Director Professional Services at Trellix
Herndon, VA 20190
About the Job
Job Title:Director Professional ServicesAbout Trellix:Trellix is a global company redefining the future of cybersecurity and soulful work
The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations
Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security
More at . Role Overview:Oversees the development and implementation of detailed IT solutions for clients using company products, outsourced solutions or proprietary tools/techniques
Responsible for defining the client needs, developing a proposal to meet those needs, as well as overseeing the implementation of the complete project solution
Performs in both a people management capacity and a technical leadership capacity
Performance is typically measured by the capture of the consulting engagement and/or utilization, (i.e., billable hours for the department) or performance against budget
Selects, develops, and evaluates personnel to ensure the efficient operation of the function.Position Overview:The Director of Professional Services is responsible for leading and managing the professional services team to deliver high-quality services to public sector customers
This role requires strategic planning, team leadership, and operational management to ensure the successful execution of projects, customer satisfaction, and business goals.About the Role:Leadership & Strategy:Develop and implement the professional services strategy in alignment with the company's overall objectives.Lead and mentor a team of project managers, consultants, and technical specialists, fostering a high-performance culture.Collaborate with other departments, such as Sales, Product Development, and Customer Support, to ensure seamless service delivery.Operational Management:Oversee the delivery of professional services projects, ensuring they are completed on time, within scope, and within budget.Implement and monitor key performance indicators (KPIs) to measure service quality, customer satisfaction, and team productivity.Manage resource allocation, project prioritization, and capacity planning to optimize service delivery.Customer Engagement:Build and maintain strong relationships with key clients, acting as an escalation point for any issues that may arise.Work closely with clients to understand their needs, provide expert guidance, and ensure the successful adoption of the company’s solutions.Ensure a high level of customer satisfaction through effective communication, problem resolution, and value delivery.Financial Management:Develop and manage the professional services budget, ensuring cost-effectiveness and profitability.Analyze financial data to forecast revenue, manage costs, and drive continuous improvement in service delivery.Prepare and present regular reports to senior management on the performance of the professional services team.Continuous Improvement:Drive continuous improvement initiatives to enhance service quality, efficiency, and customer satisfaction.Stay current with industry trends, best practices, and emerging technologies to maintain the competitive edge of the services offered.Implement standardized methodologies, tools, and processes to streamline service delivery.Specific Duties:Enable and Educate Account Managers regarding ServicesWeekly Sync with Account Managers: Conduct weekly meetings with each account manager to review deals for the upcoming two quarters
Identify and evaluate which deals need additional focus and support to drive service bookings.Sales VP Weekly Team Calls: Participate in the regional Sales VP’s weekly team calls
Contribute to the discussions by always bringing relevant topics to talk about, such as recent success stories, new service offerings, or market trends.Monthly Regional Sales Call: Invite the Senior Director to one regional sales call per month to ensure alignment and to provide additional support.Support and Drive Service Bookings ProcessMaintain Bookings Report: Keep the bookings report up to date by monitoring live data in Looker, Clari, and Salesforce
Ensure that all relevant changes are recorded and communicated promptly.Notification of Changes: Notify associated teams of any significant changes in the bookings, whether up or down, to ensure everyone is aware and can act accordingly.Big Deal Reviews: Schedule and lead big deal reviews for any service opportunities exceeding $500k
Ensure that these deals receive the necessary attention and support to drive them to closure.Propose, Quote, Negotiate, Close Service OpportunitiesValue Proposition Delivery: Develop and deliver a compelling services value proposition to both sales teams and customers
Ensure that all stakeholders understand the benefits and value of the services offered.Account and Territory Strategy & Planning: Develop and execute a quarterly and yearly strategy to maintain and grow the territory
Focus on both retaining existing accounts and acquiring new ones.Key Account Relationship Development and Mapping: Build and maintain trusted relationships with key account managers, sales engineers, and consultants
Create and regularly update a mapping of account managers to accounts and their assigned SEs/consultants.Scoping and Quote AssistanceIdentify Service Opportunities: Continuously identify service opportunities within existing engagements
Stay connected with existing customers and engagements to understand how and when to leverage service growth opportunities.Sales & Customer Expectation Management: Understand what the sales team is positioning and what the customer is expecting
Manage any discrepancies and set clear expectations to ensure success for all parties.De-Book Management, Communications, and CollaborationTrack De-Books: Monitor and track any de-bookings
Communicate these with PS and Sales leadership promptly to address any issues.Collaboration with Sales Team: Work closely with the sales team to position them for a push to utilize services
Ensure they understand the impact and timeline of de-books and other changes.Engagement Schedule VisibilityEngagement Start Dates: Ensure that account teams are aware of when an engagement they sold is starting
Maintain clear and consistent communication to avoid any scheduling conflicts or surprises.Escalation Visibility: Maintain visibility into potential and active escalations
Work with account representatives to manage communication and expectations around delivery timelines.Qualifications:Education:Bachelor’s degree in Business Administration, Information Technology, or a related field
A Master’s degree or equivalent experience is preferred.About You:8+ years of experience in professional services, project management, or consulting, with at least 5 years in a leadership role.Proven track record of successfully managing and delivering large-scale, complex projects.Experience in resource management, financial oversight, and customer relationship management.Skills:Strong leadership and team management skills, with the ability to inspire and motivate a diverse team.Excellent communication and interpersonal skills, with the ability to effectively engage with clients and internal stakeholders.Strategic thinking and problem-solving abilities, with a focus on delivering results.Proficiency in project management software and methodologies, as well as familiarity with IT service management (ITSM) practices.Certifications (optional):PMP, ITIL, Agile or relevant certifications are highly desirable.Company Benefits and Perks:We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day
We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.Retirement PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community InvolvementWe're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.SummaryLocation: US, Virginia, RestonType: Full time
