Principal Services Solutions Manager - Federal

Responsibilities

• Own and execute the strategic vision for Professional Services across US Federal defense and civilian markets.
• Drive services sales execution and serve as a strategic advisor for key accounts.
• Engage C-level executives to create and execute services roadmaps that drive business outcomes.
• Own the professional services lifecycle, including deal strategy, proposal creation, execution, delivery, and forecasting.
• Lead services sales enablement and delivery for assigned accounts while achieving bookings and revenue targets.
• Create and execute the overall services vision across sales and delivery.
• Own services delivery roadmaps, including proposals, closing opportunities, and delivery.
• Scope and sell Professional Services and Training engagements to new and existing clients.
• Develop scopes and statements of work for customer services engagements.
• Conduct internal deal reviews and ensure project scopes are clearly defined for customer success.
• Optimize business operations processes for services sales.
• Build cross-functional relationships with legal, deal desk, account teams, sales, Professional Services and Training leadership, and partners.
• Provide bookings forecasts and maintain strong command of the book of business.
• Align services engagements with customer business outcomes and executive stakeholders.
• Collaborate with systems integrators, global systems integrators, and other delivery partners.
• Serve as the initial escalation point for customers and project teams.
• Own project outcomes and manage project financials, revenue forecasting, and expense management.
• Maintain high customer satisfaction.
• Collaborate with Education Services on training delivery.
• Provide strategic advisory and services delivery activities, including business value roadmaps, business value assessments, strategic roadmaps, and Data Cloud Assessments.
• Collaborate closely with account executives and sales engineers on account strategy.
• Develop expertise in assigned markets through collaboration with Practice Directors, Sales teams, and Global Industry Leaders and through external research.

Requirements

• 10+ years of experience in a sales and services delivery role, or similar capacity, interfacing with executives across the US Public Sector and US Federal government market.
• Direct experience in an AI, cloud, data, or business intelligence field, ideally within the US Federal Government.
• Strong understanding of business solutions that leverage data, including AI-ready data, customer data platforms, cross-industry data sharing, AI, and personalization.
• Proven track record of meeting bookings and revenue targets.
• Ability to communicate and translate effectively across internal teams and customer organizations.
• Experience developing technology programs, defining milestones and success criteria, allocating resources, and delivering on schedule.
• Strong organizational skills and ability to work independently while overseeing multiple projects.

Nice-to-haves

• Active TS or Secret Clearance with DoD experience.
• Big Four or boutique strategy consulting experience, ideally with experience achieving or exceeding sales targets.
• Experience in a client support and advisory technical role, such as solution architect or technical account manager.
• Experience designing, leading, influencing, and selling functional solution sets or cross-functional digital transformations.

Benefits

• Opportunity to work with a disruptive software product and hands-on AI and data cloud technology.
• Opportunity to develop, lead, and execute market-changing initiatives.
• Dedicated, experienced professional services team.