manages demonstrations, discovery sessions, and stakeholder relationships through the sales process and transition to implementation.

The manager provides sales enablement and solution expertise, promotes AI-powered pre-sales practices, and develops scalable processes and reporting. As a cross-functional liaison, the role conveys market feedback, competitive intelligence, and customer requirements to Product and collaborates with Product Management, Product Marketing, Partner Engagement, Professional Services, and Business Development. Travel is required as needed for client meetings, finalist presentations, and industry events.

Requirements

• 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.
• 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.

Nice To Haves

• Familiarity with the competitive landscape in ticketing and fundraising.
• Experience in more than one of the specified market segments.
• Experience building a competitive intelligence or win/loss program.
• Bachelor’s degree or equivalent experience.

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 expansion opportunities.
• Lead solution strategy and content development for RFP responses, including technical, functional, and business recommendations.
• Prepare teams for finalist presentations with demonstration narratives aligned to evaluation criteria and client priorities.
• Maintain accurate and consistent solution and product content in the proposal knowledge library.
• Customize pursuit strategies, demonstrations, messaging, and competitive positioning for different market segments.
• 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 the competitive intelligence program, including market analysis, competitor profiles, pricing insights, battlecards, and win/loss reviews.
• Analyze publicly available procurement records, award documentation, and competitive proposals to identify trends and strategic opportunities.
• Partner with Product Marketing and Partner Engagement to ensure messaging reflects market conditions and competitive dynamics.
• Manage and maintain demonstration environments and databases for client engagements.
• Deliver and coordinate tailored product demonstrations addressing prospects’ business objectives and operational needs.
• Facilitate discovery sessions to document business and technical requirements and support transition to implementation after contract execution.
• Build relationships with executive, operational, and technical stakeholders throughout the sales process.
• Provide expertise and 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 that improve efficiency and sales performance.
• Translate market feedback, competitive intelligence, and customer requirements into actionable product insights as a liaison between Sales and Product.
• 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 segments.
• Manage multiple pursuits and demonstration requests against deadlines and work independently.

Benefits

• Medical, dental, and vision insurance.
• Health Savings Account.
• Life insurance and other insurance plans.
• Flexible Paid Time Off (minimum 10+ days annually), including parental leave.
• 20 paid holidays.
• 401(k) with match.
• Short- and long-term disability.
• Leave benefits consistent with state and local laws, including the Colorado Health Families and Workplaces Act.
• May be eligible for an annual discretionary bonus and/or sales compensation based on individual and company performance.

What This Job Offers

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