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Director, Product Management - Public Sector Platform

Service Now

Waltham, MA
30+ days ago
Waltham, MA
30+ days ago

Director, Product Management - Public Sector Platform
Location: Santa Clara (HQ), CA; Vienna, VA; Remote Bay Area, CA 


Company
 

Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. This includes public sector employees who serve billion of citizens globally who want to get the same level of great services and outcomes as they are used to from the private sector.  

We put people at the heart of everything we do. Our people have a passion for learning, building, and innovating. Whether you’re a product manager, an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.  

We are a dynamic and rapidly growing cloud software company with a strong sense of dedication to our customers. We work hard but try not to take ourselves too seriously. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business. We provide competitive compensation, generous benefits, and a professional, yet relaxed atmosphere. 

To sustain our explosive growth, we are looking for drivers—people who thrive on ambiguity, navigating the unknown, and live for the next big challenge. We seek to employ the brightest and most forward-thinking talent on the planet, and we want to hire people who have their best work ahead of them. Accelerate your career and succeed in an environment where you can make an impact daily. We invite you to join in to stand out. 

Team 

Join the Platform and Ecosystem product management team and lead our public sector product strategy and execution. Work with exceptional product managers, developers, designers, researchers, go to market and solution consultants. Platform Foundation and Ecosystem provides scalable and intuitive platform services that enable ServiceNow, partners and customers to build, extend and deliver ServiceNow products. We are the engine behind the ServiceNow’s “platform of platform” vision.  

Role 

In this unique role, you will handle creating our public sector and regulated markets product strategy, aligning it internally and across our partner ecosystem. You will build business cases and execute them through a multi-year, multi-channel and multi-product roadmap. ServiceNow is already a leading provider of PaaS (including iPaaS, aPaaS, hpaPaaS, and BPM) for many US federal, state and civil agencies and is expanding to new public market segments globally. This role is highly collaborative, working actively with solution consulting across the globe, all business units in ServiceNow, and our ecosystem of partners who complement our products and build vertical solutions on top of the ServiceNow platform.  

What you get to do in this role 

Product Strategy and Planning 

  • Lead our public sector product strategy helping ServiceNow to scale to $10B+ revenues 
  • Analyze current public sector use-cases, user/buyer personas 
  • Build and own competitive analysis, differentiation and positioning 
  • Validate and refine product strategy and early product discovery through Design Partner Program, Product Advisory Council and with partners and customers directly 
  • Develop business cases, multi-year roadmaps together with other business units, and own their execution 
  • Engage actively key stakeholders on inputs for product strategy and roadmaps, get buy-in, manage communications, expectations and dependencies 
  • Over time, expand our footprint in public, owning key product and business outcomes 

Customer Insights and Discovery 

  • Analyze user jobs/needs and product gaps related to public sector customers 
  • Work with research and design teams to discover what problems to solve and why 
  • Understand use-cases and our products across different business units and partners 
  • Understand how customers are using our products today, their gains & pains 
  • Define key product success metrics and outcomes, tied to business cases 
  • Know key customers and partners intimately, their specific use cases 

Requirements Prioritization and Delivery 

  • Establish and maintain relationships with the other BUs to evaluate and manage cross-BU dependencies and roadmaps 
  • Create detailed product roadmaps, including acceptance criteria, use cases, success metrics, and related documentation 
  • Define and prioritize product requirements together with design and engineering  
  • Collaborate cross-functionally during execution to understand status, risks, dependencies and help to address them proactively 
  • Work with go-to-market and consulting teams to support product adoption and learn from customer feedback 

To be successful in this role, you have 

  • 10+ years B2B/B2C PM experience (ideally some years in public sector/government) 
  • Platform-type product experience (iPaaS, aPaaS, hpaPaaS, IaaS, SaaS) 
  • Strategic mindset, experience in product strategy demonstrating customer value and business outcomes 
  • Exceptional communication skills and stakeholders’ management  
  • Entrepreneurial drive: self-starter, able to navigate high degree of uncertainty and risk 
  • Customer focus: deep curiosity about customer needs and a track record in building strong customer relationships 
  • Strong prioritization skills and discipline to focus on high impact activities 
  • Facilitative leadership skills: can use marketing, product, and business knowledge to inform decisions and communicate effectively with and influence internal and external parties 
  • Exceptional problem-solving and analytical skills and a proven process of data-validated, hypothesis-driven, experiment-tested decisions 
  • Technically savvy, experience working with developers and designers to craft delightful customer experiences
  • US Citizenship 

