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Manager, Professional Services

今すぐ応募する 採用情報 ID R1911896 掲載日 Aug. 21, 2019

Job Title: Manager, Professional Services

The Manager, Professional Services is a motivated, results driven manager who owns the P&L of the professional services business for Taiwan region.  The role will be collaborating with a territory Sales team to identify, develop, and close new and renewal VMware services business through the provisioning of VMware solutions to help our key customers accelerate and maximize their investment in VMware technology to achieve business outcomes, also will be managing all aspects of project delivery in the assigned region.

Key responsibilities and accountabilities:

  • Collaborate with internal and external stakeholders to develop, evolve and maintain an efficient professional services delivery function within VMware.
  • Prepare and Review project SOW, evaluate scope and customer requirement within the ECMS tool and provide delivery pre-approval to release.
  • Assist in creating consistency for the delivery team, including project delivery, staff training, operational delivery and revenue, cost & margin forecasting.
  • Provide strong analytical skills regarding technical, financial and project management issues.
  • Continuously drive constant improvement within the consultancy teams to increase the customer experience, drive further adoption of VMware technology and grow the Professional Services business.
  • Prepare and Review project SOW, evaluate scope and customer requirement within the ECMS tool and provide delivery pre-approval to release.
  • Own, plan, manage, track and report on the financial (Booking, Revenue, Costs, Margin) aspects of all projects and consulting team within the assigned region. Achieve consulting team Revenue, Cost, Margin (controllable and All-in Margin) target.
  • Be accurate on financial metrics forecast
  • Lead and drive best practice sharing in delivery excellence
  • Recruit, manage and mentor a team of consultants including building growth in capabilities, skills and careers. Create, facilitate and deliver team enablement and individual development plans. For Engage Managers, Project Managers, Senior Solution Architects, or key talents, has regular coach on business management and individual development.
  • Build and maintain the confidence of colleagues, managers, and customers.
  • Manage a team of direct and indirect engagement managers, project managers, consultants and subcontractors to deliver projects to VMware customers.
  • Work with VMware business partners (GSS, Operations, HR, Recruitment, Sales, Legal, Finance, Marketing) for delivering all VMware corporate goals.
  • Lead the PMO and adoption of Delivery Excellence methodology for the delivery of projects. Ensure that projects have appropriate level of project management and other levels of project governance assigned.
  • Allocate resources effectively and efficiently to all engagements such that the best outcome is achieved within the budget and required timeframes. Manage head count plan to ensure that there are sufficient staff available to deliver on demand.  
  • Work to ensure that all staff meet or exceed their billable and productive utilisation targets
  • Drive quality in delivery including but not limited to staff soft skills and presentation, document review and quality, installation and communication.
  • Drive the process and Delivery Excellence requirements that lead to the triggering of customer satisfaction surveys. Review CSAT results and plan appropriate course of action. Follow up on all detractor results.
  • Manage costs with consideration and management of the impact of travel, resource usage and subcontractors to achieve consulting team controllable and All-in margin target.
  • Manage subcontractors including identification, on boarding, rate card negotiation, allocation of work, management of work product, work quality review, confirmation of delivery. Provide annual review and rating for subcontractors, and refresh PSSA list.
  • Apply consultative services selling skills to develop attractive value propositions for strategic VMware customers
  • Utilise advanced knowledge of VMware’s service offerings and understanding of the customer's business to develop customised proposals that present solutions that successfully sell the organisation's capabilities to customers technology or business outcomes
  • Develop proposals and Statements of Work (SOW) for VMware solutions in collaboration with VMware backoffice team, leveraging existing IP and documents, guiding commercial docuements through the internal review and approval processes
  • Collaborates with the Advisory, Solutions Architecture and Delivery teams to position, justify and validate the proposed solution is deliverable
  • Understand the competitive landscape and the impact to the solution and price
  • Ensure solution value drivers are reflected in the client value proposition
  • Maintain effective customer relationships with key senior-level decision makers and influencers in order to understand the customer's requirements, match them with the organisation's solutions, and close the deal
  • Maintain a high level of industry, organisation, product and service knowledge to transfer this knowledge to customers and prospects.

Candidate requirements:

  • Possessing strong management traits like self-motivated, energetic, dedicated, driven, tenacious, achiever, well presented, able to communicate effectively at all levels
  • Ability to develop long-term strategic and executive level relationships
  • Ability to efficiently develop proposals and scopes for the solution responses
  • Has a strong Business, thought leadership and financial acumen
  • Has previously managed high value portfolio for an international organisation 
  • Experience in creating project plans, budgets and schedules
  • Demonstrate perseverance against adversity
  • Demonstrate ownership and responsibility for what has been committed
  • Ability to collaborate with other peers and stakeholders effectively
  • Ability to manage their time effectively within the 13-week business cycle
  • Willingness to travel (nationally & internationally) up to 25% when required
  • 8 years of experience in the IT industry with a minimum of 5 years in Delivery/Project Management or a similar delivery management role, including people management
  • Previous experience in an international consulting organisation
  • BS/BA degree or equivalent industry qualification & management experience





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