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Practice Manager, Professional Services

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Workato

4d ago

  • Job
    Full-time
    Expert / Leadership (9+ years)
  • Business, Operations & Strategy
  • Mountain View
  • Quick Apply

AI generated summary

  • You must have 10+ years selling professional services, P&L ownership, C-level relationship-building, SOW writing, project management, start-up experience, and be willing to travel up to 50%. Strong interpersonal skills, technical knowledge, and ability to drive software expansions are key.
  • You will drive services sales, develop customer relationships, write proposals, manage projects, and contribute to the growth of our professional services department at Workato.

Requirements

  • Qualifications / Experience / Technical Skills:
  • 10+ years experience selling professional services for a strategic consulting firm, large scale system integrator, or professional services unit within a software company.
  • P&L ownership experience for a services organization or department.
  • Experience in writing statements of work (SOWs) and navigating through complex, enterprise legal processes.
  • Demonstrated ability to develop and maintain C-level relationships that recognize you as a trusted advisor.
  • Experience growing accounts with large and complex pursuits ($M+).
  • Project and/or account management experience.
  • Highly collaborative and excels in complex, matrixed environments.
  • Ability to thrive in a fast-paced, high growth and unpredictable environment.
  • Experience having worked in a start-up environment.
  • Experience having grown a professional services team.
  • Communication skills to effectively communicate with technical and business stakeholders alike.
  • Strong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment.
  • Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations.
  • Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems.
  • Willingness to take on management roles as the organization grows.
  • Ability to travel up to 50%.
  • Soft Skills / Personal Characteristics:
  • iPaaS sales experience.
  • PMP or Scrum certifications.
  • High-level understanding of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases.
  • Experience in enterprise business accounts.
  • Track record of continuous learning of new technologies.
  • Track record of driving software expansions as a result of professional services engagements.

Responsibilities

  • Identify services opportunities and generate services pipeline in the region.
  • Drive services sales cycles alongside enterprise software sales, working cross-functionally with our sales and customer success teams.
  • At times, coach and guide internal teams on the services sales cycle and associated expectations.
  • Maintain impeccable forecasting hygiene for professional services opportunities.
  • Utilize industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals, objectives, and desired business outcomes.
  • Develop and manage a territory plan and a personalized account plan for each customer, which aligns with th.eir business goals.
  • Create a compelling vision and clearly communicate via services proposals our transformative solutions aimed at generating quantifiable success and business value from a customer's investment in the Workato’s Platform.
  • Write statements of work (SOWs) and navigate legal reviews of such contracts.
  • Conduct thorough knowledge transfer from pre-sales cycle knowledge to post-sales services team.
  • Maintain client relationships throughout professional services engagements and engage customers, especially senior stakeholders, using a consultative approach that positions Workato and yourself as a long-term trusted advisor relationship.
  • Develop a deep understanding of Workato’s proprietary frameworks (GEARS and Embedded Product Guide), and contribute to such frameworks by providing closed-loop feedback from implementations.
  • Ensure customer satisfaction goals are exceeded or met on every services engagement.
  • Be a Workato evangelist with the ability to discover and demonstrate how Workato can effectively help companies with their business automation needs across a broad set of industries through professional services engagements.
  • Become the trusted advisory to customers and partners for advancing their automation and integration roadmaps.
  • Contribute to the growth of our professional services department by creating or enhancing content such as presentations, templates, success stories, etc. for use by both customers and to enable our extended team.
  • Be an integral part of managing new professional services team members, including Delivery Managers, Strategic Advisors, and Technical Architects.
  • Contribute to enhance our delivery methodology, services practice and industry POV's.

FAQs

What is the role of a Practice Manager in the Professional Services team?

Practice Managers are essential to the growth of our business and play a critical role in helping organizations leverage and adopt our platforms across the enterprise. They align customer’s integration strategies to our frameworks, build implementation roadmaps, and maintain trusted customer relationships.

What is the primary goal of a Practice Manager?

The primary goal of a Practice Manager is to build a services pipeline, manage the full services sales lifecycle, and oversee engagements and relationships post services sale. They are also responsible for managing resources within their defined region and helping customers generate significant business value from their Workato investment.

How does a Practice Manager earn the right to be a trusted advisor to customers?

Practice Managers earn the right to be trusted advisors by understanding and managing customers throughout their lifecycle, guiding adoption of the platform across the enterprise, and demonstrating expertise in Workato's GEARS Framework and Embedded Product Guide Framework.

One platform for intelligent integration & workflow automation across your organization.

Technology
Industry
501-1000
Employees
2013
Founded Year

Mission & Purpose

Workato makes the creation and implementation of automations 10X faster than traditional platforms. As the leader in AI-powered enterprise automation, we enable enterprises to automate their business processes across the organization by integrating their applications, data, and experiences. Designed with best-in-class security and governance, scalability, performance, and availability, our low-code, no-code platform makes it easy for IT and business teams to integrate their applications and automate their processes, drawing from thousands of automation “recipes” built by the Workato community. With our democratized approach to automation and integration, business technologists are empowered to fuel their organization’s digital transformation. Workato is trusted by over 17,000 of the world's top brands, including Broadcom, Intuit, and Box.