 

 

 

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Network Engineer*

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
3 days ago
Lexington, MA
3 days ago

Position Summary

Our client conducts systems analysis on a broad range of problems related to surface surveillance, force protection, and homeland defense. Activities include sensor and system modeling, mission requirements analysis, and architecture development. A variety of technologies are examined, including radar, optical, acoustic, biological, and chemical sensors. Modeling and the analysis of field measurements are used to quantify the ability of current and proposed technology to meet mission requirements. This work includes analysis, algorithm development, and field testing. The client is in need of a Network Engineer to ensure optimal operation of all network hardware and equipment, including maintaining documentation as it relates to network configuration and mapping.

 

Responsibilities

Duties include, but not limited to: 

 

The client is seeking a highly motivated network engineer to work within our team of scientists and engineers supporting a wide variety of projects. A successful candidate will provide expertise to set up and maintain system networks, including design, configuration, and security. Day to day activities include working with program managers to develop and design secure networks of various levels of complexity, creating and maintaining network diagrams, creating documentation for existing and new programs, and providing input on the integration of new systems to the networks. The position also requires monitoring the health and security of multiple networks.

 

Qualifications

MINIMUM QUALIFICATIONS• Must be a U.S. citizen with ability to obtain and maintain a secret clearance• MS plus 3 years minimum experience, or BS plus 5 years minimum experience• Proven ability to configure routers, switches, firewalls, and encryption devices such as TACLANEs, as well as network design and implementations• Cisco device and security administration• PaloAlto configuration• Experience with SIEM tools such as Splunk, Solar Winds, OpenVMS, Nagios• Prepare network diagrams using Microsoft Visio• Ability to communicate network security designs at a high level to program managers, sponsors, and developers• Work enthusiastically in a team-oriented agile development process• Switch efficiently between tasks across multiple simultaneous projects• Employ good time management and organization skills to work independently

 

PREFERRED QUALIFICATIONS • NetApp and other storage device configurations and maintenance• Palo Alto and other non-Cisco firewall configurations• VMWare infrastructure knowledge and virtual machine creation and configurations• Linux administration experience and Linux network configuration knowledge, as well tools such as nmap, tcpdump, Wireshark and other network tools specific to Linux.• IT Security Certifications; Security+ CE or above (CASP, CISSP, etc…)• Network Certification; CCNA or above (CCNP, CCIE, CCAr).

 

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA• Travel: Not anticipated • Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

#LI-POST

 

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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DevOps Engineer

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
6 days ago
Lexington, MA
6 days ago

Position Summary

Our client rapidly develops and field-tests innovative sensor systems for science and national security applications. We work directly with end users (such as those in NASA, the DoD, and DHS) to provide the most impactful data for their mission. Our systems use a diverse set of hardware technologies such as electro-optics, novel focal-plane arrays, and laser communications systems. Our software development efforts are similarly broad, including image processing, signal analysis, and analysis for space domain awareness.Need: The client is looking for a DevOps Engineer to assist with DevOps and performance tuning for a web-based space data analysis tool. The application is based on a Python Flask stack (MySQL, MongoDB, Nginx, Celery). The DevOps Engineer will support rapid prototyping of novel tools for space domain awareness, and will be joining a small team with experience in space operations, astrodynamics, and web application development.

 

Responsibilities

Duties include, but not limited to: 

 

• Support operations and maintain existing web application across full stack, along with continuous integration pipeline• Refactor and improve deployment process• Develop software for integration of additional data sources• Improve integrated testing across our stack of technologies• Improve application performance across the board (request handling speed, bundle size, etc.)• Develop additional frontend and/or backend software as coordinated with development team• Approximately 60% on-site work will be required immediately

 

 

Qualifications

MINIMUM QUALIFICATIONS

• Must be a U.S. citizen with ability to obtain and maintain a secret clearance• MS plus 3 years minimum experience, or BS plus 5 years minimum experience• Software development experience in Python in a UNIX/Linux environment• Familiarity with Linux system administration• Experience with continuous integration / continuous development methodology and tooling, such as Jenkins or Gitlab CI• Proficient user of Git source control• Experience configuring or operating databases, such as MySQL and/or MongoDB• Experience working with at least two of the following areas/technologies:• Web backend frameworks, such as Flask• Web frontend development• Web servers, such as Apache or nginx.• Testing frameworks, such as pytest, unittest, jest• Candidates must be enthusiastic, innovative and motivated self-starters able to work independently, in a small team setting, to achieve program requirements

