Service Sales Representative

Orange County, California, United States The Services Sales Representative creates, advances, and closes profitable service opportunities across our customer base and target markets. The role turns hardware-led conversations into complete operational outcomes: identifying customer needs, shaping the right service solution, coordinating technical scoping, and guiding opportunities from discovery through contract handoff. The mandate is to grow recurring and project-based services revenue and increase service attachment to product sales, without sacrificing delivery quality, gross margin, or customer expectations. The right candidate is a disciplined consultative seller who can translate complex drone, autonomy, security, training, compliance, and support capabilities into clear business value. Responsibilities: Pipeline & Opportunity Ownership Build and maintain a qualified services pipeline through outbound prospecting, account expansion, product-sales collaboration, marketing leads, referrals, partners, and industry events. Identify opportunities to attach services to drone, dock, payload, robotics, software, and ArgusLine trailer sales. Qualify on business need, operational readiness, technical fit, budget, authority, timing, and risk. Own follow-up cadence, stakeholder mapping, and progression through defined CRM stages. Discovery & Solution Development Lead structured discovery into use cases, sites, workflows, performance expectations, compliance constraints, and purchasing process. Translate needs into the right service pathway, engaging services leadership or technical specialists when deeper scoping is required. Develop statements of work, proposals, estimates, and customer presentations using approved offerings, pricing rules, and templates. Manage pricing and negotiation within approved authority, protecting target margin and escalating nonstandard terms or delivery risk. Cross-Functional Selling & Handoff Partner with product sales early so the customer gets a deployment-ready solution rather than a hardware-only transaction. Coordinate technical discovery, site assessments, demonstrations, and pilots with the right subject-matter experts. Complete a documented sales-to-delivery handoff covering scope, assumptions, contacts, schedule, acceptance criteria, dependencies, and open risks. Stay commercially engaged after kickoff to support customer communication, change orders, renewals, references, and additional service adoption. Keep CRM records complete and current: value, stage, close date, products and services, stakeholders, activities, risks, and next action. Submit reliable weekly forecasts, identify pipeline gaps early, and execute corrective prospecting. Follow approved contracting, pricing, discount, legal review, data handling, export-control, and aviation compliance processes. You will become conversant across our services portfolio and know when to bring in a specialist: implementation and professional services, managed autonomy and remote operations, BVLOS readiness and ComplianceOps, role-based training, support and care programs, data services including mapping, inspection, thermal and LiDAR, and ArgusLine mobile security trailer services. Qualifications: Required Three or more years of B2B consultative sales, solutions sales, or professional services sales. Equivalent demonstrated experience will be considered. Experience selling services, managed services, technical support, training, consulting, or complex solutions involving multiple stakeholders. Able to run discovery, qualify opportunities, build a business case, develop proposals, and negotiate to close through a structured process, with attention to commercial and scope detail. Able to learn technical concepts quickly and explain them to operational and executive audiences. Willing to travel for customer meetings, site visits, demonstrations, and industry events. Preferred Experience in commercial drones, autonomous systems, robotics, physical security, public safety, industrial inspection, energy, or aviation. Familiarity with drone-in-a-box deployments, remote operations, mapping or inspection workflows, aviation compliance, or technical training. Experience selling through product-sales teams, channel partners, integrators, or public-sector procurement. FAA Part 107 Remote Pilot Certificate, or willingness to obtain it within a mutually agreed period after hire. #J-18808-Ljbffr Frey Consulting Group