Pre-sales Architect for Professional Services

Professional Services Hong Kong


Description

JOB DESCRIPTION:  Professional Services Pre-Sales Consultant HKG

 

Rackspace is seeking a Professional Services Pre-Sales Consultant to join our fantastic team in Hong Kong. In this role, you are responsible for delivering successful, efficient professional services Pre-Sales engagements, writing clear and detailed professional services proposals, to serve our potential and existing customers requiring infrastructure consolidation, migration, transformation, optimization, and life-cycle services.

The successful candidate will become:

  • Sought after by sales for inclusion early into pre-contract engagements and remain involved as part of a virtual team. Be seen by sales as someone who will add value to the engagement and alleviate customer’s perceived risk by positioning the appropriate professional services. 
  • Trusted by professional services and support teams as someone who represents them, their capability and the project viability pre-contract.

JOB REQUIREMENTS:

Key Accountabilities

General

  • Act as a single point of qualification with sales and solutions engineering for all professional services engagements, working with project management, engineering and consulting teams to ensure proper scoping and pricing of engagements.
  • Orchestrate and lead end to end presales for packaged services, including customisation.
  • Capture all aspects of Rackspace Professional Services engagement delivery costs and receive appropriate financial buy in necessary from Finance, Sales, and Support teams.
  • [Senior Resource] Pre-qualify, and support wider sales and delivery efforts for large and complex sales efforts inclusive of holistic IT optimization, consolidation, migration, transformation, and life-cycle solutions for existing and potential customers.
  • Supports presales efforts and delivers proposals, RFP/RFI responses, Statements of Work (SoW) inclusive of overview, scope, duration, activities, assumptions deliverables, resources, mitigation of shared risk, terms and conditions, assumptions, pricing, and executive summaries
  • You may be requested to work flexible hours when the need arises.
  • Ability to travel as required

 

 

Pre-Sales, Commercial & Contractual Expertise

  • Advocate and actively promote the inclusion and positioning of professional services into wider sales engagements across enterprise and mid-market segments.
  • Creates and presents commercial proposal outcomes, deliverables and activities to customer either independently or in collaboration with professional services and support resources.
  • Applies skillful negotiation of commercial arrangements with others (both internal and external) to achieve desired results to meet customer needs within agreed commercial constraints.
  • Work with project managers, support team managers and partners to forecast resource utilization for professional services engagements.
  • In scope professional services to be sold include but are not limited to Packaged Services, Programme and project management, Technical Consulting, DevOps, Service Transition/ Transformation, Architectural Consulting, Performance testing, Security testing and Partner delivered services (sub contracted and referred).

Professional Services Partner Engagement

  • [Senior Resource] Support the identification, role / service definition, negotiation and commercialization of partner related services in both referral and sub contracted models across supporting professional services engagement.
  • Available as a point of expertise, providing consultative advice in relation to existing Professional Services Partner contracts to the Rackspace business as part of Professional Services engagements.
  • [Senior Resource] Identify and develop partner relationships including facilitating MSA’s and partner SoWs for engagements.

Continuous Improvement

  • [Senior Resource] Seek to improve and refine the Rackspace Professional Services methodology, deliverables, sales collateral, educate other internal organizations, empower and educate internal sales teams to sell Rackspace Professional Services.
  • [Senior Resource] Support the commercialization of packaged services including creation of SoW templates, packaged service offerings and financial models

Personal Specification

Expertise / Qualifications

  • Ability to skillfully find the balance during a presales engagement in order to deliver simplicity and certainty to the customer without creating unresolvable downstream challenges for project and delivery teams.
  • Reasonable knowledge of data center strategy & operations, capacity, utilisation, disaster recovery, and migration & consolidation and best practices.
  • General knowledge of all areas of business operations, and the development of business cases.
  • Understanding of Project Management and Solution Engineering.
  • Reasonable infrastructure architecture experience such as cloud technologies (AWS, Azure), virtualisation technologies, operating systems, platform migration, data management, networking, facilities, and operational facilities.
  • [Senior Resource] Reasonable knowledge of IT Service Management and Service Delivery, ITIL certification preferred.
  • Able to resolve problems in a timely manner and adapt to a rapidly changing environment
  • Ability to communicate technical and commercial information and ideas so others will understand.
  • Ability to make appropriate decisions considering the relative costs and benefits of potential actions.

Experience

  • (essential) Extensive experience in solution design / cloud engineering / administration or professional services experience including one or more of the following:
    • Infrastructure implementation or operations
    • Application / platform migration
    • Enterprise / Application Architecture
    • Virtualisation / Windows / Linux systems
    • Data / Storage / Networking
    • Automation / Software Life-cycle Management
  • (essential) Experience working in a customer facing IT support / service delivery role
  • (essential) Fluent in Cantonese, English and Mandarin
  • (desired) Experience in commercial negotiation and/or contract management for IT projects involving professional services.
  • (desired) Experience working for a managed hosting provider
  • (desired) Experience working with Discovery and Migration tools

 

KEY PERFORMANCE INDICATORS & OBJECTIVES:

  • High NPS scores on transformation service delivery from customers, service delivery, support and sales
  • Quarterly sales attainment against the professional services growth targets.
  • Professional Services attachment rate.
  • Optimisation of the end to end SOW process.
  • Ability to support the Solution Engineering team under times of high Solution Engineering load.

 

MAIN CONTACTS (external/internal):

  • Professional Services Manager – daily basis
  • Project Managers – daily basis
  • Solution Architects – daily basis
  • Sales Teams – daily basis
  • Customers – daily basis
  • Technical Consultants – daily basis
  • Third party cloud specialists – daily basis
  • TAMs/SDMs – daily basis

To apply for this position, you must hold the right to work in Hong Kong without restrictions.

#LI-LR1

 

About Rackspace
We accelerate the value of the cloud during every phase of digital transformation. By managing apps, data, security and multiple clouds, we are the best choice to help customers get to the cloud, innovate with new technologies and maximize their IT investments. We have been honored by Fortune, Forbes, Glassdoor and others as one of the best places to work. Join us on our mission to build the world’s best technology services company.

More on Rackspace
Rackers aren’t all alike. We look different. We think uniquely. We are from many places and our beliefs & backgrounds vary. But, being a Racker — a valued member of a winning team on an inspiring mission – is what connects us all. Rackers are encouraged to bring their whole self to work every day, as we know that unique perspectives fuel innovation and enable us to best serve our customers & communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.