Consultant, Professional Services Contracting (EMEA)

The Consultant is responsible for discovering, preparing and aligning Professional Services engagements with Hyland’s customers and prospects in order to ensure successful implementations and consulting engagements as well as Hyland’s growing services revenue stream. The consultant is a primary point of contact for all Professional Services related topics during the sales cycle as well as ensuring a smooth transition of the services engagements to the delivery team(s).

• Discover project requirements, prepare services offerings, present, and align as needed with Hyland’s customers and prospects
• Act as the primary lead for Professional Services engagements during the sales cycle
• Drive Hyland Professional Services revenue and profitability and mitigate risks for customer engagements
• Manage the overall vision for the solution; educate customer and ensure comprehension on all aspects
• Ensure customer solution proposal represents the company solution delivery best practices and ensures customer’s success
• Lead pre-discovery meetings, establish requirements, formulate delivery strategy, and develop the proposal/Statement of Work (SOW)
• Generate SOWs for opportunities, owning the process from after the request for proposal is entered through the delivery of the final SOW
• Manage scope and pricing for the customer throughout the entire services contracting process
• Operate as the Global Services representative to work collaboratively with sales and pre-sales teams to incorporate a services estimate and proposal in the overall value proposition for (complex) engagements.
• Actively collaborate with Hyland’s Professional Services teams to ensure alignment and readiness for all new engagements
• Participate in transfer of pre-sales knowledge to the project team; establish internal kick-off meeting and remain engaged in post-sales process to ensure smooth transition
• Actively research and learn new products, offerings and methodologies available at Hyland
• Analyse trends in pre-sales and post-sales; develop recommendations on refinements to best practices, proposals, and pricing tools with the goal of mitigating risk and making solutions repeatable; escalate finding and implement as appropriate
• Work with account managers and Project Managers on identifying emergent customer sales and services opportunities
• Work closely and proactively with product management to own best practices, proposal language, and pricing for emergent features and solutions
• Be an owner for developing and refining knowledge on other implementation practices
• Take proactive measures to identify and improve internal efficiencies and grow knowledge of the team; remain current on best practices and market trends
• Provide guidance and support to other team members, collaborate with other (international) team members to share knowledge and best practices across various divisions
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy

• Bachelor’s Degree or experience equivalent
• Fluency in English, French is a plus
• Experience with enterprise class deployment OR Enterprise Content Management systems
• Experience with Alfresco/Nuxeo Software is preferred
• Fluent English speaking and writing is a must, German and/or French preferred
• Experience with software implementation methodologies
• Microsoft Office software proficient
• Master situations or information easily and quickly with limited direction or training
• Ability to establish rapport and gain the trust of others; effective at gaining consensus
• Ability to develop and use engaging, informative and compelling presentations
• Attention to detail, as demonstrated regularly by verifying all work thoroughly to ensure accuracy and high quality. Ability to recall and apply specific facts quickly
• Able to thrive in a fast paced, deadline driven environment
• Ability to write concise, logical, grammatically correct documentation
• Strong collaboration skills, applied successfully within team as well as with other areas
• Average travel requirements for this job is 30% annualized, yet unique circumstances with customers may require more travel.