Senior Managing Consultant

Summary 

Employees in this role are responsible for maintaining expectations and ensuring delivery alignment with customers to drive the successful achievement of customer outcomes using Encompass solutions and services. The Managing Consultant facilitates the customer relationship early in their customer journey and oversees the overall execution of a defined customer value roadmap by managing Encompass resources.  They drive one-time delivery of engagements while maintaining revenue, delivery budget targets, and utilization targets.  They coach and guide customer stakeholders, sponsors, and project teams. As individual contributors, they collaborate with services leadership to continuously improve our delivery practices, tools and methodology. 

 

Key Responsibilities 

• Acquire: Support the sales team in developing strategies, sharing knowledge, and adopting approaches that ensure Encompass is well-positioned to win new customers or expand existing customer opportunities, and follow through with successful implementations of Encompass solutions. This includes scoping, negotiating, and executing Statements of Work aligned to customer needs.
• Plan: Plan engagements and maintain delivery team and customer adherence to the plans in a way that assures project profitability, while assuring accurate forecasts, maximizing resource utilization, and enabling the completion of projects within budget and on schedule.
• Lead: This result area focuses on leading successful implementations by aligning teams, managing customer expectations, and delivering value-driven outcomes. It involves coordinating cross-functional efforts, guiding customers through change, and serving as both a subject matter expert and a strategic advisor.
• Develop: Discover and identify new opportunities with existing customers that deliver additional value to them.
• Project Leadership: Lead project teams for customer success through execution and maintaining achievement of budget and utilization targets.

Preferred Qualifications and Skills

• Ability to have courageous conversations and deal with conflict at the time it is recognized in a professional manner with favorable results.
• Excellent influential and communication skills.
• Being able to lead customers and internal teams and give guidance on how best to achieve success quickly.
• Able to drive value-based conversations with senior or executive stakeholders.
• Commercial understanding of the project and company margin drivers.
• Planning and resource management.
• Technical literacy, including an understanding to drive conversations around high-level design and integration strategies.
• Logical mindset and ability to follow processes and application logic.
• Experience with basic tools including Slack, Video, Conferencing, Salesforce, Professional Services Automation, MS Office, Visio, etc.
• Related certifications or industry designations (e.g., PMP)
• Ability to travel to customer locations and work on-site - up to 25%.

 

Education and Experience

• 8+ years experience as a project/program/engagement manager.
• Bachelor’s or Master’s degree in Computer Science, Management Information Systems, Engineering, or Business (or related degree), or demonstrated relevant experience.
• 2+ years Experience dealing with C-level or Executive stakeholders.
• Experience in customer roles (beer, wine, spirits production or distribution).
• Experience responding to a variety of customer situations and personalities.
• Experience with business process analysis.
• Experience in leading a team with no management responsibilities. 
• Has had project budget responsibilities.
• Software implementation and process development experience.
• Experience with contract negotiations.
• Experience working remotely and on-site with customers to drive goals.
• Services Pre-Sales experience, including scoping, estimating, and contracting.
• Has worked through sales cycles and RFPs.
• Ability to learn and apply industry knowledge and understanding (makers-to-market) of the business to drive revenue.
• Demonstrated ability to stay up-to-date with technology changes or industry changes relative to ongoing product enhancements.
• Ability to facilitate conversations between technical and non-technical people.
• Ability to remain calm under pressure and show patience within a variety of customer situations.

 

Key Competencies & Leadership Qualities

• Connecting through Communication: Adjusts communication styles to effectively convey ideas and information to target audiences. Listens deeply. Treats others with respect and acts with professionalism in all interactions. Builds respectful and trusting relationships to develop trusted customer partnerships on behalf of Encompass. Effectively influences others.
• Providing Business Guidance and Driving a Value Culture: Develops business acumen and a deep understanding of customers’ future business needs. Develops and applies business and industry experience and knowledge to influence and solve the customers’ strategic business issues to ensure a world-class customer experience. Focuses discussions on value and can convince customers to prioritize the value of solutions over discussions solely around the requirements and features of Encompass solutions.
• Leading Successful Implementations: Delivers successful onboarding projects that provide the business outcome and customer value that were described at the beginning of the engagement. Consistently uses the delivery approach to produce agreed-upon deliverables that build upon one another and drive the goal of each step. Enables the customer to understand the benefit of this approach.
• Customer Focus: Understands the customer perspective (internal/external) and makes decisions in the best interest of the customer. Sets and manages expectations to be a credible partner, effectively balancing the demands of multiple stakeholders, while consistently meeting customer needs. Understand the difference between the customer managing the project and the customer who uses Encompass solutions and has the ability to access end users and define solutions with high adoption rates.
• Being Accountable: Takes initiative and capitalizes on opportunities. Demonstrates persistence in delivering results while being focused on the highest priorities. Takes ownership of their work and actions, while holding others to the same standards.
• Changing and Improving: Demonstrates readiness for change and leads others through the change process. Demonstrates openness to new ideas. Proactively responds to issues and new situations.
• Establishing Sound Commercial Agreements: Achieves meaningful results by negotiating with customers to reach an agreement on business outcomes, commercial terms, conditions, and assumptions

 

Additional Details

This role offers a competitive salary, bonus, and benefits. The salary for US-based employees located in the markets below may expect offers in the ranges for this role.

US annual base:  $130,000 - $180,000 annually (The range reflects flexibility to hire at the Senior or Principal level depending on depth and scope of experience.)

A variety of factors are considered when determining someone’s compensation, including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above, based on the following considerations.

Location: We are a hybrid organization that is open to remote work.  Our corporate office is located in Fort Collins, CO.