CSQ125R108
Databricks is looking for a driven PS Products and Services Manager as part of our high-impact, high-performing Go-to-Market (GTM) function within the Professional Services team. This person will be responsible for owning, developing and curating a catalog of offerings including services and programs within the Professional Services & Training (PS&T) function to increase attach rates of services, scale our selling, delivery and operations motion through impactful and structured offerings. This person plays a critical role in shaping our PS strategy in our GTM function by driving a world-class services catalog in close collaboration with the Sales GTM team, PS Engagement Managers, our technical delivery team, Commercialization, IT, legal, Finance and others to streamline the entire PS&T selling and delivery processes.
**The impact you will have**:
- Working with the Professional Services GTM Leadership by defining, tracking, and developing Services Catalog and Offerings to drive ProServ and education attach rates.
- Work with PS leaders and Ops, Pricing, Sales, Finance, Legal and Sales Ops team to facilitate alignment on key aspects of Service Offerings such as pricing, tiering, billing type (one time purchase, subscription, prepaid, in arrears etc.), cost and margin, legal language among others to culminate in SKU creation.
- Drive Services Offerings content development around datasheet, positioning deck, Statement of Work (SOW), checklist, WBS (work breakdown structure), resourcing model and delivery playbook. For collaterals such as delivery playbooks which are technical in nature, form a working group with SMEs as needed to facilitate content development.
- Schedule and conduct ongoing field training on Service Catalog and Offerings leveraging various mediums; presentations, QBRs, Flight School, self-paced recorded learning modules etc.
- Collect / consolidate field feedback by performing periodic user surveys and make relevant ongoing updates to the Services Catalog based on user data.
- Perform broad assessment of the current offering structure, packaging and pricing to determine what works, what needs improvement. Using the findings as input, create a project plan for ongoing services catalog improvement and implement / execute the plan against timelines set for each milestone.
- Conduct periodic pricing and margin analysis, impact of carves and discounts in optimizing discounting strategy, right resourcing modeling & blending.
- Rationalize the current Services Offerings Catalog balancing what needs to be added vs. retired; supporting new sales GTM initiatives and programs.
- Prioritize right vertical / industry focused offerings to be added to the Catalog aligning to Sales motion and organization. Work with close collaboration with the Industry GTM team.
- Provide input in analysis and recommended program changes in annual GTM planning process (FY and long-range modeling, investment ROI analysis, HC planning, quota and capacity setting, territory planning and carve) as needed
- Provide visibility and performance tracking to the business on overall effectiveness of Service Catalog and Offerings (Offerings attach rates against oppty, projects delivered, its impact on driving higher attach rate of Services, margin profiles etc)
- Collect and curate field engagement deliverables and collaterals based on Service Catalog and Offerings. Work with IT to provide recommendation and input in using the right knowledge management system.
- Develop and maintain Service Offerings Success Stories and customer references & highlights.
- Drive operational efficiency by automating and improving Offerings related processes and tooling support.
**What we look for**:
- 3+ years of developing strategy and operationalizing in services solutions / offerings / programs / services engineering.
- Experience being part of a team driving services strategy & operations (technology consulting, strategy consulting, business operations, Enterprise/Mid-Market SaaS experience a plus)
- Effective, clear, and concise communication skills, verbal and written. Propensity to synthesize complex concepts and data and present clear information to executives, cross-functional teams, and internal customers
- Data expert: Querying and scoping (SQL, Databricks, BigQuery), analysis (Excel), summarizing (pivot tables, charts, slides, written explanation), reporting (dashboards, repositories)
- Process savant: Ability to envision E2E process change to solve business needs, drive alignment, document requirements, drive execution in partnership with IT, enable business stakeholders at scale and report on progress
- Proficient in BI and sales tools (eg: Salesforce, Tableau, Redash)
- Results-driven self-starter with the ability to multitask. Strong initiative and ability to work in a self-directed environment with a "can do" attitude and growth mindset
- Detail-oriented with a knack for organization and process improvement. Comforta