Sr Director, Professional Services
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Job Summary
Job Summary
As Senior Director EMEA Professional Services you will lead NetApps EMEA Professional Services business with ownership of strategy execution and financial outcomes for a $100M services portfolio. Reporting to the VP/GM of Professional Services you will lead an organization of over 150 professionals across the region. You will build on the strong foundation established in recent years and accelerate the shift to a services-led outcome-led engagement modelexpanding fee-based consulting and advisory that creates measurable customer outcomes engages earlier in the lifecycle to shape solution direction and drives profitable growth through increased attach and pull-through. The ideal candidate brings a consulting-led approach and strong commercial acumen to shape demand quantify value and convert executive advisory into funded engagements.
Context & Opportunity:
- Worldwide Professional Services has invested in global delivery capabilities harmonized sales and delivery processes and expanded the use of a Global Services Center model.
- In EMEA Professional Services continues to evolve toward a consultative outcome-led services model in close partnership with field sales.
- EMEA Managed Services is an established growing part of the portfolio complementing project-based and advisory services.
- The next phase is to scale a services-led consulting engine that engages earlier in the customer lifecycle to shape strategy influence outcomes and accelerate value realization.
Job Requirements
- Own and lead the EMEA Professional Services business including strategy execution and operating cadence to deliver profitable growth across bookings revenue and margin.
- Scale fee-based consulting and advisory services that engage before product decisionsshaping customer vision accelerating adoption and driving measurable outcomes.
- Partner with EMEA Sales and Solutions Engineering leadership to build services pipeline create repeatable plays and increase attach and pull-through through outcome-led services.
- Develop and evolve the services portfolio (offer definition packaging pricing and value messaging) to reduce reliance on free/presales work and low-value product-tied attached services.
- Lead a distributed organization of leaders consultants and delivery teams; coach talent build succession and foster a high-performance inclusive culture.
- Ensure high-quality predictable delivery through standardized methods governance and risk management; improve utilization project performance and customer satisfaction.
- Optimize the operating model across local delivery partners and global delivery centers; continuously improve processes and productivity.
- Lead executive discovery and advisory plays to define roadmaps build value cases and convert strategy discussions into funded fee-based consulting that drives attach and pull-through.
- Represent Professional Services as a senior executive in key customer and partner engagements including strategic account planning and executive briefings.
- Drive alignment with Worldwide Professional Services Portfolio and Operations teams to scale best practices and implement business improvements.
Required Qualifications
- 15 years of progressive leadership in Professional Services Consulting and/or Managed Services within enterprise technology (hybrid cloud storage data management security automation).
- Proven experience owning and growing a services P&L including bookings revenue recognition margin and cost management.
- Demonstrated success building and scaling fee-based consulting and advisory offerings and influencing customers at executive level.
- Strong partnership model with field sales: ability to build pipeline establish services-led plays and drive predictable commercial outcomes.
- Experience leading consulting and transformation engagements including executive discovery roadmap development and driving adoption/value realization.
- Proven consultative selling to build pipeline and close fee-based advisory/consulting: shaping services-led plays developing proposals/SOWs and articulating ROI/value in partnership with Sales.
- Experience leading large geographically distributed organizations (including senior leaders) and operating effectively in a matrixed global environment.
- Excellent executive communication negotiation and customer-facing leadership skills.
- Strong operational discipline: forecasting governance delivery quality risk management and continuous improvement.
- Comfort working across partners and global delivery centers to scale capacity and standardize delivery.
Required Experience:
Exec
About Company
At NetApp, our top priority is the health and safety of our event attendees and employees, including every community around the world being impacted by COVID-19. As a result, we have decided to reimagine our annual NetApp INSIGHT Paris and Berlin events to be fully digital. We’re als ... View more