 

PREFERRED QUALIFICATIONS • Cross-browser UI testing frameworks, such as Selenium or Cypress• JavaScript frameworks and tooling• Database query optimization and performance tuning• Containers, such as Docker or Podman• Experience with C++11 or newer

 

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA 02420• Travel: Approximately once per year for a period of 3-7 days • Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

#LI-POST

 

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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Information Security Team Leader – Forensic Analysis Center

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
10 days ago
Lexington, MA
10 days ago

Position Summary

The Information Security Group provides Cybersecurity and Risk Assessment services to the Laboratory. The functional areas include the Forensic Analysis Center (FAC), consisting of Forensic Services, Cybersecurity Risk Assessment Services, Special Programs Information Assurance (IA) and Collateral Information System Security.

 

 

Responsibilities

Information Security Team Leader - Forensic Analysis Center reports directly to the Laboratory's Security Services Department Assistant Department Head for Information Security. This position is responsible for leading, coordinating and providing daily work direction for Forensic Analysts assigned to the Laboratory’s Forensic Analysis Center (FAC).FAC Forensic Analysts provide specialized technical and operational computer forensic, incident response, e-discovery, threat intelligence, investigation and analysis capabilities, as well as insider threat assessments, and also support many challenging technical security issues. The FAC also supports policy, process and procedure development in accordance with cognizant DoD standards, as well as information security industry best practices. The team performs investigations of classified and unclassified Information Systems (IS) to support compliance with applicable laws and government regulations, to include the National Industrial Security Program Operation Manual (NISPOM) and DoD Risk Management Framework (RMF) guidelines regarding the protection of classified information systems, National Institute of Standards and Technology (NIST) standards and special publications and Laboratory Information System Security Procedures.

 

 

Qualifications

MINIMUM QUALIFICATIONS

• Must be a U.S. citizen with ability to obtain and maintain a Top Secret level DoD security clearance• Bachelor’s degree in Information Assurance, Computer Science, Information Technology, Computer Information Systems, Cybersecurity, Computer Forensics or related field is required with a minimum of ten (7) years’ experience working in the Information Security field • Five (5) or more years of leadership experience in a Department of Defense (DoD) Industrial Security or related setting is desired; managing staff in the following areas: Computer Forensics, Incident Response, Information Assurance, Risk Assessment, IT Security• Strong leadership and supervisory experience demonstrated by process maturity outcomes is required.• Technical experience, skills and industry IT certifications may be considered substitutes for DoD security experience • Must have a working knowledge of computer intrusion identification, forensic investigative procedures, digital evidence collection, examination and preservation, rules of evidence, and chain-of-custody requirements. Working knowledge of incident response processes, malware analysis and incident handling tools is required• Demonstrated knowledge of technology testing and evaluation methods and procedures, including the development of techniques for system acceptability testing and evaluation by establishing test criteria and data to ensure program modules and outputs are assessed and appropriately validated • Thorough understanding of National Institute of Standards and Technology (NIST) standards, Federal Information System Modernization Act (FISMA) processes, and The Federal Risk and Authorization Management Program (Fed RAMP) requirements for cloud security, Defense Federal Acquisition Regulation Supplement (DFARS) requirements for protecting DoD Contractor information systems• Must have excellent oral, written and presentation skills. Proven ability to influence outcomes without direct authority is needed. Demonstrated ability to multi task projects/programs and to redirect priorities as needed • The position has a direct interface and coordination role with members of the IT Department and must have demonstrated ability to work across organizational units and with customers• Selected candidate must be a reliable self-starter who makes sound, well-informed and objective decisions, works independently under minimal supervision, with a demonstrated ability to manage complex situations, follow-up and solve problems• Desired certifications include CISSP, Security+, EnCE, CFCE, GCFA, GREM, GCIH, CEH, CISA• Must have excellent interpersonal communication, organizational, and customer service skills.

