Position Details:

The  Development Director within the Custom Solution Development Practice is committed to driving revenue through business outcome led, technology enabled solutions that generate and support customer demand. The position will be responsible for setting the overall strategic priorities and managing the level of investment in alignment with the overall P&L, in addition to  revenue, operating margin, delivery/operational performance, and strategic support within the solutions and products developed by the services organization. The Director role will be highly skilled in organizational politics, value proposition development, solution selling, persuasiveness, and business need analysis.

Drive revenue. Collaborate with internal teams to provide strategic guidance to customers on product functionality, technology, process guidance, and implementation that drive them to capture, manage, generate and optimize revenue, strengthen customer relationships and exploit emerging opportunities within the industry. Create and lead the overall strategy to grow revenue within the designated client account(s).

• Partner with internal stakeholders and contribute to the creation and execution of a go-to-marketing plan for custom solutions development
• Engage directly with the clients by serving as an evangelist for custom development and defining customer specific value propositions.  Proactively create more complex offerings and solutions that drive customer demand and utilization
• Own the P&L, revenue, operating margin, customer satisfaction, and delivery/operations for designated client accounts.   Support sales bookings from a pre-sales perspective.  Ensure proper investment into R&D aligns with overall P&L
• Support contract renewals, RFIs, and RFPs of products and services within designated client account(s). May delegate this responsibility to other members of the team
• Ensure budgets and schedules meet corporate objectives and requirements; prepare and manage department budget
• Collaborate with internal stakeholders on pipeline visibility and demand within customer accounts
• Track market and competition and offer creative ideas to enhance our solution offerings to be more relevant in the marketplace

Drive effective, efficient, and flexible staffing of custom solutions development projects and overall delivery to the customer.  This includes: 

• Overall management of custom development resources of projects
• Creation and management of a common estimation, project intake, capacity planning, and risk management processes and tools, to facilitate the effectiveness of overall project development and delivery
• Enable the team with the appropriate training, development, skills, and competencies that drive business results

Manages directly, or through team leaders, the coordination of activities for results in terms of costs, methods, and resources. 

• Communicate with internal and external customers to determine specific requirements and expectations for custom solutions; manage client expectations as an indicator of scope, quality, and overall timeliness. 
• Create and manage the overall estimates, project plans, project schedules, resource allocation and expenses to ensure revenue targets are met and resources are maintaining the appropriate amount of billable time. 
• Identify issues and risks in a timely manner and develops/implements appropriate mitigation and contingency plans

This job requires domestic and/or international travel up to 50%.

Education

Bachelor’s Degree in business, computer science, or related field; or the equivalent work experience

Experience

• Minimum of 10 years’ experience in the sales and/or customer support of software products and services within the cable, DBS, and/or telecommunications market
• Minimum of 10 years’ leadership experience with demonstrated success building and leading support and client relationship management teams
• Demonstrated experience managing and performing client services, and orchestrating complex multi-million dollar solution sales from business champion to the CEO level
• Experience leading and managing multiple, geographically dispersed Agile development teams.
• Proven experience in winning large deals with differentiated solution approaches

Knowledge, Skills and Abilities 

• Executive level presence with the maturity and strategic planning experience to manage large, complex client accounts
• Ability to handle pre-sales inquiries for custom solution development with experience in cost and time estimating
• Advanced financial management experience
• Strong knowledge of technical concepts including operations and development processes, with emphasis on the Media and Entertainment business inclusive of Cable, DBS, and Telecommunications with experience with OSS/BSS solutions
• Expert ability to assess a situation and quickly formulate the correct solution.
• Excellent verbal and written communication skills with the ability to influence and negotiate
• Proven track record as a change manager and adept at building high performance teams while driving transformational breakthroughs within target accounts
• Solid commitment to customer service with good initiative and follow-through.   
• Ability to read, write, speak and understand the English language in a business environment

Preferred

• Advanced degree in business, computer science or related field