Director, Consulting Services - FSI

Job description

The Red Hat Services team is looking for a Services Leader to join us to lead our North America Services Financial Services Industry (FSI) team. In this role, you will own regional profit and loss (P&L), have revenue, bookings, margin, and utilization goals and be responsible for sales and delivery across all Red Hat Services practices within North America Services FSI including Consulting, Training and Technical Account Management (TAM). You will be responsible for all projects and resources under management. You will work closely with regional sales leaders to strategically position Red Hat Services using a solutions-led sales model. As a Director of Services, you will lead and implement strategies across the region in collaboration with regional delivery leaders and architects through joint account planning with presales and account executives to ensure that our products and services are adopted and that our customers continue to renew their subscriptions and increase their engagement with Red Hat. This role will report directly to the Americas Red Hat Services Vice President. Successful applicants must reside in a state where Red Hat is registered to do business. What you will do: Support the Sales team and work with sales management to ensure that financial targets are achieved, including subscriptions for Red Hat’s offerings Establish and maintain good relationships with key customers by building deep knowledge of customer business priorities, challenges, and initiatives; monitor and track the quality of service for external and internal customers Work with regional sales management, services management, and architects to define and agree on a strategy for business development and growth Lead services opportunities, ensure proper scoping for services solutions, and provide executive oversight for delivery Provide services thought leadership and guide business success via cross-functional alignment with sales, business, engineering, support, and enablement and training teams Be responsible for meeting the regional services team business objectives, including financial targets, team billable utilization levels, and successful customer delivery Maintain a regional services hiring plan for the fiscal year and ensure that open positions are filled on time Implement and carry out strategic services objectives like digital transformation, container adoption, system integrator (SI) and partner collaboration, and related offerings Handle rates, project costs, terms and conditions of work and contracts, and other commercial factors Provide regular financial reports with forecasting for revenue and bookings and support and promote accurate revenue recognition Ensure that common and consistent operational standards and procedures are in place and enforced; review and improve them as needed to optimize workflow and organization for efficiency and scalability Set up and maintain a capacity plan for skills needed; develop the team's skills and partner network to ensure high quality support for business needs and for existing and upcoming technologies Establish and maintain good relationships with key partners in your area, SIs, and original equipment manufacturers (OEMs); establish and expand the partner network for services deliveries for infrastructure, cloud, and middleware What you will bring: Demonstrated experience developing and leading a cross-functional, region-wide team; experience with management in a matrixed environment 10+ years of experience working in a service delivery role with a successful record of holding a leadership position within a services organization Proven direct sales experience with a track record of driving services business development, solution selling, and leading teams responsible for achieving revenue targets Deep understanding of the software business professional services model, including P&L responsibility and margin and utilization goals, with the ability to work in a rapidly growing environment Ability to handle sensitive one-on-one conversations with tact and communicate sensitive or debatable messages effectively Understanding of the relationship between the services team and other teams like sales, customer success, engineering, or support Excellence in guiding and conducting presentations for customers, the general public, and for internal audiences Effective communication skills with the ability to maintain Red Hat’s style of messaging and perspective Deep knowledge of and solid operational experience with new services methodologies related to next generation Infrastructure-as-a-Service (IaaS) and Platform-as-a-Service (PaaS) services, operations management and automation, agile methodologies, and DevOps Passion for open source, software, tooling, and automation The salary range for this position is $327,010.00 - $555,680.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. About Red Hat Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. 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