[Kn-888] Director, Services Go-To-Market

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The Director, Services Go-to-Market is a leadership role, primarily responsible for collaborating with the relevant internal senior leadership/executive stakeholders to manage and lead the execution of the services go-to-market strategy and the achievement of client-led, business value solutions.
This role takes responsibility for working across multiple teams in creating business value for clients through the company's Managed Services/Services portfolio and the successful execution of the go-to-market Managed Services/Services strategy. Will be in charge of leading the expansion of our SDI portfolio across Europe. The Director, Services Go-to-Market oversees a services sales team(s) and drives a collaborative and innovative team culture focused on strategic and operational excellence.
What you'll be doingKey Responsibilities: Develop and execute go-to-market strategies to drive growth in EMEA support services for SDI solutions.Build a strong pipeline of enterprise-level contracts and partnerships.Forge alliances with key technology partners to expand service offerings and create new revenue streams.Provide market intelligence to inform strategy and product development.Collaborate with cross-functional teams to sell tailored client solutions.Drive and operationalize the dual solid reporting in their respective geographies.Encourage open dialogue, communication and best practice sharing across regions and services units.Conduct and implement annual capacity planning.Participate in the design of relevant incentives for the Managed Services/Services teams.Accountable for cascading high level targets.Collaborate with go-to-market executives and stakeholders to ensure a smooth operating model across all sales initiatives and focus areas.Contribute to the definition of sales processes and tools and capabilities needed for key roles across three categories of accounts.Define performance KPIs, incentive scheme and quota retirement rules.Build and communicate Managed Services/Services business projections, managing and coordinating work towards achievement of projections.Operationalize and optimize the commercial deal desk.Drive Managed Services/Services and manage profit and loss in the region / country.Contribute to the development of the Managed Services/Services strategy in the region / country.Act as the interface between region CEOs and Managed Services/Services go-to-market Executives, managing relevant region and country Managed Services/Services go-to-market leaders, region Managed Services/Services Sales leaders, and region Managed Services/Services Architecture leaders.Develop and manage revenue budgeting and related capacity planning.Assume the role of "go-to-market" lead for the assigned geography and align sales with key opportunities.Assume people and resource management accountabilities.Knowledge and Attributes:Significant knowledge across Enterprise Architecture, Managed Services, Service Management consulting, and multiple solutions areas (Business Units), and across domains, delivery units, and geographies.Ability to lead and build collaborative teams through strong coaching and mentoring skills with a strong sense of accountability.Significant knowledge of strategy development, market planning, scenario planning, and market modelling.A combination of strategic, and pragmatic skills, encompassing both strong strategic product marketing abilities and hands-on tactical involvement.Excellent written and oral communication skills coupled with excellent interpersonal skills to engage with a variety of senior stakeholders.Significant business and financial acumen to drive business outcomes and achieve revenue growth.Significant business negotiation skills, influence, conflict resolution, and political savvy.Significant vendor relationship is required to ensure an understanding of the vendor's products business and services positioning.Demonstrate excellent presentation skills, are innovative, and have a formidable client orientation aptitude.Significant knowledge in the services industry, service delivery models, process improvements, consumption models and multiple Managed Services/Services portfolios and go-to-market solution areas.Academic Qualifications and Certifications:Bachelor's degree in business or marketing or a related field.Certification and working knowledge of ITIL, Service Management and Integration preferred.Scaled Agile certification is desirable.Languages:English: fluent - mandatory.Any other European language is a plus.Required Experience:Significant experience in a similar leadership role, preferably gained within a global technology services organization.Significant experience with and understanding of the deliverables and value proposition of Managed Services/Services within a product marketing context.Significant sales strategic planning and execution experience.Significant experience in coordinating the design and implementation of new delivery models in a significant globally federated delivery organization.Significant client engagement and consulting experience coupled with solid experience in client needs assessment and change management.Significant experience in relevant services and products and understanding of industry best practices.Significant partner/vendor relationship management experience.Significant business development and pre-sales experience.Significant experience in a leadership role managing quota bearing sales teams.Workplace type:Hybrid Working
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Job Summary
Job number: R-122581
Date posted: 2024-12-02
Profession: Sales and Pre-Sales
Employment type: Full time

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