Job Description
Who we are looking for
As part of the Professional Services organization within CRPM (Charles River Private Markets), the primary goal of the Principal Consultant will be ensuring successful Professional Services (“PS”) to meet customer requirements while promoting customer adoption and providing a channel for the sale of other company Software and Services. This role is extremely critical as it takes the handoff of a client from a finalized Sales contract to ensuring that customer is effectively on-boarded (a consulting engagement that could last several months). As the senior hire on this team within APAC region, this person has the unique opportunity to also support business development efforts heavily throughout the sales process and will be the lead in definition of PS scope and PS team assignment / development. As such, the role is equal parts Sales, Client Management, and Operations, and it works closely with every area within the company while gaining a deep understanding of all areas of the business. The Principal Consultant will be the key interface to customer success and have consistent exposure to large private markets funds and multi-national companies. The key to this role is delivery – the Principal Consultant will lead the execution to deliver to client goals while being a trusted advisor to the client. It is expected this role will oversee all Professional Services work within the region while also supporting business development efforts to scope and close new clients.
Why this role is important to us
The team you will be joining is a part of Charles River Development (or CRD), that became a part of State Street in 2018. CRD helps create enterprise investment management software solutions for large institutions in the areas of institutional investment, wealth management and hedge funds. Together we have created first open front-to-back platform - State Street Alpha, that was launched in 2019.
Join us if delivering next generation infrastructure, using emerging technologies like AI and Blockchain sounds like a challenge you are up for.
What you will be responsible for
As Director APAC Principal Consultant you will
Client Work: Own client engagement and program management of Professional Services deployment
Oversee APAC portfolio of clients and Professional Services teams within the region (assign and monitor PS team progress on each client)
Manage customer relationship throughout PS and be the trusted advisor to clients in region (lead on SteerCos)
Guide customer to decisions / consensus and drive to deadlines assertively
Lead requirements gathering with customer to ensure successful configuration specific to needs.
Design ideal deployment outcomes for client. Heavy focus on end visuals in Business Intelligence for client use in reporting / analysis.
Define deployment options for customer and outline key advantages / disadvantages
Coordinate individual Business Managers responsible for various elements of customer integration
Deliver final configuration to customer and complete onboarding
Establish plan for Organization Change Management (“OCM”) within customer org, including leading Live Training and supporting post-ICS adoption phases with Account Manager
Business Development: Sales / Marketing
Support sales teams in new client discovery. Lead scoping and Professional Services definition for prospective clients.
Identify areas for other Software or Services within current customers through ICS engagements
Drive proof-of-concepts for specific functional groups within prospective customers to illustrate successful deployments and value of SaaS
Lead Trial account engagements for prospecting customers
Support creation of case studies to publish to industry and Sales as collateral
What we value
7+ years’ experience implementing SaaS solution to private equity funds, i-banks, or Fortune 500
Experience in infrastructure investments, private equity diligence, fund mgt, or process consulting
Experience leading change management efforts across large enterprises (50+ people across regions)
Ability to communicate equally effectively from C-level to entry level employees
Strong interpersonal skills to manage client relationships
Analytical with strong problem-solving skills
Process efficient with heavy attention to detail
Ability to proactively seek solutions and ways to improve performance
Experience working with Business Intelligence dashboarding / data modeling highly preferred
Experience delivering corporate training, proof-of-concepts, and promoting software usage preferred
Education & Preferred Qualifications
Additional requirements
Ability to travel as required for customer engagements (~ 30%), including internationally
Adaptability and desire to work in fast-paced, changing environment
