Senior Consultant Manager

Reston, VA
Apr 17, 2018
Apr 18, 2018
Full Time
Position Summary: Informatica is seeking a senior level Professional Services Senior Manager to drive the next phase of our customer delivery evolution focusing on enterprise cloud data management solutions while effectively supporting our broad install base with traditional product-based service offerings. The candidate will be responsible for the development of a broad solution delivery team of professionals while also assuring the delivery of quality, profitable customer service. In addition to delivering individual consulting objectives, the candidate will assist in sales support, on-boarding, enablement, management, partnering and evaluation and career counseling of his/her team members. The successful candidate will report to the Senior Director, Professional Services Verticals based in the US. Verticals is comprised of Public Sector and Healthcar Main Responsibilities: * Establish and mentor a diverse Informatica solution delivery team for Verticals * Management responsibilities include setting strategy, capacity planning, recruitment, development and retention of Professional Services resources [career development, mentoring, enablement, and performance assessment] * Oversee the successful design, planning and execution of strategic, large solution delivery projects; provide a single point of contact for the customer and handle top tier escalations. * Manage process for tracking profitability and engagement success, from initial pre-sale interaction and project set-up through to revenue and profit reconciliation on a monthly and quarterly basis. * Work in conjunction with Informatica Professional Services (IPS) Regional Managers (IPS Sales) to position and sell both Informatica solutions and discrete service offerings. * Partner with customers to establish and nurture a mutually beneficial relationship focused on solution adoption - realizing and maximizing the value from Informatica investments with a lifecycle mentality. * Define, implement, and ensure compliance with a comprehensive project delivery methodology including policies, procedures and deliverables for effective project lifecycle execution and reporting. * Provide accurate, complete revenue and staffing forecasts; jointly with the Resource Management Office, manage the active slotting of resources for current and probable customer engagements. * Effectively liaise with and support key Informatica internal partners: Sales, Sales Consulting, IPS Regional Management, IPS Center of Excellence, Customer Support, R&D, Product Management/Marketing and Alliances. * Drive positive relationships with regional service delivery partners. Optimize the combined model of Informatica and partner resources for cross-vertical solution delivery. * Provide high-level solution design and problem solving leadership when appropriate. * Ability to travel freely in support of sales, delivery and team development Performance Objectives: Candidates must have demonstrated strong performance in the following: Directing and Leading Teams, Practice Development: * Successfully lead and manage a diverse group of professionals on large complex engagements by fostering a collaborative team culture * Orchestrate multiple complex work streams through others by directing and leading, not necessarily doing * Identify, create, drive and deliver innovative services strategies and offerings to generate significant profitable revenue opportunities at new and existing customers * Provide quality control and performance outcomes for work performed by the engagement team * Participate as a leader in practice management and innovation which includes creating and enhancing current offerings, tools, methodologies, partner capacity and personnel development processes * Play a key role in the retention, professional development and performance review of staff, including the mentoring, coaching and recruiting of staff Project Management: * Manage, contain and deliver on customer expectations around project activities, timelines, deliverables and outcomes. * Consistent, effective management of key team and project success metrics (utilization, revenue, margin, milestones, etc.) * Assess and quantify process/financial improvement opportunities * Ensure consistent and comprehensive engagement status communication to internal and external constituents * Collaborate with project planning and staff scheduling to ensure appropriate leverage of resources * Utilize INFA systems and reporting to track and measure project progress, benefits provided to customers, and achievement of budget expectations Communication and Executive Disposition: * Communicate effectively (written and verbal) to a variety of audiences; must be able to persuade and influence the actions of others; Interactions will range from routine to complex and include formal and informal presentations, one-on-one and cross departmental group discussions * Represent Informatica with poise, professionalism and confidence * Manage customer relationships including direct sponsor and management interaction Sales: * Develop and maintain strong customer relationships to expand current projects and identify new business, and cross-selling opportunities * Participate in the sale of new work through establishing IPS credibility and structuring comprehensive, profitable proposals jointly with Regional Managers and Sales counterparts * Build a strong network of customer and industry relationships which strengthen Informatica's prominence in the market Analytical: * Strong analytical and critical thinking skills to lead our teams in developing solutions to difficult or complex customer situations to ensure goals and objectives are met, including delivering results on time and within budget * Perform benefit modelling and financial analyses that clearly demonstrate the value of our solution to customers and prospective clients. * Lead and focus team efforts in data gathering and analysis, data interpretation, process design, and formulating conclusions and recommendations Key skills and experience: * 3 to 5 years of experience in building and managing large teams and complex projects integrating multiple products * Over 10 years of experience managing large customer engagements * Strong background in successfully designing and delivering hybrid enterprise projects (ie 3 or more disparate technologies) in a highly profitable manner * Excellent interpersonal, verbal and written communication skills along with superior leadership skills. * Possess an executive presence in leadership situations with customers, partners and cross-department management. * Strong analytic and problem-solving skills. * S. in business or computer science disciplines; advanced degree desired but not required. * Confident and comfortable overseeing direct and indirect project delivery teams. * Strong client facing negotiation, planning, issue resolution and risk management skills. * Ability to effectively execute in a matrix model, combining geography, product, industry and solutions. * Supervisory and team development experience, including the development and delivery of performance evaluations, coaching and mentoring on a day-to-day basis * Demonstrate emotional intelligence to appropriately guide thinking and behavior, especially in difficult situations. * Demonstrate strong negotiation skills and the ability to effectively persuade others * Multi-task across directing projects, leading teams, managing customers, building new business and developing people. Demonstrated ability to deal with ambiguity and make sound decisions. * Willingness to travel freely within North America. Preferred locations: East Coast, West Coast or Central States and near a major airport.

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