Professional Services Engineering (PSE) is the global VMware organization that creates standardized, best practice Professional Services (PS) offers for use by VMware and partner PS organizations.
PSE is part of Professional Services Engineering and Remote Delivery (PS ERD).
PSE has two major focus areas :
Solutions focuses on the creation of sales-aligned PS solutions and sales assets
Service Engineering focuses on the components of the service offering and the delivery / implementation assets
As part of the Professional Services Engineering team, and reporting to the Senior Director for PS Solutions, the Senior Solutions Architect and will create, package and publish PS offerings of business and vertical solutions and frameworks that are widely adopted by VMware sales teams and our partner ecosystem around the world.
Examples of business / vertical solutions are PS services that implement industry solutions such as Electronic Medical Records (EMR) systems in Healthcare;
digital backpack systems in Education and secure branch office networks across a range of industries. In short, a business solution is one which has a direct business outcome (rather than an IT outcome) and the PS implementation service is the packaged service that implements the business outcome.
Partner-focused Solution Packaging
Assess market conditions and requirements for PS services aligned to business solutions.
Work closely with Business Units (BUs) to ensure there are PS services aligned to BU-defined business solutions.
Gather detailed business and technical requirements from field, BUs, customers and partners
Define the solutions and create the solution / sales plays assets aligned to the Digital Workspace Digital Workspace Journey Model
Promote the PS services to the field teams responsible for positioning and selling PS services for business solutions
Provide subject matter expertise on the PS services for business solutions to the field teams
Participate in the sales process to understand business objectives and product requirements, in order to define and recommend effective solutions and services approaches
Enable the field teams so they can successfully sell and deliver the PS services for solutions
Work independently and proactively as a team with other Solution Architects and Service Engineering teams to ensure underlying services are in place to support the solutions.
Help field sales teams with positioning and selling solutions on-demand
Participate in sales activities to validate the created solutions
Work proactively and productively with the following key stakeholders :
Sales teams responsible for positioning and selling business solutions (e.g. PS Sales, License Sales, Pre-sales Engineers (SEs))
Business units and other corporate groups who product business solutions
Corporate and Field Marketing teams
PSE Service Engineering
Be recognized as a subject matter expert for the above roles when there is a focus on selling business solutions and their implementation
Engender trust and partnership with the above roles to ensure relevance and alignment
All business solutions, regardless of technology
Measures of Success
Solutions are defined, created and available in a timely manner
Solutions are well-understood by VMware sales teams and teams are appropriately enabled in their use
Feedback from stakeholders is consistently excellent
Awareness, enablement, usage and feedback is uniform across all geographies and regions
There is consistently excellent and frictionless partnership with other PSE and GSE functions
Attributes and Experience
10 years+ in Professional Services
Services / solutions development experience
VMware Digital Workspace and Mobility technologies (focus on Workspace ONE and AirWatch)
Proven ability to work in AMER, EMEA, and APJ
Must have ability to work in a fast pace environment demonstrating autonomy in conforming to strategic intent while adhering to team values at all times
Proficiency in seeing the big picture with internal constituents and customers and how the key drivers of your efforts and deliverables relate to each other and overall success
Experience with producing business relevant presentations and technical oriented writing is mandatory.
Professional and Business acumen to keenly and quickly assess, understand, and deal with internal and external business situations
Demonstrated project leadership experience
Excellent communications and interpersonal skills across all levels of the organization
Polished public speaking and presentation skills
Fluency in additional languages is a definite plus.
Ability to travel up to 50% globally.