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA• Travel: Position may require local and some overnight travel• Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

#LI-POST

 

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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Subcontracts Manager

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
11 days ago
Lexington, MA
11 days ago

Position Summary

Our client is seeking a Subcontracts Manager to work within the Major Procurements section.

 

Responsibilities

Duties include, but not limited to: 

 

The ideal candidate will have a minimum of seven (7) years of DoD subcontract management experience to include comprehensive experience in FAR/DFARS and mandatory flow down clauses, Cost Accounting Standards (CAS), procurement integrity requirements, contract law, contract formation and subcontract administration, cost and price analysis, negotiation, acquisition planning, supplier relationship management and project management. Demonstrated experience soliciting and analyzing quotations, including SOW development; negotiating terms and conditions of purchase, payment and price; thorough understanding of Patent and Data Rights Clauses. Work with internal customers and vendors to resolve problems. The candidate should exhibit leadership and teamwork and demonstrate the ability to build positive and professional relationships to successfully accomplish work assignments.

Qualifications

MINIMUM QUALIFICATIONS• Must be a U.S. citizen with ability to obtain and maintain a secret clearance• Minimum of 7 years’ subcontracting experience; DoD subcontracts experience a plus• MBA or BS with equivalent combination of education and experience• Professional certification in Purchasing or Government Contracting is preferred• Experience in evaluating, negotiating, pricing and administrating complex/high dollar cost reimbursement, fixed price and incentive subcontracts desired• Proficiency in Microsoft Office, Excel, Word and PowerPoint• Demonstrated experience with an ERP purchasing system- SAP experience preferred• Strong verbal and written communication skills• Excellent analytical and decision-making skills

 

PREFERRED QUALIFICATIONS • Active DoD secret clearance

 

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA• Travel: Infrequent • Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

 

#LI-POST

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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Image Processing and Machine Learning Engineer

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
11 days ago
Lexington, MA
11 days ago

Position Summary

Our client develops human-centered technologies that will measure, model, and modify both the physical and cognitive components of human health and performance. The client needs an Image Processing and Machine Learning Engineer to assist in developing and assessing medical image processing and machine learning algorithms, with a focus on ultrasound.

 

Responsibilities

Duties include, but not limited to: 

 

• Develop programming scripts to facilitate annotation, curation, and review of medical images.• Develop machine learning algorithms to perform tasks such as classification and object detection in medical images.• Secondarily, analyze and develop insights from large (>1,000 subjects, multiday collections) multimodal physiological datasets. Example biosensor modalities include raw waveforms from electrical (electrocardiogram, electroencephalogram, electrooculogram), optical (photoplethysmogram), and motion (accelerometry) sensing. • Scale up algorithms to operate on datasets in a supercomputing environment.

 

 

Qualifications

MINIMUM QUALIFICATIONS

• Must be a U.S. citizen with ability to obtain and maintain a secret clearance• BS plus 1-year minimum relevant experience• Enthusiastic, innovated, self-motivated, able to work collaboratively, able to work in a fast-paced and multidisciplinary environment.• Experience in working with datasets such as 2D/3D images or timeseries• Academic training and experience in applying machine learning algorithms• Software/applications: MATLAB, Python-based machine learning framework such as TensorFlow, Keras, or Pytorch, GitHub.

 

PREFERRED QUALIFICATIONS

• Experience with supercomputing clusters, biomedical image processing, ultrasound, physiology.• Software/applications: JavaScript, Android Studio

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA 02420• Travel: None • Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

 

#LI-POST

 

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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Distributed Systems Design Engineer

Odyssey Systems Consulting Group, Ltd.

Lexington, MA
11 days ago
Lexington, MA
11 days ago

Position Summary

Our client is designing an open architecture that will make the next generation of mobile and distributed power systems more agile, scalable, modular, efficient, and resilient.The client is in need of a Distributed Systems Design Engineer to help design new components and interfaces for this power architecture. This engineer will help extend the architecture and communications data model to include new power technologies such as electric vehicles, cybersecurity, and high-power loads and to support new power use cases such as disaster response and highly mobile and distributed operations.The hire will be a key contributor to a three-person internal team that collaborates with experts across the laboratory and with multiple external organizations, working with engineers with diverse skillsets.

 

Responsibilities

Duties include, but not limited to: 

 

• Domains: distributed systems architecture, digital communications and control

• Design, prototype, and validate communications and behaviors for distributed power systems.

