Description
Job Purpose: The purpose of this position is to provide highest levels of consultative expertise to OnX customers through generating new billable engagements for all Professional Service resources specializing in virtualization and cloud, networking and security, and data protection solutions. This position will provide Pre-Sales, develop Statements of Work and develop intellectual property for the Professional Services group to deliver Professional Services engagements with a focus on networking and security engagements. The Services Principal is ultimately measured by the growth of a group of specific solutions and services across Canada. This is accomplished through presales support and solution expertise, strategic vendor alignment and business development activity. The role is designed for a seasoned presales technology professional who can take on a leadership role for a portfolio and drive OnX services solutions into the market. The role will suit an individual who will approach the opportunity to build a business with passion, drive and commitment to excellence. Activities include meetings with customers to define potential project scopes and drive revenue wherever possible. Develop SOWs for customers outlining project activities, pricing and deliverables. Develop and manage internal documentation required for appropriate billing execution to customers. Essential Functions: 75% – Meet with customer and develop Professional Services SOWs for presentation to customers Represent the Services business driving penetration and growth. Liaise with relevant vendor solutions leads to identify opportunities within the market Assisting the existing Account Managers in all aspects of Services Opportunity development including: Qualification Meetings Proposal Development and RFP Responses Registration of Opportunities Initial Services Scope of Work Creation Board Room Presentations both Technical and Business Focused Working with other OnX Business Units to present holistic services solutions. These groups include OnX Managed Services, Professional Services and Digital Application Services Daily updates in OnX CRM system to maintain an accurate revenue forecast 15% – Drive solutions opportunities with strategic partners, such as Cisco, HPE, VMware, Microsoft, AWS, Google and other solution partners 10% – Develop intellectual property around new OnX solutions that can be brought to market. Education Four years of College resulting in a Bachelor’s Degree or equivalent Bachelor’s degree in Business, Computer Science, Engineering, or a related field; MBA or Master’s degree preferred. Certifications, Accreditations, Licenses N/A Experience 8 to 10 years of experience Special Knowledge, Skills, and Abilities Current knowledge and comfort with key IT delivery trends including Virtualization, Cloud, Software Defined Networking, Security and Data Protection. Advanced enterprise solutions experience specifically with enterprise network and security vendors (i.e. Cisco, HPE/Aruba, Palo Alto, Fortinet). Considerable experience with successful services sales support, selling complex solutions into large accounts at a senior level, achieving targets and to enterprise accounts. Experience driving services associated with solution delivery. Experience in creating Statements of Work and project estimation and pricing. Exceptional Commitment to Client and Opportunity Ownership Outstanding Written and Verbal communication skills – in English The ability to adapt to Multiple Client, Partner and Staff Personalities The ability to articulate the benefits of a solution Customer Interface experience, including direct interaction with customer at the management and technical level Experience in developing best business practices and customer processes
