Director Consulting Services

  • ARCOS
  • Columbus, OH, USA
  • Sep 08, 2020
Full time Engineering Information Technology

Job Description

This position will establish and lead all revenue generating professional services. The Director of Consulting Services will work closely with Sales, Marketing, Services and Support teams to ensure ARCOS achieves project delivery, utilization and customer satisfaction goals.

 

ESSENTIAL JOB FUNCTIONS

This is intended as an outline of the essential functions of the position. Actual metrics that measure job performance may be set forth in separate performance management documentation.

 

  • Establish and lead Consulting Service function, within the ARCOS Professional Services organization, including sharing Bookings Quota with the Sales team
  • Overall responsibility and accountability of Consulting Services, including Quota Bookings, revenue and profit margins
  • Lead improved “productization” of existing Services offerings and introduce new Services offerings in collaboration with Sales, Marketing, Services and Support
  • Develop new Consulting Service solutions for complex client situations to ensure meeting of goals and objectives and support delivering results on time
  • Lead the internal and external launch of improved or new Service Products, including obtaining internal buy-in from all stakeholders, getting marketing support on necessary collateral, and ability to estimate pricing
  • Responsible for all Consulting Services deadlines and quality of deliverables
  • Provide executive reporting on Consulting Services Quota Booking achievement and performance against go to market plan
  • Ability to work with everyone from a customer or ARCOS employee to a senior leader at a Fortune 500 company
  • Ability to gather and define Service / Product requirements and scope clear and concise Service and Product deliverables
  • Perform client interviews on analysis and interpretation of data, as necessary
  • Expand and identify current and new business projects by strengthening client relationships
  • Engage in Consulting Services management such as tools, methodologies, people development and proposals
  • Develop and review staff performance such as mentoring and recruiting Professional Services staff
  • Master and maintain knowledge of customer’s business, competition, and latest industry news and trends. Convey knowledge to executive management team to assist in the development of new Service Products
  • Determine resource and training requirements for staff
  • Ability to provide strategic guidance and improvements upon key consulting concepts, including:
    • Gross Margin
    • Logistics
    • Resourcing
    • Effort vs. Duration in work estimates
    • Fixed-bid, T&M / T&E
    • Read and interpret Statements of Work (“SoW”s)
  • Ability to develop and maintain core consulting standards and concepts
  • Provide strategic guidance and improvements for advanced sales and consulting skills, including:
    • Solution Selling / Sales Processes
    • Budget cycle
    • Socializing with customer management
    • Strong network to build solution teams across various focus areas
    • Strong focus on profitability, resourcing, and engagement modeling 

 

QUALIFICATIONS & REQUIREMENTS

  • A Bachelor’s degree in Business, Marketing, Information Systems or related
  • 7+ years’ experience as a Professional / Managed Services Consultant or experience with a Strategic consultancy firm
  • Experience working in a fast-paced, high growth software company and driving organizations forward through business and process transformation
  • Ability to respond to changing environments and to challenge, improve and develop existing practices
  • Proven ability to manage revenue and profitability, with aptitude in decision-making and problem solving
  • Extroverted and energized by spending time with consultants, peers, and customers
  • Proven Intermediate or Advanced industry and vertical knowledge
  • Ability to hold C-level discussions about business value, ROI, CapEx vs. OpEx, YOY Spend, etc.
  • Proven ability to develop consultants who can design and execute large-scale business solutions
  • Passionate about Professional and Consulting Services
  • Willingness to roll up your sleeves
  • Ability to self-educate including read, analyze, interpret and write general business documents, technical procedures and customer reference materials
  • Familiarity with Salesforce, Jira, ZenDesk, SharePoint and Smartsheets are all a plus
  • Strong communication, presentation, project management, negotiation, risk management, problem solving, analytical and interpersonal skills
  • Must be process orientated
  • Excellent instincts and ability to interface at a senior level with ease
  • Excellent communication, interpersonal skills, and eloquent writing skills
  • Strong organizational skills and an ability to multitask
  • Willing and able to travel 20%. Ability to travel by air and rental car is required. Must possess a valid driver’s license