• Support technology transfer and interact with engineers in other domains.

• Participate in developing new designs and requirements that meet user needs.

• Participate in defining, describing, and implementing program deliverables/functionalities.

• Evaluate and propose use of distributed algorithms, mathematical models, and tools where applicable.

 

 

Qualifications

MINIMUM QUALIFICATIONS

• Must be a U.S. citizen with ability to obtain a secret clearance• Position available at different levels of education and experience• Apply distributed system design practices and principles for distributed communications, consensus protocols, and/or emergent behavior of large-scale systems.• Design and validate communications data models.• Create and use models of distributed systems.• Develop solutions with minimal formal guidance or documentation.• Apply rigorous engineering design methods such as model-based design or formal methods.• Document and present designs for external collaborators to simulate or implement.

 

PREFERRED QUALIFICATIONS • Conversant in one or more engineering disciplines: cybersecurity, electrical, human factors, mechanical, and software.• Experience with OMG IDL or similar data modeling standards such as ASN.1, EBNF, Protobuf, UML, W3C OWL, WSDL, or XSD.• Experience with OMG DDS or similar communications frameworks such as CORBA, gRPC, Java JWS, REST, SOAP, Vanderbilt ACE, or ZeroMQ.• Experience with modeling tools such as Mathematica, Modelica, or Simulink.• Experience with the dynamics of distributed cyber-physical systems.• Verification and validation testing of communications interface specifications.• Experience with collaboration tools such as wikis, issue trackers, LaTeX, and Git.• Experience with software development; ability to read source code.• Conversant in network protocols, routing, and traffic capture.

 

WORKING LOCATIONS & ADDITIONAL INFO• Location: Lexington, MA 02420• Travel: Infrequent, approximately once every 4-6 months for a period of 1-2 days • Employment Status: Full-Time Employee with full benefits (Medical, Dental, Vision, STD, LTD, PTO, Retirement)• Other: All candidates must also successfully pass a Commercial Background Investigation (CBI). Investigation (CBI).

This job posting sets forth the authorities and responsibilities of this position, which may be changed from time to time as shall be determined.

#LI-POST

Company Overview

Odyssey Systems Consulting Group, is an innovative small business committed to providing world-class technical, management, and training support services to government and public sector clients. We focus on people, processes, and performance to deliver superior results. Since our inception in 1997, our commitment to mission success and customer satisfaction has been recognized with exponential growth and exceptional past performance ratings. We accept challenging assignments and drive projects from the planning stages, through implementation, and into operations and support.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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Senior Knowledge Analyst - Public Sector

The Boston Consulting Group

Boston, MA
25 days ago
Boston, MA
25 days ago
As a Senior Knowledge Analyst (SKA) within BCG's Public Sector Practice Area, you will work in a growing team with a focus to China, delivering value to clients via individual expertise and/or institutionalized knowledge assets (products, tools, data, workshops, frameworks, surveys, domain-specific data and related expertise, etc.). You will contribute on cases and proposals by contributing relevant analysis and insights and help case teams create strong impact for the client. While contributing to client cases, workshops and proposals, occasional travel to serve clients onsite during staffing assignments is expected to understand client requirements, and design / develop solutions.
You will support commercialization effort for the topic/sector working, in conjunction with business leaders, through contributing analysis and insights to proposals, client workshops and marketing materials. Additionally, as a Senior Knowledge Analyst, you will contribute to developing intellectual property & assets for the business and assist in onboarding and training junior colleagues based on your topic/sector expertise
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Senior Account Executive - Public Sector

Simplex

Boston, MA
30+ days ago
Boston, MA
30+ days ago

This position can be based remotely anywhere in the Eastern Half of the US.

Our client, an established company with a 25+ year track record in Public Sector Software Solutions is looking for a Senior Account Executive with a solid track record of quota attainment ideally selling into the Public Sector. As a Senior AE, you will work deals that average 100K-500K in first-year deal value with a 50/50 split between Software / Services.  If you have a "no excuses" mentality and are ready to take your career to the next level we'd love to talk. 

Our client's business not only has strong in-house capabilities around Solutions Design / Architecture but also the technical know-how and resources to tackle complicated integrations and customizations and the ability to fulfill larger, complex contracts in-house. There will be marketing/lead generation support as well as solid brand/marketing material but ultimately this role will be sourcing and hunting new deals to go after as well. 

