Singapore Professional Services Full-time

Engagement Manager

The Engagement Manager within Professional Services has the opportunity to help create the new operating system for business, leveraging our once in a lifetime opportunity to transform the industry by working together.  You will have a mandate to massively reduce friction between our Sales and Delivery functions enabled by lean process, automation and continuous improvement supporting better customer outcomes, reduced cost to serve and increased repeatability.
You will apply your customer facing technical, consulting, and commercial experience to position, scope, and package professional services which enable successful adoption of the Corda Enterprise platform.  You will support the Professional Services team and work collaboratively with R3 Sales and Production organisations to drive customer success.
You have extensive experience in customer facing sales, technical and non-technical scoping, drafting of proposals, Statement of Work (SoW) creation, and negotiation.  You have a deep understanding of what it takes to successfully work and collaborate with enterprise software sales teams.  You will enable delivery success by setting work up for success from the start – clear expectation setting, attention to detail, and thorough sales to delivery handoffs.

Responsibilities: Drive lean process and increase re-use

  • Help propagate skills and experience through development of repeatable patterns (methodologies, templates, re-usable frameworks etc.) of engagements with Customers, working closely with the accountable owners for each service offering in the Professional Services team
  • Maintain and update R3 Professional Services pre-sales assets including PS pitch decks, repeatable engagement structures, Statement of Work templates, scoping tools etc
  • Support Head of Delivery and Head of Solutions Engineering in the prioritisation of work and alignment of people to new work
  • Continuously improve the R3 Delivery Framework (a goal-based delivery approach focused on customer outcomes)
  • Refine the status quo and recommend changes to R3 to move faster and more effectively
  • Capture learnings to feed forward into future engagements to further reduce risk and improve customer journeys

Ensure customers are setup for success on Corda

  • Articulate and sell the value of R3 services within prospective and existing enterprise accounts by mapping customer requirements to the R3 Services capabilities
  • Work closely with Sales Representatives, Sales Engineers, Delivery Managers and Solutions Engineers to define and integrate the services solution into the comprehensive R3 proposal
  • Be the “go to person” for the Sales team when building proposals including Professional Services
  • Execute scoping activity with prospective customers and produce proposal, level of effort, Statement of Work, and resource plans; manage 5-10 SoW’s at any given time
  • Plan and nurture teams involved in scoping Professional Services for our most complex solutions and the largest customers
  • Identify and mitigate key delivery risks – technical, legal, operational – and ensure the proposal to the customer is setup for a successful deliver from the start
  • Develop delivery structures which could involve multiple parties (R3, Customer, Partners etc.) responding to customer needs or RFP scope ensuring clear accountability, aligned incentives and a pricing for risk inherent in different models
  • Complete post-sale reviews with the delivery team to look for opportunities in improve the process, and encourage positive feedback loops
  • Position Training, Delivery Management and Solutions Engineering services to ensure customer success
  • Work harmoniously with partners on joint proposals and scoping to ensure partner and customer success
  • Ensure smooth transition between Sales and Delivery teams, with no loss of knowledge or customer relationships
  • Looking out for onward/further sales opportunities during discussions with clients
  • Being recognised by customer as a trusted advisor in technology adoption and enablement

Competencies

  • Experience of delivering Professional Services and/or Consulting with complex customers and projects
  • Experience of supporting pre-Sales activity – RFP / Proposal / Statement of Work creation to helping customer solve their business and technology needs
  • Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings
  • Can talk knowledgeably and credibly about service delivery issues, opportunities, strategies, approaches, and alternatives
  • Expert negotiation and conflict resolution skills, with the ability to understand key underlying customer needs and identify win-win solutions
  • Experience as an Architect, Consultant, or Project Manager highly regarded
  • High level understanding of DLT / Blockchain technologies and benefits
  • Technical ability to learn Corda at a Consultant level and a Corda Certified Developer
  • Understanding of how to work with multi-national firms paired with a strong passion for driving change and innovation
  • Have worked in a large enterprise, consulting firms and start-up environments
  • Experience and certification with Agile/Scrum based delivery methodologies highly regarded
  • Certifications may include some of: Certified Disciplined Agilist (CDA), Certified LeSS Practitioner, Certified ScrumMaster (CSM), Certified Scrum Product Owner (SCPO)
  • (Nice to have) – can code or have coded in the past
  • (Nice to have) – detailed understanding of Blockchain business opportunities and platforms including Corda, Hyperledger Fabric, Ethereum, Bitcoin etc.

All R3 employees in the USA must be fully vaccinated against COVID-19 and submit proof of vaccination prior to their start date, except where exempted by applicable law.

About us

R3 is a leading provider of enterprise technology and services for the development of multi-party solutions that enable direct, digital collaboration in regulated industries where trust is critical.

Our values

Customers first

Customer success is paramount. We build strong relationships and strive to create the best possible experience. Learn why so many of our customers view R3 as a trusted, long-term partner.

Collaborative

We bring together all parts of our ecosystem and give our customers the tools and environment to work together to change their industries.

Bold

We have the agility of a small company but the confidence and ambition of the industry-defining trailblazer we aspire to become. As a thought leader, R3 subject matter experts produce compelling analysis and insight into emerging technology.

Ownership

We demand excellence and take pride in our products and services. We believe the Corda and Conclave platforms will transform the way the world does business.

Our benefits

We offer comprehensive and competitive benefits packages to ensure the wellbeing of all our employees and their loved ones. For a regional breakdown of our company benefits and perks, click here.

R3 may process the personal data collected or identified in accordance with R3’s Recruitment Privacy Policy. In particular, R3 will use the personal data provided for the purposes of processing your application for the role you have applied for, to assess your suitability for the role as well as to enter into a contract with you if you are successfully brought onto the R3 team.