Principal Services Solutions Manager – Federal

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take charge of and implement the strategic vision for Professional Services within the US Federal Government, encompassing both Defense and Civilian sectors.

• Propel services sales execution and serve as a strategic consultant for key accounts.

• Interact with C-level executives to develop and implement services roadmaps.

• Oversee the entire professional services lifecycle, from deal strategy and proposal development to execution and forecasting.

• Lead the enablement of services sales and ensure successful delivery for designated accounts.

• Formulate and implement the overarching vision for services sales and delivery.

• Manage services delivery roadmaps, proposals, opportunity closures, and overall delivery processes.

• Collaborate with cross-functional teams to define, scope, propose, and market Professional Services and Training.

• Craft project scope and statements of work.

• Facilitate internal deal reviews and ensure that project scopes align with customer success.

• Build strong relationships across Snowflake's GTM teams, including legal, deal desk, account teams, sales, PS&T leadership, and partners.

• Provide forecasts for bookings and manage the overall book of business.

• Align engagements with customer business outcomes and executive stakeholders.

• Work in collaboration with SIs, GSIs, and other delivery partners.

• Act as the primary escalation point for customers and project teams.

• Take ownership of project outcomes and oversee project financials, revenue forecasts, and expenses.

• Maintain high levels of customer satisfaction.

• Partner with Education Services to ensure effective training delivery.

• Offer strategic advisory and service delivery activities, including business value roadmaps, assessments, strategic roadmaps, and Data Cloud Assessments.

• Collaborate closely with Account Executives and Sales Engineers regarding account strategy.

• Develop market knowledge through collaboration with Practice Directors, Sales teams, Global Industry Leaders, and external research.

• Achieve and surpass bookings, revenue, consumption, and customer experience objectives.

⛳️ Requirements

• 10+ years of experience in a Sales and Services Delivery role or a similar position.

• Experience interacting with executives within the US Public Sector and the US Federal government market.

• Direct experience, preferably within the US Federal Government, in AI, Cloud, Data, or Business Intelligence.

• Strong understanding of data-driven business solutions, including AI-ready data, Customer Data Platforms, data sharing, AI, and personalization.

• Proven history of achieving booking and revenue targets.

• Ability to communicate effectively and translate information across internal teams and customer organizational structures.

• Experience in developing technology programs, defining milestones and success criteria, allocating resources, and ensuring timely delivery.

• Strong organizational skills with the ability to work independently while managing multiple projects.

• Active TS or Secret Clearance with DoD experience is an asset.

• Experience with Big 5 or boutique strategy consulting is a differentiator.

• Background in a client support and advisory technical role, such as solution architect or technical account manager, is a differentiator.

• Experience in designing, leading, influencing, and selling functional solution sets or cross-functional digital transformations is a differentiator.

• Must adhere to Snowflake’s confidentiality and security standards as well as the data security plan.

• Must ensure the security and confidentiality of customer information.

🏝️ Benefits

• Eligibility for bonus and equity plans.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) retirement plan.

• Flexible spending account.

• Health savings account.

• A minimum of 12 paid holidays.

• Paid time off.

• Parental leave.

• Employee assistance program.

• Hands-on experience with AI-data cloud technology.

• Opportunities for professional learning from an experienced team.