Vanguard Integrity Professionals provides enterprise security software for large enterprises and government agencies that need to solve complex security challenges and meet regulatory compliance requirements. Vanguard’s security management, identity authentication, and auditing and compliance solutions are easy to use and provide a rapid return on investment. With Vanguard’s solutions, major corporations and government agencies can lock down their mainframes, networks and cloud-based systems.

BASIC PURPOSE
The Director of Professional Services has P&L responsibility for Vanguard’s professional services and training departments as well as responsibility for assuring that the development of the organization aligns with the operating goals of the organization. In addition, the person works closely with the senior management team to assure that Professional Services capitalizes on business opportunities that will continue the organization’s financial success.

ESSENTIAL DUTIES AND RESPONSIBILITIES

•        Plan and manage all activities of the Professional Services and
         Training department. Operate business unit at levels which meet or
         exceed departmental and organizational goals.
         This includes:
               Managing the development/implementation of detailed business plan
          Managing development/implementation of formal sales process/program
          Managing the development/implementation of marketing program
          Management/administration of department personnel
          P&L responsibility, including development and management of
          annual operating budget

•        Solicit and help generate Professional Services engagements and manage
         execution of engagements by consultants and the company’s schedule of
         training courses.
         This includes:
             Business development. Work with marketing and sales staff to
          generate business at new customers and existing accounts.
          Participate in sales generation processes such as security audits
          and technical product evaluations.
          Scoping: Initial discussion with customer to estimate size, type,
          and timeframe of engagement.
          Staffing: Assignment of technical resource to develop project scope.
          Proposal/Statement of Work generation: Preparation and delivery of
          proposal to customer based on scope of work.
          Selling: Follow-up/selling engagement to customer. Working with the
          legal department to prepare, negotiate and execute customer
          contracts.
          Delivery: Insure that the engagement achieves the customer’s
          objectives and meets Vanguard’s profitability plan. Monitor internal
          resources and customer satisfaction during engagement to ensure
          effective delivery of services.
          Post-engagement customer follow-up.
          Post-engagement evaluation to document project metrics such as
          profitability, planned vs. actual estimates, customer satisfaction,
          and recommendations for future projects.

•        Assure effective operation of the department and provide leadership
         and training for resource staff.
         This includes:
            Active supervision and management of personnel and fiscal
         resources.
         Soliciting and retain new personnel as necessary to support
         objectives of department
         Assuring maximum fiscal performance in all areas.
         Monitoring and assess industry trends and opportunities.

•        Assure effective systems and supports for comprehensive monitoring and
         identification of key areas related to the goals of the department
         and the organization.
         This includes:
            Developing effective systems for identifying and monitoring and
         reporting on progress of key operational areas.
         Maintaining comprehensive data measuring performance of engagements
         in areas of sales, execution, customer satisfaction, operations and
         administration.

•        Work with the sales team to accelerate key steps in the sales process:
         Participate in strategy and preparation calls for key sales
         opportunities.
         Manage the Professional Services team to staff qualified walk
         throughs, mini assessments, and other technically-led steps in the
         sales process.
         Help identify both Product and Professional Services opportunities
         that might result from the calls.

•        Assure effective systems and supports for comprehensive monitoring and
         identification of key areas related to the goals of the department
         and the organization.
         This includes:
            Developing effective systems for identifying and monitoring and
         reporting on progress of key operational areas.
         Maintaining comprehensive data measuring performance of engagements
         in areas of sales, execution, customer satisfaction, operations and
         administration.

•        Work with the sales team to accelerate key steps in the sales process:
         Participate in strategy and preparation calls for key sales
         opportunities
         Manage the Professional Services team to staff qualified walk
         throughs, mini assessments, and other technically-led steps in the
         sales process.
         Help identify both Product and Professional Services opportunities
         that might result from the calls.

•        Develop feasibility studies for organizational effectiveness.
         This includes:
            Assessing business environment trends, readiness, opportunities
         and customer service needs.
         Analyzing and evaluating ways to use the organization’s available
         resources to achieve maximum value.
         Providing comprehensive evaluation, including timetable, cost/benefit
         analyses, and contingencies for operational decisions to COO.
         Providing, or providing for, implementation of any recommended new
         business opportunities or processes.

•        Interact with other department managers to accomplish organizational
         objectives,
         including:
            Interact extensively with customers in the solicitation, sales,
         delivery and follow up of all Professional Services engagements.
         Manage all Professional Services department human resources to assure
         projects are completed as planned.
         Interact by phone and in person with Vanguard staff members,
         management, contract vendors, and customers.

QUALIFICATIONS/SKILLS AND ABILITIES

•        Able to direct activities of a consulting team, ensuring customer
         satisfaction with consulting projects, and maximizing company’s
         revenues.
•        Maintain a highly trained consulting staff and resolve complex
         business application problems.
•        Excellent writing, editing, communications and presentation skills.
•        Professional appearance and presentation required.
•        PC literacy required especially in database use.
•        Demonstrated independent problem solving, effective interpersonal
         skills, and a commitment to customer service.
•        Ability to manage systems and identify implications for operational
         changes.
•        A basic knowledge of the Mainframe information security and/or
         enterprise software security industries.
•        Experience with project, personnel, resource and budget management.

EDUCATION AND TRAINING

•        Bachelor’s degree in business, marketing or computer science.
•        Minimum 5 to 7 years in Consulting/Education management experience.