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 ideal candidate has a knack for working with data and has a highly analytical mind making informed strategies and decisions based on relevant analysis and modeling around market demands, previous sales data, field surveys and inputs. Relevant areas would be optimal pricing, program/SKU analysis and KPIs around attach rates and other metrics to confirm effectiveness of different service types and offerings. This person is not afraid to get his/her hands dirty when it comes to data and analysis to ensure that how we develop and manage service offerings and its catalog is based on data. This person also enjoys working with a broader cross-functional team in a high-impact, dynamic environment.
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. Comfortable working in a fast-paced environment while dealing with ambiguity
- Exceptional interpersonal and influence skills. Experience driving cross-functional projects end-to-end. Ability to negotiate priorities across organizations at all levels
- A penchant for customer service, patience, and resourcefulness
Benefits
- Private Medical Insurance
- Private Life Insurance
- Equity Awards
- Paid Parental Leave
- Fitness Reimbursement
- Annual Career Development Fund
- Home Office/Work Headphone Reimbursement
- Business Travel Accident Insurance
- Mental Wellness Resources
About Databricks
Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.
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At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
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If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.