R3 is hiring a

Web3 Engagement Manager

Engagement Manager

Type: Permanent, Full Time  Location: New York  Position type: Experienced professional    CompanyR3 is an enterprise blockchain software firm working with a broad ecosystem of more than 300 members and partners across multiple industries from both the private and public sectors to develop on Corda, our open-source blockchain platform, and Corda Enterprise, a commercial version for enterprise usage.   Our global team of over 350 professionals in 13 countries is supported by over 2,000 technology, financial, and legal experts drawn from our global member base.   Our Corda platform is already being used in industries from financial services to healthcare, shipping, insurance and more. It records, manages, executes institutions’ financial agreements in perfect synchrony with their peers, creating a world of frictionless commerce.

Role of 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.

Key Outcomes Of This Role:

All Corda Enterprise customers have appropriate Professional Services teams in place to support customer outcomes and adoption of the Corda Enterprise

Platform Reduction of time/cost to close new deals including Professional Services deals by driving re-use and lean process

Hit revenue targets – $ booking and $ recognised

Responsibilities:

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 (8+ years) of delivering Professional Services and/or Consulting with complex customers and projects

Experience (4+ years) 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.

**** Please note that all employees in New York, must be fully vaccinated****

At R3, we encourage a diverse and inclusive workforce. If you don’t meet all of the above criteria, but you think you’d be a great addition to R3, send us your CV. We’re always interested in meeting collaborative people who are excited to work with us.

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