## About the Role

This role is responsible for growing services attach, adoption, and recurring revenue across the full offering lifecycle, from advise and design through onboarding, adoption, optimization, renewal, and expansion. It turns services into a standardized, documented, packaged, and clearly priced discipline across cloud, SaaS, and traditional environments.

The position is built around a Service Delivery Framework that starts with people and process, with EMP and data/analytics as the differentiators. It serves as the central point of coordination across Offerings, Pre-Sales, Service Delivery, Customer Success, Finance, Sales, and Partners, with responsibility for offering strategy, market relevance, and performance reporting.

It also supports a multi-year services strategy, scalable demo environments, enablement, and team development. The role is remote, with work performed from home or another approved remote location, and requires national travel of approximately 25%.

## Key Responsibilities

– Build and execute a multi-year services strategy to drive sustained growth, market competitiveness, and expansion.
– Define and maintain a scalable services catalog with tiered offerings, SKUs, LOEs, and pricing constructs.
– Standardize service documentation, including CSDs, addendums, and operations guides, with clear SLAs, delivery expectations, and service requirements.
– Clarify pricing inclusion and support the attach motion across all offerings.
– Lead offering positioning, road mapping, and related strategic planning.
– Present offering capabilities, including demonstrations, both internally and externally.
– Keep the offering aligned with market and customer needs through ongoing leadership and transformation.
– Partner with Service Delivery and Sales to build scalable demo environments, enablement tools, and proof points.
– Work collaboratively across functions and maintain strong professional relationships within and between teams.
– Communicate offering capabilities, roadmap, and current performance to executive and leadership teams.
– Support team development and assist with recruiting strong talent.
– Develop business and technical requirements and contribute to business plans, scopes of work, bills of materials, service cost estimates, and roadmaps.

## Required Skills

– Bachelor’s degree in Arts/Sciences (BA/BS) or relevant experience.
– 10+ years of IT experience.
– 10+ years developing business plans, including project scopes, statements of work, bills of materials, service cost estimates, roadmaps, and related documents.
– 10+ years working with cross-functional teams and staff at all levels.
– Exceptional client-facing, internal communication, and interpersonal skills.
– Business analyst experience with the ability to gather and develop business and technical requirements.
– Ability to travel nationally to all regions approximately 25% of the time.
– PMP certification or another technical certification.
– Strong understanding of the modern cloud, SaaS, and as-a-service landscape, including hybrid and multi-cloud operations, SaaS lifecycle and entitlement management, and migration/modernization.
– Fluency in recurring and consumption revenue economics, including ARR, net revenue retention, and gross revenue retention.
– Deep hands-on ITIL and ITSM expertise covering incident, problem, change, configuration, and service-level management.
– Experience with AI-enabled design and delivery, automation, and cross-platform analytics.
– ITIL certification from Foundation through Expert, with familiarity across ISO/IEC 20000, COBIT, or SRE/DevOps practices.
– Cloud (AWS, Azure, Google Cloud) and FinOps certifications.

## Cloud Platforms & Technologies

– **Cloud Providers:** AWS, Azure, Google Cloud
– **Cloud Delivery Models:** hybrid cloud, multi-cloud, SaaS, as-a-service, migration/modernization, entitlement management
– **Service Management Frameworks:** ITIL, ITSM, ISO/IEC 20000, COBIT, SRE, DevOps
– **FinOps / Revenue Metrics:** FinOps, ARR, net revenue retention, gross revenue retention
– **AI, Automation & Analytics:** AI-enabled design and delivery, automation, cross-platform analytics
– **Internal Frameworks:** Service Delivery Framework, EMP

## FinOps Responsibilities

– Read financials and offering financials to inform decisions and support revenue generation and recognition.
– Apply cloud cost optimization principles within recurring and consumption-based revenue models.
– Build pricing constructs and pricing clarity into the services catalog.
– Use service cost estimates and related business planning artifacts to support offering strategy.
– Support financial visibility across offerings through disciplined packaging and standardization.

## Why You Might Be Interested

This is a senior role for someone who wants to combine services strategy, financial acumen, and cross-functional leadership. The remit spans the full customer lifecycle and requires building a repeatable services motion across cloud, SaaS, and traditional environments. It also offers regular exposure to executive leadership and the opportunity to shape the catalog, roadmap, and delivery model behind growth. The position is remote, with approximately 25% national travel.