Responsibilities: 

  • Work hand in hand with the North American Director of Sales to hit target sales goals in the East / Mid-West United States.
  • Help us gain an understanding of the landscape of potential customers and start to get an understanding of what a "good" customer looks like.
  • Produce and consistently manage a healthy pipeline with accurate next steps and close dates
  • Partner with Solutions Engineers on technical demos. 
  • Own the full life cycle of the sales process generating new leads to closing customer contracts. 
  • Sell to multiple levels of CIO, IT Leaders, Application Managers within large, complex accounts
  • Maintain deal progress in company CRM systems and complete quarterly territory planning and deal closure forecasts

Requirements:

  • 3+ years experience selling technology (SaaS Software) solutions along with a proven track record of quota attainment. 
  • Interested in joining a smaller, scrappier company at the forefront of building a business in North America where you can make an outsize impact. 
  • Based remote and with 10% travel as-needed
  • Preferred: Experience selling to Public Sector / local government entities/municipalities such as counties, cities. 
    • Preferred: Deep understanding of public sector decision making timelines, RFP process, etc. Well versed with longer (6-12 months) sales cycles.




    #ZR

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    Enterprise Account Executive - Public Sector (Canada)

    SAP

    Boston, MA
    30+ days ago
    Boston, MA
    30+ days ago
    Locations
    Calgary, Edmonton, Vancouver, etc.
    About the Team
    Searching for your dream job? At Qualtrics, we change the way universities deliver experiences to their customers and employees by starting with our own. Come see what it’s like to have an amazing employee experience from the world’s top Experience Management company, continually being recognized as one of the best places to work.
    Qualtrics’ Public Sector Account Executive team is dedicated to changing the way our clients collect, analyze, and act on Experience data. Forrester reports that companies generate a 674% return on investment when using Qualtrics. Now that’s a solution you can get behind!
    As an Account Executive, you will focus on growing new revenue through strategic, relationship-based selling, a hunter mentality, and educating prospective and current customers on the value of Qualtrics AXM. Our most successful Account Executives have a track record of exceeding quota, acting as trusted advisors to clients, and being passionate teammates.
    The challenge? Qualtrics AXM is a very versatile platform, adding value to a limitless array of decision makers. If you enjoy a strategic, analytical sales process and working with a variety of institutions selling Qualtrics AXM will always keep you learning and growing.
    Your Day in the Life
    + You sell the Qualtrics platform and become trusted advisors to faculty and university administration.
    + You engage with clients at all points of the sales cycle - including prospecting, product demonstrations, on-site presentations, through close
    + You drive net-new revenue growth through new logo acquisition and expansion of current accounts
    + You educate clients on packages and options applicable to their situation, demonstrating how features and benefits match their needs
    + You develop and execute strategic plans for your territory and build reliable forecasts
    Who are you?
    + You are known for your strong work ethic and hunter mentality
    + You thrive in a competitive, collaborative environment
    + You earned a Bachelor's degree
    + You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications
    + You have demonstrated a consistent track record of hitting and exceeding quotas
    + You love closing complex, consultative deals
    + You are able to travel approximately 10 percent of the time
    + You have experience selling to University Deans and Provosts
    + You have experience selling into community colleges
    + You have 10+ years of quota-carrying sales experience, ideally in SaaS (senior levels)
    What differentiates us from other companies
    + Work life integration is deeply important to us - we have frequent office events, team outings, and happy hours.
    + We take pride in our offices design aiming at cultivating creativity from our rooftop views to an open and collaborative work space.
    + Employee Resource Groups – Women’s Leadership Development, LGBTQ+, Veterans, and Multicultural Groups
    + On top of standard benefits package (medical, dental, vision, life insurance, etc) we provide snacks, drinks, and free lunches in our office.
    + Great maternity/paternity leave benefits for growing families.
    SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities (requests for reasonable accommodation will be considered on a case-by-case basis). If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please contact us:
    EMEA - Careers@sap.com
    Americas - Careers.NorthAmerica@sap.com
    Americas - Careers.LatinAmerica@sap.com
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    Posted

    30+ days ago

    Description

    Director, Product Management - Public Sector Platform
    Location: Santa Clara (HQ), CA; Vienna, VA; Remote Bay Area, CA 


    Company
     

    Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. This includes public sector employees who serve billion of citizens globally who want to get the same level of great services and outcomes as they are used to from the private sector.  

