PIVOTAL’S STORY (VIDEO)

 

PIVOTAL CLOUD FOUNDRY ASSOCIATE DIRECTOR

Team: Pivotal Cloud Foundry Solutions

Location: Washington, DC

Mission

To drive a healthy business and culture with regards to the Platform Journey Delivery team out of Pivotal’s DC office with high focus on our Federal Sector.

Position Description

Pivotal has seen tremendous success with its focus on enablement and company-wide transformation projects.  As Pivotal evolves and grows, we're looking for leadership to manage a team of highly skilled Solution Architects and support a surrounding region focused on the Federal Sector.

 

As the right candidate, you will mentor and guide the professional development of assigned Solution Architects and/or Product Managers while also working closely with clients on a daily basis. Management of staff includes but is not limited to coaching and feedback, performance evaluation, and compensation review. Work performed with clients includes scoping new work, delivering work in the role of Client Liaison, while pairing with and enabling client personnel to adopt practices central to Pivotal’s agile methodology.

This position is highly collaborative, with multiple simultaneous tasks to manage and follow through on in parallel with industry-leading agile delivery of client projects and must seamlessly shift between managing Pivots to performing as an individual contributor as required. The incumbent must be able to respond quickly and professionally to unanticipated events while effectively managing the existing workload. The incumbent is expected to rely upon their own knowledge and experience to make decisions that affect their assigned teams and projects, with some guidance and support from leadership.

We’re looking for an Associate Director that will be located in our DC office. The Associate Director (AD) has four primary contributions to make PCFS and our Clients successful:

  • Act as Client Liaison on selected engagements or clients.  In this role, the AD is responsible for [a] delivering the targeted goals of the project with Pivotal quality which will also drive customer satisfaction, [b] ensure financial obligations of the engagement are tracked and weighed in all project decisions.
    • Ensure project success and client satisfaction
    • Set up clients and teams so that they can operate with a high degree of autonomy and self-organization
    • Collaborate with clients and the Account Teams to create and manage client expectations
    • Define needed updates on project activities and lead meetings to discuss
    • Play an active role in managing team and project health
    • Train, mentor, and develop pivots on a constant, ongoing basis to improve their performance and morale
    • Work closely with Pivotal account teams to contribute to and execute on customer Engagement Plans
    • Keep relevant client and Pivotal stakeholders updated on current status

  • Contribute to selling activities on behalf of Pivotal Cloud Foundry Solutions (PCFS), and other products and services offered by Pivotal Software.
    • Represent PCFS by supporting sales activities, executive briefings, leading scopings and helping with follow up
    • Work closely with account teams to determine best use of PCFS services for key clients
    • Collaborate with account teams and sales operations to create and negotiate proposals and SOWs
    • Keep relevant CRM systems updated (Salesforce, etc.)
    • Coordinate with the larger Account Teams to coordinate selling motions and present a unified voice for Pivotal to clients.

  • Monitor and improve the recruitment, training, development, and retention of pivots
    • Work closely with HR and Individual Contributors in your team to foster their development through mentoring
    • *something about being the unified part of the management team.
    • Work closely with recruitment to screen potential candidates

  • Enhance PCFS’ practices and knowledge (methods, ways of working, offering development, training methods) by collaborating with Pivots and members of the PCFS Practices Council to help identify new ideas and methods from client work.

Beyond the Primary Contributions, ADs are also expected to contribute to PCFS’ and Pivotal’s success in other ways.

  • Maximize personal contributions to PCFS revenue and cost management through billable client work
    • Work with others in Sales and office leadership to develop SOWs with appropriate revenue for AD-provided contributions to PCFS work and client success
    • Manage teams and record keeping so that PCFS’ legitimately earned revenue is properly recorded and invoiced
    • For teams supervised, manage leakage and other detriments to PCFS’ revenue
    • Manage costs (where applicable, such as travel costs or travel time) so that PCFS’ financial performance is maintained appropriately

  • Consistently drive Pivot learning and development through on-the-job training methods.  This will generally necessitate that the AD will maintain high intimacy with pivots assigned to his/her team(s).
    • Understand strengths and weaknesses of team members and discuss those with the Anchor
    • Be accessible and approachable for team members, and help them (generally before the fact) with technical development, as well as softer skills related to success for the project and PCFS in general.
    • Develop and maintain ongoing relationships with several pivots (inclusive of managers) based on mutual preference, that persist beyond the project.

