Practice Director, Enterprise Solutions

5 days ago

Washington DC USA, United States Snowflake Computing Full time
Build the Future of Data with Snowflake

The Snowflake Professional Services Practice Director is the ultimate representation of extreme ownership for their designated Region/Vertical. Operating in an environment of both direct reports and matrixed relationships, the ideal candidate will have a proven track record of successful leadership of Professional Services engagements in consulting or product services companies.

Key Responsibilities
  • Serving Customers: Build deep, technical relationships with Customers to ensure Snowflake PS can serve the specific needs of current and future engagements.
  • Coordinate pre-sales scoping of engagements to support customer's services needs.
  • Accountable for Customer Satisfaction and successful post-sales delivery of engagements against scope and timelines in Services statements of work.
  • Partnering with Sales: Builds and maintains close relationships with Product Sales teams to build a continual pipeline of leads and opportunities for Professional Services and Education within territory.
  • Leads the Professional Services Go-to-Market strategy and the Services and Product Education Sales activities for assigned territory.
  • Provides technical and/or business consultative leadership for a specific practice at the pre- or post-sales level.
  • Communicates pipeline activity to Professional Services leadership frequently on progress toward targets, and leverages executives appropriately and strategically to gain alignment and overcome Customer objections.
  • Accountable for quarterly booking targets for Professional Services and Education.
  • Practice Readiness: Ensures appropriate levels of specialization in the practice are being achieved by utilizing online and in-person training opportunities for the teams.
  • Communicates pipeline activity to the Delivery teams and Resource Management to ensure visibility to upcoming resource needs.
  • Recruits, hires, and drives performance for employees who can help grow and drive Snowflake's Professional Services' strategy, including senior and junior consultants, architects, Practice Managers, and Services Engagement Managers.
  • Proactively provides input into the development of Practices' policies, procedures, and standards.
  • Monitors Resource job performance and provides coaching, counseling, and motivation to maximize practice performance.
  • Coordinates with Delivery Directors and Resource Management to staff Professional Services engagements with appropriate skills.
Requirements
  • Sales-minded individual with 10+ years of experience within the SaaS or cloud computing space, specifically within professional services/delivery experience.
  • Knowledge of the data warehousing, data management, analytics, and/or cloud computing space.
  • Communications, Media, and Entertainment Industry experience is a huge plus.
  • Experience selling professional services and managing to sales targets, working closely with cross-functional teams including sales, pre-sales, legal, marketing, and finance.
  • Experience with documenting scope, deliverables, and timelines in statements of work and managing service delivery to meet the expectations of executed contracts.
  • Comfortable with Salesforce or other leading CRM tools.
  • Experience presenting to internal and external key stakeholders, speaking to both business and technical audiences.
  • Ability to prioritize projects and deliverables (project management).
Key Performance Indicators
  • Quarterly practice Professional Services and Education booking targets.
  • Hire to Headcount targets within given timeframes.
  • Snowflake consumption targets.
  • Practice revenue targets.
  • Engagement delivery quality.
  • Effective management of Practice objectives.

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