Senior Director Professional Services

Sr Director, Professional Services APJ

Job Summary

EDB is hiring a Senior Director, Professional Services APJ, to manage and grow its Professional Services business in Asia, Pacific Countries, and Japan. The Senior Director will be responsible for all aspects of the services business, with a focus on helping the EDB Sales team grow our software subscription revenue by delivering services-related revenue that enhance customer adoption and drive customer satisfaction. This individual will manage a growing team of Consultants, Solution Architects, Resident Engineers, and Project Managers. He/she will also be responsible for working with services partners to create a flexible and cost effective delivery network.

Responsibilities

The Professional Services Senior Director contributes to and executes the EDB Customer Experience (CX) strategic vision ensuring successful implementation, adoption, and expansion of Customers by partnering closely with EDB Sales, and driving the solutioning of CX services during the presales phase, ensuring proactive resource management that aligns with forecast and anticipated business growth, alignment with Customer goals and expectations to ensure excellence in Customer delivery, and managing operational success metrics for EDB’s Professional Services team in APJ. Reporting to the Global Vice President of Professional Services within the Customer Experience Team, the leader is responsible for developing strategies and approaches to position professional services capabilities with the EDB Sales teams and to deliver best-in-class services to help customers accelerate their Postgres and Data and AI journey. The Professional Services Senior Director works to build and scale a services business, in a bold, fast-moving, transparent and values-led organization to ensure successful delivery of services that meet or exceed Customer expectations, contribute to Customer satisfaction and retention, and drive business growth. Detailed responsibilities include the following: 

• Lead and drive the proactive positioning of CX services offerings and solutions in partnership with EDB Sales during sales cycles, ensuring that the CX solution aligns with Customer needs and expectations.  
• Collaborate and leverage EDB PS to scope the technical specifications of a solution delivery, develop professional services proposals, price professional services solutions, and write polished and professional Statements of Works.
• Partner with EDB Sales to manage the commercial contracting of EDB CX services with our Customers, acting with speed, urgency, and agility to ensure that the process is quick and efficient. 
• Attend and contribute to Sales quarterly business reviews, cadence meetings, and other meetings as needed. 
• Attend and participate in Customer calls, meetings, and site visits to propose, support, and drive services positioning with the EDB sales team. 
• Lead CX business initiatives and partner with EDB Sales to improve service attach achieving PS services attach targets and revenue targets on a quarterly basis. 
• Assess, re-develop, and manage the APJ partner strategy and ecosystem in partnership with our Channel team and broader PS Global team to maintain an APJ network of certified partners that are certified by EDB, deliver with consistent quality, and maintain gross profit margins.
• Drive the success of the regional EDB partner strategy by cultivating and maintaining partner relationships, leveraging partner skills and capabilities strategically with EDB customers, and driving market reach with Partner delivery teams. 
• Negotiate commercial terms with Customers and Partners for PS to create, review, and approve formal statements of work, change requests, and proposals that align with EDB business and legal  guidelines and best practices.
• Prepare weekly PS bookings and revenue forecast reports and review and manage with the VP of Professional Services. 
• Establish perfect alignment and working model with the EDB Sr. Delivery Manager and Global PS Delivery team to ensure efficiencies and scalability of EDB methods, approaches, implementation services, and resources, while reporting and managing operational success metrics.
• Own operational and success metrics, such as time-to-value, customer satisfaction, and on-time completion of projects, and Customer Success stories reporting progress to the VP of Professional Service. 
• Be accountable for managing professional services financial goals and metrics, including bookings attainment, revenue attainment, services attach goals, gross margin and utilization targets reporting progress to the VP of Professional Services.
• Ensure the Professional Services deliveries exceed Customer expectations by completing projects successfully, while meeting revenue targets and delivering business outcomes with a high level of customer satisfaction.
• Create services sales motions/campaigns aligned to the enterprise and commercial market segments, including value positioning, scope of services, collateral, and pricing development.
• Partner with EDB Customer Success, to ensure that PS delivers success and value driven outcomes. 
• Provide leadership and guidance to coach, motivate and lead services team members to their optimum performance levels and career development.
• Monitor performance of team members and provide timely feedback and development assistance.
• Provide services executive sponsorship for strategic customers and deliveries.
• Develop and execute a clear strategy and vision for the department, inspiring the team through communication in alignment with EDB’s (CX) mission, vision, and values.
• Align and influence executive and senior leadership with professional services and GTM strategies and tactics.

Requirements

• 15+ years demonstrated experience directly managing, leading and building a Professional Services business.
• 15+ years demonstrated experience of successfully building, growing, and scaling APJ services teams and book of businesses, successfully delivering to booking, revenue, and margin targets.
• 15+ years of contract development and successful negotiation of professional services commercials within a contracting cycle. 
• Excellent communication and execution of responsibilities, reporting and accountable to the VP of Professional Services.  
• Proven experience building and leading a team of 25+ people in a fast-paced, growing company.
• Ability to influence, negotiate and build consensus with executive and senior management, customers, and partners.
• Demonstrated experience with a subscription-based business model, delivering on-premises and SaaS solutions.
• Demonstrated success of building and executing initiatives to improve quality, reliability, efficiency, and repeatability of services offerings and deliveries
• Experience managing technical, cross-functional professional services teams (e.g., consulting, implementation, trainers, project managers, product development, sales engineering, support, customer success) and delivery partners
• Serves as an expert in Professional Services internally and externally with customers, partners, and industry communities
• Ability to travel up to 50%