Services Engagement Manager

Job Description

Role Summary

Primary Responsibilities

• SOW and proposal development:
• Draft, iterate and finalize Statements of Work, implementation plans, SOW appendices and professional services schedules aligned to the commercial terms agreed by the Account Manager.
• Define deliverables, milestones, acceptance criteria, dependencies, assumptions, resource requirements and delivery timelines.

Commercial And Pricing Design

• Build services pricing models and cost estimates that align with company margin targets and customer expectations.
• Apply pricing levers (fixed-price, time & materials, milestone-based, outcome-based) and recommend the optimal engagement model.

Opportunity Support And Deal Governance

• Act as PS subject-matter partner in deal meetings; translate customer requirements into scoped solutions and SOWs.
• Maintain version control and audit trail for SOWs; ensure compliance with company contracting standards.
• Coordinate approvals with finance, legal, delivery leadership and sales operations for deal sign-off.

Risk Management And Delivery Handover

• Identify and surface delivery risks, pre-requisites and change-control points in the proposal stage.
• Execute structured handover to delivery teams after contract signature: resource alignment, knowledge transfer, kick-off artifacts.

Process, Templates And Enablement

• Create and maintain SOW templates, pricing calculators, checklists and deal playbooks for scalable, repeatable PS quoting.
• Train and advise sales and delivery stakeholders on PS scoping best-practices and the SOW process.

Measurement, Reporting And Continuous Improvement

• Track estimate-to-actual variance, SOW cycle time, margins and post-delivery outcomes to continuously improve scoping and pricing accuracy.

Navigate The Professional Services Organisation

• Identify the right people and roles that need to support opportunities from the broader PS organisation.
• Matrix management of pre-sales teams

Kpis

• Bookings: Meet or Exceed PS Bookings Target.
• Margin: Average Margin on PS Bookings

Okrs

• SOW cycle time: Average time from initial scoping brief to signed SOW.
• Conversion rate: Percentage of opportunities with a PS SOW that convert to signed deals.
• Estimate accuracy: Variance between proposed PS effort/cost and actual delivered effort/cost.
• On-time handover: Percentage of projects handed over to delivery on schedule and with complete artifacts.
• Compliance / quality: Number of SOWs requiring rework due to contractual or compliance issues.
• Customer/delivery satisfaction: Post-kickoff satisfaction or early delivery NPS relevant to scoping accuracy.

Required Experience, Skills & Attributes

• Solid experience in professional services pre-sales, PS engagement management, solutions engineering for services, or PS delivery leadership supporting sales — software industry preferred.
• Demonstrated experience drafting and negotiating SOWs, fixed-price and T&M engagements, resource scoping and pricing for software/implementation projects.
• Experience working with sales teams and delivery organizations; familiarity with contracting, legal and finance review processes.

Technical & Commercial Skills

• Strong commercial acumen: pricing models, margin management, ROI and TCO basics.
• Excellent written and verbal communication — can convert business requirements into clear SOW language and pricing rationale.
• Comfortable using CRM/PSA tools (e.g., Salesforce, PSA/time entry tools), Excel-based pricing models and document version control.

Behavioral Attributes

• Highly organized, detail-oriented, and able to keep complex deal artifacts aligned across stakeholders.
• Collaborative, persuasive and able to maintain neutrality between sales ambitions and delivery constraints.
• Pragmatic problem-solver who can push back constructively to protect delivery feasibility and company risk.

Education & Certifications (Preferred)

• Bachelor’s degree in Business, Engineering, Computer Science or related field.
• Certifications in project management (PMP, Prince2) or commercial negotiation are a plus.

Benefits

• We are proud to offer a range of incentives to our employees worldwide.
• These benefits are available to everyone, regardless of grade, and reflect the values we uphold:
• Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave.
• Well-being: Access Confidential one-on-one therapy through our Employee Assistance Program, find support from our network of Wellbeing Champions and Gather Groups, and a calendar of monthly events and initiatives designed to help you thrive - Inside and Outside of work.
• Medical, life & disability insurance, retirement plan, lifestyle and other benefits*
• Sustainability: Benefit from paid time off for volunteering and donation matching.
• DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
• Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.
• Recognition: Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best.
• Specific benefits may vary by location.
• At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together.
• We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves.
• Be unique, be exceptional, and help us make a difference at Finastra!

Job Details

About The Company

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