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Director, Professional Services
TransUnion
Tysons, VA, United States
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Sr. Director- Sales Effectiveness
“TransUnion is committed to finding innovative ways information can be used to help businesses and consumers make smarter decisions.” - Chris Cartwright, US Information Services
The Director, Professional Services will be part of our public-sector business vertical with a primary objective to build, manage and guide a team of billable professional services associates to service our U.S. government customers (Federal, State and Local and Higher Education) in all areas of consulting and project implementation. The position will report directly to the EVP, Public Sector and requires someone who leads by example and drives behaviors that result in successful outcomes for TransUnion and its customers. Must also be capable of building a market-leading skilled and confident professional services team. The ultimate goal will be to increase the amount of revenue and market share of all TransUnion products and services with high potential customers, maximize customer satisfaction and foster partnerships with partners and customers to develop a need for TransUnion professional services through direct management of the daily activities and development of a professional services team.
The Director, Professional Services will coach, develop and manage a team of professional services associates, actively participating and providing assistance during the entire project and implementation life cycle. The Director, Professional Services will also negotiate T&M and FFP professional services contracts, T&M rates as needed while maintaining margin goals, maintain utilization targets and ensuring profitability. Daily administration functions include hiring, scheduling, tracking revenue backlog, slotting, management and performance evaluation.
What you’ll bring:
• Hire, manage and retain a high caliber professional services team with a focus on data management, analytics, project management and on-site customer support
• Develop strong relationships with customers and industry partners
• Responsible for team management, forecasting and project prioritization
• Responsible for forecasting and delivering on professional services sales, revenue and EBITDA margins (full P&L responsibility for professional services)
• Closely communicate with marketing, sales and client services to maximize profitable growth potential across our customer base
• Work closely with the sales organization to provide strategic and tactical support in achieving revenue goals
• Responsible for recruiting, training, staffing, career development and performance management of the professional services team
• Develop and implement a world class professional services organization by deploying best-in-class consulting processes, metrics and utilization targets
• Provide quality management and oversight to ensure customer satisfaction and success
Performance Management:
• Recognizes and develops individual abilities and efforts while at the same time promoting a collaborative and cooperative team atmosphere. Ensures return on investment by recruiting the best talent, setting performance standards through coaching/instruction and constructive feedback, recognizing and capitalizing on performers with the greatest potential for success. Applies appropriate motivators to particular team members and situations to encourage the team and evoke enthusiasm. Resolves associate issues to ensure equality and compliance with federal, state, and local laws.
What we would love to see:
• Ability to interact and communicate effectively across all levels of government officials
• Ability to effectively to communicate and provide guidance to a matrixed team of TransUnion resources who could impact the success of various government projects
• Supports activities throughout the sales cycle as needed – Assists the sales organization in maintaining relationships, negotiating and closing deals, particularly when it comes to project implementation and billable professional services opportunities.
• Knowledge of Customer – Has a thorough understanding of customers’ past and present operations, markets, business objectives, company culture, polices and decision-making process. Is able to leverage understanding of the bigger picture to guide professional services team in ensuring customer success.
• Knowledge of Organization, Company Products & Services – Possesses in-depth knowledge of TransUnion core products and services. Builds and leverages relationships with other departments; knows prices, rate structures, billing procedures, company policies and objectives and how they relate to customers.
• Industry Knowledge – Applies advanced knowledge of credit reporting, customer industries, legal and compliance requirements. Must be aware of legislation and regulation impacting the U.S. government. Must ensure that professional services team members are up-to-date on government issues, conflict of interests, policies, SOPs related to the FCRA, membership and legal standards.
• Technical Knowledge – Applies technical knowledge when consulting with customers and/or sales team. Explains technical products and concepts as needed or identifies the opportunities to bring in technical experts.
• DoD TS/SCI security clearance at a minimum
• Bachelor’s degree or equivalent in training and experience. Requires a strong background in Government Program management typically with 5 or more years’ in-depth experience. Excellent communication and negotiation skills and proven establishment and maintenance of customer relationships are essential.
• The individual must display business maturity, leadership skills, reasoning skills (analytic ability), and strong communication skills. Independence, initiative, and business acumen are necessary for the success of the candidate.
• Must be strategic-minded, able to take in information from multiple sources and circumstances and formulate an overall solution or decision to resolve problems and/or offer direction to staff.
• Must be able to effectively resolve conflict by focusing on the outcome for the company over personal interests.
• Must have a sound working knowledge of software applications such as Microsoft Excel, Word, PowerPoint, and Visio
• Experience in establishing team strategy, goals and individual accountabilities. Strong analytical and problem-solving skills to be able to break down and articulate complex issues. Ability to persuasively communicate ideas to colleagues and customers in face-to-face scenarios demonstrating real-time insight, flexibility and sound judgment. Ability to develop and manage customer and internal TransUnion relationships
Impact you’ll make:
Performance Management:
• Recognizes and develops individual abilities and efforts while at the same time promoting a collaborative and cooperative team atmosphere. Ensures return on investment by recruiting the best talent, setting performance standards through coaching/instruction and constructive feedback, recognizing and capitalizing on performers with the greatest potential for success. Applies appropriate motivators to particular team members and situations to encourage the team and evoke enthusiasm. Resolves associate issues to ensure equality and compliance with federal, state, and local laws.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, veteran status, marital status, citizenship status, sexual orientation, gender identity or any other characteristic protected by law.