Senior Practice Manager

Summary

Join the Snowflake team as a Senior Services Practice Manager, responsible for services sales enablement/execution and delivery success for accounts, with a focus on quarterly bookings targets and utilization targets.

Requirements

• 10+ years of experience in a Sales and Services Delivery role (or similar capacity) interfacing with executives and dealing with complex, technical implementation projects, roadmapping and revenue forecasting
• Direct experience in a Data Warehousing, Business Intelligence and/or Cloud field
• Proven track record of meeting booking, utilization, and consumption (or similar) targets
• Proven ability to communicate and translate effectively across both internal teams and customer organizational structures, developing technology programs, defining milestones, success criteria, resource allocation, and on-time delivery
• Strong organizational skills, ability to work independently and manage multiple projects simultaneously

Responsibilities

• Report to a Practice Director on the Americas team, aligned to a specific region
• Be aligned to Sales District Managers and Account Executives in your region
• Be responsible for both services sales enablement/execution and services delivery success for your accounts, focus on both quarterly bookings targets (for Professional Services & Training) and utilization targets
• Be measured on consumption progress and meeting consumption targets at your accounts as part of the broader account team
• Be the Professional Services point of contact for your accounts, through the following
• Help create and execute on the overall vision for services - both sales and delivery
• Own the services delivery roadmap (proposals, closing services opportunities and delivery)
• Collaborate with cross functional teams to find opportunities, scope, propose and sell services (Professional Services and Training) to both new and existing clients
• Develop scope and associated SOWs for customer services engagements
• Drive deal reviews internally to ensure alignment - ensure the scope of the project is well defined for customer success
• Understand and help optimize business operations processes for services sales
• Build strong cross-functional relationships within Snowflake GTM teams (legal, deal desk, account teams, sales, PS&T leadership - including workload services - and partner team)
• Provide bookings forecast and demonstrate strong command of your book of business
• Align services engagements to key customers business outcomes
• Drive alignment with executive sponsors and/or customer stakeholders
• Collaborate with other delivery partners (SIs, GSIs, other PS orgs, etc) in support of project delivery
• Serve as the initial point of escalation for customer and project team
• Own project outcomes and manage project financials (revenue forecasting and expense management)
• Maintain a high level of customer satisfaction as reflected in customer survey scores
• Collaborate with Education Services team for training delivery
• Provide specific services delivery activities for the role/engagement (Business Value roadmap, Business value assessment, strategic roadmap, Data Cloud Assessment, etc)
• Deep collaboration with AE/SEs on the account for account strategy
• Own and contribute to internal process improvements across the enterprise teams and broader Professional Services organization