Senior Director, Federal Delivery

Our Federal Professional Services Organization is focused on providing our Federal customers technical consultation and support in evaluating and deploying VMware’s entire product line.  Our team focuses on all aspects of Federal Government sectors including Civilian Agencies, Department of Defense, Intelligence Community, National Security organizations (e.g. FBI, DHS), Federal healthcare agencies (e.g. VA, CDC, NIH), Federal financial organizations (e.g. IRS, SEC) and Federal Systems Integrators. The projects include non-security cleared professionals up to the highest-level security cleared consultants including TS/SCI Full Scope Poly clearances. This group makes an impact at the highest level of national, state and local safety and security.

The Federal Delivery Senior Director will report directly to the Senior Director, GEH.  She/he will have full and immediate responsibility to manage, develop and lead an organization of Practices Managers, PMs, Consultants and Consulting Architects to ensure effective delivery of VMware’s Federal consulting services related to VMware solutions.  Key responsibilities for managing the business are: ensure personnel has proper training and enablement to perform their assigned duties; develop and maintain a strong leadership presence with the team that supports VMware's EPIC2 values; assist in development and deployment of VMware technical and operational solutions; coordinate product capabilities and requirements with VMware business units and account teams; assist in developing recruiting and hiring strategies; continuously manage project staffing plans; grow and mentor the team; maintain necessary financial controls; and work closely with account teams to develop and pursue strategic business development opportunities. The Federal Senior Director will support VMware growth and execution strategies through internal business partnerships with the field sales organization, business units, enablement teams, contract and legal departments, and the partner program.

Job Role and Responsibilities:

• Responsible for the successful delivery of all consulting services engagements
• Take a leadership role in building and managing a best in class professional services organization
• Works with Sales (Core and Professional Services) to ensure engagements are properly scoped to enable successful customer outcomes
• Responsible for upholding and integrating VMware’s EPIC2 values in all activities and achieving Diversity and Inclusion objectives

• Responsible for managing an integrated partner program to meet Federal delivery requirements and support the overall VMware partner program and initiatives

• Support Federal Delivery and America’s Professional Services financial objectives (e.g. P&L, margin, investment, travel & expense)
• Hire, train, and mentor resources and ensure the assigned personnel are properly cared for, trained, and assimilated into the organization. Responsible for development, growth, and utilization objective achievement of team members
• Enable efficient and qualitative proposals for customers, by ensuring appropriate needs definition, analyzing customers environment and expectations, and aligning customer objectives with VMware solutions
• Works with Federal and America’s professional services teams to ensure project staffing & project profitability requirements are met
• Define enablement plans for assigned personnel by role.  Work with the Federal Delivery and America’s Professional Services teams to execute training plans. This includes on-boarding of new consultants and continued enablement (soft and technical skills) to drive delivery excellence
• Participate in the pre and post-sales process with services sales, program managers, and pre-sales architects to understand customer business and technical objectives and product requirements, to build client relationships, scope opportunities, and deliver effective solutions
• Maintain and project a solid understanding of all VMware product lines and corporate messaging
• Ensure productivity and success of assigned consultants and balance out near-term delivery requirements against long-term practice development goals
• Provide support and guidance to the Federal Delivery team on technical, delivery, and operational issues and help work through obstacles to achieve successful outcomes for the customer and VMware
• Review consultant deliverables prior to delivery to ensure quality of deliverables are consistent with VMware best practices, address customer mission objectives, and provide recommendations aligned with account strategy
• Provide management oversight and escalation path to customer relationships and team oversight while team members are delivering VMware services projects
• Align closely with regional field teams, service partners, partner teams, enablement teams, financial teams and VMware Professional Services Operations
• Work with virtual/global teams to collaborate and support Federal and America’s professional services initiatives
• Ensure consultant's document methodologies and best practices on deploying VMware-based solutions will further innovate our solutions and enable the VMware team and consulting partners 
• Solicit thought leadership from team and demonstrate steadfast and sound decision ability in addressing problems with business solutions
• Establish a repeatable cadence in partnering with VMware Product Marketing, Product Management, and Engineering to feed back field input to the product development lifecycle

Basic Requirements:

• 10+ years of relevant IT industry experience (compute, networking, storage, application development)
• 10+ years’ experience in customer-facing positions as a professional services project manager, consultant or engineer, preferably with a software company consulting organization or “Big 5” firm
• Ability to travel 30%
• B.S./B.A. degree required; MS/MBA degree desired.
• Minimum DOD Secret Clearance required, DOD Top Secret with active SCI preferred, CI Poly or Full Scope Poly highly desired

Preferred Requirements:

• Experience managing a team of direct reports, preferably 10 or more people and preferably geo-dispersed
• Experience managing P&L exceeding $50M annually      
• Experience with customers in highly classified work environments and the stringent Federal security requirements associated with Top Secret SCI and higher domains
• Proven track record of planning and managing large, multi-person billable programs for external customers
• Budgeting and financial management including development and management of budgets and P&L
• Exceptional skills in managing client escalations with a proven track record of risk management
• Understanding of consulting field organizations and partner ecosystems – knowledge of key business drivers that can accelerate or prevent change while driving a quarterly focused organization
• Strong organizational and project management skills with an ability to manage competing client demands
• Experience with modern software development methodologies, with emphasis on software and hardware architecture, and infrastructure design and development
• Proven ability to interact and communicate with CxO-level personnel and navigate customer organizations to ensure successful project delivery and acceptance
• Understanding of, and experience with, Virtualization and VMware products
• Understanding of Cloud Computing principles, features, and benefits for Service Providers, Enterprise, Small, and Medium-size business customers.

Category : Services and Consulting
Subcategory: Services Management
Experience: Business Leadership
Full Time/ Part Time: Full Time
Work From Home: No
Posted Date: 2020-04-27

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