VP, Advisory Services

Job Description

• Partners with Sales and Professional Services to engage with prospects as our Services industry domain expert and business architect to present delivery methodology, scope engagements (approach, schedule, resources), and to author the ultimate Statement of Work (SOW).
• Position and lead Business Process Workshops with prospects (half-day or full-day on-site engagements with key prospect stakeholders conducting deep discovery, identifying challenges / pain points, and providing a vision of how Mavenlink can help address these while optimizing prospect’s Services delivery / operations).
• Serve as executive sponsor for larger engagements.
• Partners with Client Success and Solution Consulting to assist with renewals, expansions and upsells in support of Mavenlink’s retention and cohort goals
• Coordinates to sell Professional Services (“PS”) existing customers. This includes:
  • Scoping PS engagements
  • Developing and/or coordinating estimates and pricing for PS engagements.
  • Creating Statements of Work for PS engagements
• Facilitating negotiations related to PS engagements (SOW questions, redlines, etc.)
• Provide increased credibility to Mavenlink team during existing client discussions
• Serve as a PS knowledge expert, offering insights into PS delivery operations and related best practices
• Engage and coordinate with Mavenlink PS Operations on unusual staffing commitments and/or timelines
• Actively contribute to creation, maintenance, and updates of Advisory Services Content Assets (including SOW templates, PS Sales presentations, RFP content, PS Sales materials)
• Effectively balance the needs between happy references clients and the financial needs of Mavenlink’s business
• Engages with Client Success and its clients to review Outcomes defined in the sales process or define Outcomes that align to value realization goals of software
• Triage existing clients needs to bring resolution to technical issues, support product adoption or recommend services where additional consulting is needed. Engage other internal departments (e.g., Product, Support, etc.) as needed
• Leverage and engage partners to support Client’s adoption or technical services needs

• BA or BS required
• 10-15 years experience in leadership/management roles running a consulting organization, ideally with P&L ownership.
• An expert in the Professional Services field with the ability to consult with and advise client’s VP and C-level Services Executives.
• Experience leading business development efforts for consulting services work.
• Solid understanding of Project Management methodologies, processes, and tools (standard and emerging trends).
• Self-motivated and comfortable with ambiguity
• Strong influencing and negotiation skills
• Knowledge of the unique challenges faced by professional services organizations and the opportunities and solutions available in the market
• Ability to stay calm in tense situations and adapt on the fly
• Ability to work effectively within teams and build relationships that cross different groups within the Mavenlink organization (Services and Sales) as well as in an independent fashion
• Excellent written and oral communication and interpersonal skills
• Experience with Software as a Service (SaaS) is strongly preferred
• Knowledgeable about standard delivery process methodologies (e.g. Waterfall, Agile) and related tools
• Knowledgeable on all relevant aspects of the Mavenlink product suite and solutions as well as related industry solutions such as CRM, ERP, and HCM.