Senior Engagement Manager

Roles & Responsibilities

SailPoint is looking for an experienced Engagement Manager lead who will be responsible for overseeing the development of SailPoint’s Professional Services engagements in the Asia/SEA region. This is an exciting opportunity to join SailPoint delivery arm to extend SailPoint success in the Asia region.

The Engagement Manager focuses on keeping the delivery of SailPoint’s solutions and customer expectation aligned, including pre-sales, implementations, and governance. He has day to day oversight of the various engagements in flight with Customers and Partners, whether from ad-hoc/support assistance to intensive deployment project with full time resources assigned. He tracks & reports the engagement status internally to SailPoint management or stakeholders, and externally on the consumption and coming exhaustion/expiration of the services.

The Engagement Manager will look after new opportunities for Services contract, from phase 1 / sale with license to renewal or top-up in existing customers. This includes responding to customer request for quote or proposal together with SailPoint Sales team, gather the business requirement, sync-up internally with Solution Architects or implementer to get the effort evaluated, and negotiate on the cost until contract execution.

SailPoint has multiple resources across the APAC region which will need oversight, professional growth, and staffing on projects. The position will be supported by Solution Architect / implementer for the effort assessment part, while PS managers from Asia and ANZ region guide and assist the Engagement Manager to position, draft, execute engagements, or manage customer & people expectations.

About the role:

1. General Responsibilities:

• Pre-sales for Professional Services:
  - Present & explain SailPoint PS offering.
  - Generate quote and Scope of Work proposal.
  - Work with Architect and Implementation Engineer to assess PS effort or respond to the PS portion of RFP.
  - Negotiate scope, cost, and conditions.
• Oversee in-flight Professional Services engagements:
  - Track the progress, report on engagement status internally and externally.
  - Act as first escalation point within the Professional Services team.
  - Ready to step up either to investigate customer complaints or ensure that the scope is under control.
• Oversee a geographically diverse team, located across multiple Asia countries.
• May evolve towards managing the team’s professional growth, project staffing, and performance.
• Provide ongoing support to the Professional Services team located in Asia.

2. Role Specific Responsibilities:

• Assist in defining project scope, recommending teaming approaches, and able to step up to oversee the execution of projects.
• Adjust or Develop content for presentations and reports.
• Adjust or Develop content for client workshops and working sessions.
• Mentor and manage the growth of junior employees, indirect and direct reports.

3. Customer/Project Responsibilities:

• Manage the business relationship between SailPoint and assigned client accounts.
• Lead project scoping, including technical requirements gathering discussions.
• Manage complex projects with multiple work streams and multiple stakeholders; coordinate and facilitate discussions with clients .
• Ensure that services are provided, implemented correctly and billed in a timely and accurate manner.
• Serve as point person for the client on service delivery issues / escalations and take accountability for remedying any service failures.

4. Sales Responsibilities:

• Assist with the sales process for services portions of deals, including presentations, RFP responses, and proposal/SOW generation. Effectively interact with sales reps and sales leadership during the pre-sales and post-sales (delivery) phases.
• Manage the financials of multiple projects, with a focus on profitability and productivity to ensure client satisfaction.
• Perform a range of Professional Services management tasks such as project forecasting and financials, project staffing, working with delivery partners, and tuning project methodologies.
• Provide strategic updates on clients’ performance to SailPoint Senior Management. Provide regular status updates to account teams and Sales Managers
• Identify new opportunities for expanding SailPoint product/service usage to maximize client success and SailPoint revenue growth.

About you:

1. Years of Experience:

• 3+ years of managing IT projects or teams.
• Over 7 years of professional work experience as part of an enterprise software company, consulting organization, or systems integrator.

2. Technical Skills:

• Excellent strategic thinker, with demonstrated consulting or related experience
• Good PowerPoint and Excel skills required.
• Experience working with software deployments that utilizes the following (a plus):
  - the following web technologies: XML, SOAP/REST, SCIM, Web and Application Servers, HTML.
  - Database (Oracle, Sybase, MSSQL, MySQL).
  - Directories (LDAP, AD).
  - Enterprise systems (SAP, PeopleSoft)
  - Programming languages such as Java, .NET or C++.
• Familiarity with identity management provisioning systems (SailPoint, Oracle, IBM, Savyint, Deep Identity) a strong plus.
• Security software or internal IT audit experience a plus.

3. Other Qualifications:

• Experience and interest in Professional Services management duties (project forecasting, project staffing, working with delivery partners, and tuning project methodologies).
• Attention to detail, and reliability in delivering on committed timelines.
• Good Excellent communication and presentation skills, with the ability to translate quantitative and qualitative analyses into clear messages for the audience.
• Experience with all phases of Project Management (project planning, resource management, scope, schedule and status, documentation).
• Experience working with clients, partners with experience of the various Southeast Asia cultures and sensibilities.
• Ability to be self-directed and manage engagements.
• Collegial team player who can work in a small team environment.
• Comfortable working in a global, matrixed environment.

4. Travel: up to 20%

The Path to Success

Within 1 month:

• Help PS Management to keep status up-to-date in Salesforce for all Engagements assigned.
• Suggested Approach:
  - Shadow other Engagement Manager, PS Managers or Project Managers to learn how existing engagement in flight are going.
  - Learn SailPoint PS online applications (Tenrox, Salesforce and learn how to extract a report from Sales Force) .

Within 2 Months:

• Engage with SailPoint Distributor or partner for small engagements.
• Able to generate Quote or SOW from templates, get these validated by the Contract team.
• Knows how to check for Partner Master Agreement / ability to contract with a given party.
• Prepare Monthly emailing on hours used / remaining to customers with in-flight engagements.
  - Handle top-up / renewal, able to create new Opportunities in Salesforce.

Within 4 Months:

• Master the PS solution scoping calculator to estimate SailPoint PS effort.
• Adjust Scope of Work based on opportunity scope.
• Negotiate cost and conditions with the hiring party.

Within a year:

• Based on confirmed work quality, SailPoint PS Management expects Senior Engagement Managers to manage a few direct reports – Implementer, Architect or Project Manager -- hired or moved under them.

Tell employers what skills you have

.NET
Identity Management
HTML
Working With Clients
Application Servers
Architects
Web Technologies
Technical Requirements Gathering
Sales Process
Project Management
IT Audit
Resource Management
PeopleSoft
Professional Services

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