The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations
Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security
More at . Role Overview:Oversees the development and implementation of detailed IT solutions for clients using company products, outsourced solutions or proprietary tools/techniques
Responsible for defining the client needs, developing a proposal to meet those needs, as well as overseeing the implementation of the complete project solution
Performs in both a people management capacity and a technical leadership capacity
Performance is typically measured by the capture of the consulting engagement and/or utilization, (i.e., billable hours for the department) or performance against budget
Selects, develops, and evaluates personnel to ensure the efficient operation of the function.Position Overview:The Director of Professional Services is responsible for leading and managing the professional services team to deliver high-quality services to public sector customers
This role requires strategic planning, team leadership, and operational management to ensure the successful execution of projects, customer satisfaction, and business goals.About the Role:Leadership & Strategy:Develop and implement the professional services strategy in alignment with the company's overall objectives.Lead and mentor a team of project managers, consultants, and technical specialists, fostering a high-performance culture.Collaborate with other departments, such as Sales, Product Development, and Customer Support, to ensure seamless service delivery.Operational Management:Oversee the delivery of professional services projects, ensuring they are completed on time, within scope, and within budget.Implement and monitor key performance indicators (KPIs) to measure service quality, customer satisfaction, and team productivity.Manage resource allocation, project prioritization, and capacity planning to optimize service delivery.Customer Engagement:Build and maintain strong relationships with key clients, acting as an escalation point for any issues that may arise.Work closely with clients to understand their needs, provide expert guidance, and ensure the successful adoption of the company’s solutions.Ensure a high level of customer satisfaction through effective communication, problem resolution, and value delivery.Financial Management:Develop and manage the professional services budget, ensuring cost-effectiveness and profitability.Analyze financial data to forecast revenue, manage costs, and drive continuous improvement in service delivery.Prepare and present regular reports to senior management on the performance of the professional services team.Continuous Improvement:Drive continuous improvement initiatives to enhance service quality, efficiency, and customer satisfaction.Stay current with industry trends, best practices, and emerging technologies to maintain the competitive edge of the services offered.Implement standardized methodologies, tools, and processes to streamline service delivery.Specific Duties:Enable and Educate Account Managers regarding ServicesWeekly Sync with Account Managers: Conduct weekly meetings with each account manager to review deals for the upcoming two quarters
Identify and evaluate which deals need additional focus and support to drive service bookings.Sales VP Weekly Team Calls: Participate in the regional Sales VP’s weekly team calls
Contribute to the discussions by always bringing relevant topics to talk about, such as recent success stories, new service offerings, or market trends.Monthly Regional Sales Call: Invite the Senior Director to one regional sales call per month to ensure alignment and to provide additional support.Support and Drive Service Bookings ProcessMaintain Bookings Report: Keep the bookings report up to date by monitoring live data in Looker, Clari, and Salesforce
Ensure that all relevant changes are recorded and communicated promptly.Notification of Changes: Notify associated teams of any significant changes in the bookings, whether up or down, to ensure everyone is aware and can act accordingly.Big Deal Reviews: Schedule and lead big deal reviews for any service opportunities exceeding $500k
Ensure that these deals receive the necessary attention and support to drive them to closure.Propose, Quote, Negotiate, Close Service OpportunitiesValue Proposition Delivery: Develop and deliver a compelling services value proposition to both sales teams and customers
Ensure that all stakeholders understand the benefits and value of the services offered.Account and Territory Strategy & Planning: Develop and execute a quarterly and yearly strategy to maintain and grow the territory
Focus on both retaining existing accounts and acquiring new ones.Key Account Relationship Development and Mapping: Build and maintain trusted relationships with key account managers, sales engineers, and consultants
Create and regularly update a mapping of account managers to accounts and their assigned SEs/consultants.Scoping and Quote AssistanceIdentify Service Opportunities: Continuously identify service opportunities within existing engagements
Stay connected with existing customers and engagements to understand how and when to leverage service growth opportunities.Sales & Customer Expectation Management: Understand what the sales team is positioning and what the customer is expecting
Manage any discrepancies and set clear expectations to ensure success for all parties.De-Book Management, Communications, and CollaborationTrack De-Books: Monitor and track any de-bookings
Communicate these with PS and Sales leadership promptly to address any issues.Collaboration with Sales Team: Work closely with the sales team to position them for a push to utilize services
Ensure they understand the impact and timeline of de-books and other changes.Engagement Schedule VisibilityEngagement Start Dates: Ensure that account teams are aware of when an engagement they sold is starting
Maintain clear and consistent communication to avoid any scheduling conflicts or surprises.Escalation Visibility: Maintain visibility into potential and active escalations
Work with account representatives to manage communication and expectations around delivery timelines.Qualifications:Education:Bachelor’s degree in Business Administration, Information Technology, or a related field
A Master’s degree or equivalent experience is preferred.About You:8+ years of experience in professional services, project management, or consulting, with at least 5 years in a leadership role.Proven track record of successfully managing and delivering large-scale, complex projects.Experience in resource management, financial oversight, and customer relationship management.Skills:Strong leadership and team management skills, with the ability to inspire and motivate a diverse team.Excellent communication and interpersonal skills, with the ability to effectively engage with clients and internal stakeholders.Strategic thinking and problem-solving abilities, with a focus on delivering results.Proficiency in project management software and methodologies, as well as familiarity with IT service management (ITSM) practices.Certifications (optional):PMP, ITIL, Agile or relevant certifications are highly desirable.Company Benefits and Perks:We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day
We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.Retirement PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community InvolvementWe're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.SummaryLocation: US, Virginia, RestonType: Full time
