The Senior Director is “the co-CEO of their practice”, responsible for the financial performance of their business, their customers’ satisfaction and the direct management and leadership of their team of architects and consultants. Given CA’s organization, they must work across the matrix of product sales, presales, services areas (platinum, named growth, public sector), services marketing, support and engineering.
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Key Responsibilities
Practice Management
Accountable for the Practice's overall performance, measured by sales/bookings, utilization, revenue and margins. Customer satisfaction is a focus item.
Reports to the VP Practice Services.
Develop annual and quarterly business plans to exceed goals, drive innovation and address issues.
Report weekly on sales forecasts and continuously monitor utilization to exceed targets.
Build a culture focused on excellence and innovation to exceed goals.
Business/Sales Development (primarily responsibility of Sr.Director, sales focus)
Develop strategic client relations with executive level client personnel.
Manage the sales relationship with the Service Areas, presales and sales.
Identify needs in the marketplace and drive development of service offerings, working with CA’s Global Practice.
Build a go-to-market plan to build pipeline and grow deals attached to products and separate, stand-alone services projects.
Drive sales, delivery and staffing efforts to ensure ability to achieve quarterly and annual targets.
Delivery Excellence, Quality (primarily responsibility of Sr.Director, delivery focus)
Develop strategic client relations with executive level client personnel.
Lead and manage the practice area portfolio of projects and the resources managing and delivering the projects. Work closely with the Area Delivery Directors and Project Managers.
Manage client expectations within strategic accounts.
Deliver high quality projects and drive initiatives to constantly improve our delivery.
Respond to escalations at the executive management level.
Team & Staff Management
Establish direction while creating a high-performance, high morale working environment.
Create high performance teams and by ensuring staff are enabled for professional growth.
Responsible for executing the following tasks in association with direct management responsibility:
Ensure all staff adheres to the Time and Expense Policy as posted on QMS. Ensure each team member responsible for time approval reviews each entry for accuracy, then approves in a timely fashion.
Ensure all staff adheres to CA Policies of Code of Conduct/Ethics, Security and any required training available at LMS.
Conduct regular one-on-one meetings with each team member.
Prepare and deliver goals and performance reviews for each team member in accordance with corporate policy.
Collaborate with Project Management and Resource Management teams to obtain time and expense data for use in appropriately managing team members.
Mentor and coach team members ensuring each has targeted training plans and understands required developmental components needed for career progression.
Interview and hire new employees in association with open requisitions.
Proper performance review and termination if necessary of non-performers in conjunction with manager approval.
Actively participate in the sales account planning and pipeline management planning activities to assist in identifying new and follow up Services and Education opportunities.
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