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The ESS Professional Services Practice consists of a global team of Project Managers, Solution Architects, Technical Specialists, Systems Analysts, Training Specialists, and Customer Support staff. The Practice is responsible for identifying and defining business opportunities and for the effective delivery of Professional Services and Support Services. These services are in conjunction with LIMS solution. The ESS Professional Services Practice delivers these services as a solution component for new business opportunities as well as general consulting to the installed base. They are delivered at a quality that supports both margin and our customers’ reasonable expectations of the level of expertise a world-class company will have in its own product.
The Global Manager will be responsible for managing the practice at the profit margins targeted in its Business Plan.
SCOPE:
- Reports to the Global Director, ESS Sales and Services
- Focused on Professional Services opportunities associated with LABWORKS LIMS, including new systems and installed base consulting and support.
- Responsible for achieving target revenues and margins for the Practice.
RESPONSIBILITIES:
- Manage a group of Project Managers, Solution Architects, Technical Specialists, Systems Analysts, Training Specialists, and Customer Support staff.
- Manage and further develop relations with a network of certified contract service providers for custom development, system implementation, or training when financially advantageous.
- Deploy utilization of team members for presales activities that close new business, including product demonstrations, technical proposal components, and presentations on the capabilities of the Practice team and PKI’s value proposition.
- Provide leadership, direction and motivation to the team
- Deploy practice expertise in both presales and delivery to ensure that solution components and assignments are well conceived and executed.
- Review and approve services on bids and proposals; and oversee their transition from acceptance of proposal to project initiation.
- Support Project Managers to deliver projects as per revenue and cost targets, within given contingency bounds
- Manage the utilization and performance of the members of the Practice Team.
- Recruit, induct, coach and develop team members
- Analyze and interpret the likely demand for the Practice in order to ensure appropriate availability of Professional Services resources.
- Promote the current competence availability to the Sales organization.
- Stay on top of new developments, new approaches and new products introductions. Be able to position services advantage vs. competitors in solution opportunities.
- Expand and promote a portfolio of Professional Services for the business. These include general consulting, technical applications development, enhanced support and training.
- Work with the Sales team in order to balance the needs of the customers with the Practice’s ability to deliver Professional Services.
REQUIREMENTS:
- Proven experience from similar position (identifying and acquiring business opportunities, delivery of Professional Services, complex solutions in Enterprise Software).
- Managerial experience (team of 6+ people). Experience with organizing team resources to optimize revenue generation.
- Strong understanding of Project Management process for delivering Enterprise Software solutions.
- Experience with managing a P/L.
- Target orientation, ability to motivate and drive people to success.
- Result orientation and customer focus.
- Ability to work under high pressure, fast moving and challenging environment.
- Very good organizational and planning skills.
- Drive and enthusiasm.
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