  • Maintain knowledge of Pivotal’s primary product offerings, and their value propositions
    • Be prepared to articulate value propositions to pivots and clients
    • Support Sales, as needed/appropriate in selling situations which may or may not include PCFS, but could result in significant revenue for Pivotal Software

  • Support other leadership in the office and PCFS-wide in driving towards PCFS’ financial goals and company values.
    • Support Pivotal Software product strategy
    • Set an appropriate example for other staff in the office to follow
      • Appropriate personal and business maturity
      • Recognize need to deliver and maintain high levels of client service and satisfaction
      • Actively support company methods and policies
        • Client-delivery oriented
        • Pivotal-success oriented

Success Criteria

We'll know an Associate Director is successful when:

  • He/she has a productive relationship with the rest of the office and Area leadership
  • Pivotal leadership has a clear understanding of the Area’s health
  • The PCFS Director has a clear understanding of status on all area-specific sales/staff
  • Projects are well scoped and appropriately staffed
  • He/she successfully balances short- and long-term decision factors
  • He/she successfully balances local, regional and organizational decision factors
  • Pivots are exhibiting professional growth
  • Techniques for integrating best practices into agile teams are evolving and spreading
  • Retention is in a healthy place, as advised by the HR office and company-wide norms
  • People feel excited about and proud of Pivotal PCFS' practices

Qualifications and Experience Required

  • 2+ years in a management/leadership role focused on one of PCFS practice areas (Product Design, Product Management or Software Development)
  • 5+ years consulting experience, working with large enterprise organisations
  • Strong communication skills with both technical and non-technical individuals; the ability to listen, articulate ideas and advocate best practice solutions in both one-on-one and group settings, in both verbal and written form
  • Demonstrated ability to work in a highly collaborative environment
  • Detail-oriented with proven ability to prioritize and manage workload to meet critical project deadlines
  • Ability to see things through to successful completion, delegating where appropriate
  • Strong time, project and people management skills with the ability to work under pressure and meet tight deadlines
  • Willing to travel and work on-site with customers
  • Excellent facilitation skills
  • Ability to break down complex problems into actionable steps
  • Presales experience would be an asset

 

Please Note: Much of Pivotal's work in the DC office is with the Federal Government, including the Department of Defense. In order for you to support many of the Federal agencies we have as customers in a CL capacity, U.S. citizenship is a requirement. As a member of the DC PCFS leadership team, you will be expected to work with some or all of these clients. As a CL for certain federal agencies, you would be required to go through a background investigation for Public Trust Clearance.

 

Travel Required: Client work may require travel, on average, of 50%

 

Pivotal is an Equal Employment Opportunity employer that will consider all qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law.

Apply for this Job

* Required

  
  


U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at Pivotal Software are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 1/31/2020

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

Because we do business with the government, we must reach out to, hire, and provide equal opportunity to qualified people with disabilities1. To help us measure how well we are doing, we are asking you to tell us if you have a disability or if you ever had a disability. Completing this form is voluntary, but we hope that you will choose to fill it out. If you are applying for a job, any answer you give will be kept private and will not be used against you in any way.

If you already work for us, your answer will not be used against you in any way. Because a person may become disabled at any time, we are required to ask all of our employees to update their information every five years. You may voluntarily self-identify as having a disability on this form without fear of any punishment because you did not identify as having a disability earlier.

How do I know if I have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Blindness
  • Deafness
  • Cancer
  • Diabetes
  • Epilepsy
  • Autism
  • Cerebral palsy
  • HIV/AIDS
  • Schizophrenia
  • Muscular dystrophy
  • Bipolar disorder
  • Major depression
  • Multiple sclerosis (MS)
  • Missing limbs or partially missing limbs
  • Post-traumatic stress disorder (PTSD)
  • Obsessive compulsive disorder
  • Impairments requiring the use of a wheelchair
  • Intellectual disability (previously called mental retardation)
Reasonable Accommodation Notice

Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.