    We put people at the heart of everything we do. Our people have a passion for learning, building, and innovating. Whether you’re a product manager, an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.  

    We are a dynamic and rapidly growing cloud software company with a strong sense of dedication to our customers. We work hard but try not to take ourselves too seriously. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business. We provide competitive compensation, generous benefits, and a professional, yet relaxed atmosphere. 

    To sustain our explosive growth, we are looking for drivers—people who thrive on ambiguity, navigating the unknown, and live for the next big challenge. We seek to employ the brightest and most forward-thinking talent on the planet, and we want to hire people who have their best work ahead of them. Accelerate your career and succeed in an environment where you can make an impact daily. We invite you to join in to stand out. 

    Team 

    Join the Platform and Ecosystem product management team and lead our public sector product strategy and execution. Work with exceptional product managers, developers, designers, researchers, go to market and solution consultants. Platform Foundation and Ecosystem provides scalable and intuitive platform services that enable ServiceNow, partners and customers to build, extend and deliver ServiceNow products. We are the engine behind the ServiceNow’s “platform of platform” vision.  

    Role 

    In this unique role, you will handle creating our public sector and regulated markets product strategy, aligning it internally and across our partner ecosystem. You will build business cases and execute them through a multi-year, multi-channel and multi-product roadmap. ServiceNow is already a leading provider of PaaS (including iPaaS, aPaaS, hpaPaaS, and BPM) for many US federal, state and civil agencies and is expanding to new public market segments globally. This role is highly collaborative, working actively with solution consulting across the globe, all business units in ServiceNow, and our ecosystem of partners who complement our products and build vertical solutions on top of the ServiceNow platform.  

    What you get to do in this role 

    Product Strategy and Planning 

    • Lead our public sector product strategy helping ServiceNow to scale to $10B+ revenues 
    • Analyze current public sector use-cases, user/buyer personas 
    • Build and own competitive analysis, differentiation and positioning 
    • Validate and refine product strategy and early product discovery through Design Partner Program, Product Advisory Council and with partners and customers directly 
    • Develop business cases, multi-year roadmaps together with other business units, and own their execution 
    • Engage actively key stakeholders on inputs for product strategy and roadmaps, get buy-in, manage communications, expectations and dependencies 
    • Over time, expand our footprint in public, owning key product and business outcomes 

    Customer Insights and Discovery 

    • Analyze user jobs/needs and product gaps related to public sector customers 
    • Work with research and design teams to discover what problems to solve and why 
    • Understand use-cases and our products across different business units and partners 
    • Understand how customers are using our products today, their gains & pains 
    • Define key product success metrics and outcomes, tied to business cases 
    • Know key customers and partners intimately, their specific use cases 

    Requirements Prioritization and Delivery 

    • Establish and maintain relationships with the other BUs to evaluate and manage cross-BU dependencies and roadmaps 
    • Create detailed product roadmaps, including acceptance criteria, use cases, success metrics, and related documentation 
    • Define and prioritize product requirements together with design and engineering  
    • Collaborate cross-functionally during execution to understand status, risks, dependencies and help to address them proactively 
    • Work with go-to-market and consulting teams to support product adoption and learn from customer feedback 

    To be successful in this role, you have 

    • 10+ years B2B/B2C PM experience (ideally some years in public sector/government) 
    • Platform-type product experience (iPaaS, aPaaS, hpaPaaS, IaaS, SaaS) 
    • Strategic mindset, experience in product strategy demonstrating customer value and business outcomes 
    • Exceptional communication skills and stakeholders’ management  
    • Entrepreneurial drive: self-starter, able to navigate high degree of uncertainty and risk 
    • Customer focus: deep curiosity about customer needs and a track record in building strong customer relationships 
    • Strong prioritization skills and discipline to focus on high impact activities 
    • Facilitative leadership skills: can use marketing, product, and business knowledge to inform decisions and communicate effectively with and influence internal and external parties 
    • Exceptional problem-solving and analytical skills and a proven process of data-validated, hypothesis-driven, experiment-tested decisions 
    • Technically savvy, experience working with developers and designers to craft delightful customer experiences
    • US Citizenship 

     

     

     

    Source: Service Now