Director, Professional Services

MicroStrategy Services•New York, NY

19h•Hybrid

About The Position

The Director, Professional Services (PSD) is a strategic leader responsible for building, growing, and managing a high-performing consulting organization — increasingly built around consultants and forward-deployed engineers who pair hands-on technical delivery with consultative client leadership — that drives customer value, revenue growth, and software and AI adoption. Beyond delivery excellence, the PSD plays a critical role in selling and positioning Professional Services, partnering with Sales and client executives to identify high-value use cases, accelerate adoption, and expand enterprise footprint through a consultative, value-based approach — including embedding forward-deployed engineering pods directly within client environments to co-build and operationalize solutions inside live business workflows. The PSD owns regional services P&L, drives services revenue growth, develops new service offerings, including forward-deployed engineering and AI implementation capabilities, aligned to market needs, and ensures services act as a catalyst for software expansion and long-term customer success.

Requirements

Motivation | Innovation | Passion | Integrity | Teamwork | Customer Focus | Executive Presence | Business Acumen | Technical Fluency
Bachelor’s degree in Computer Science, Engineering, Business, or related field (advanced degree preferred)
8–12+ years of consulting and consulting leadership experience, including experience building or scaling forward-deployed engineering, solutions engineering, or embedded technical consulting teams
5+ years managing a services business including full P&L responsibility
Demonstrated experience selling and positioning Professional Services — including forward-deployed engineering and AI implementation offerings — in support of enterprise software sales
Proven success partnering with Sales to influence pipeline, close complex deals, and increase services attach rates
Experience engaging C-level executives in consultative, value-based conversations
Strong understanding of enterprise software adoption, digital transformation, and value realization strategies
Prior experience in systems integration consulting or software vendor services
Working technical fluency across modern software and AI delivery — APIs, cloud platforms (AWS/Azure/GCP), data integration, and LLM/agentic application patterns (RAG, agent orchestration) — sufficient to credibly lead, recruit, and coach technical talent
Proven ability to translate ambiguous client business problems into shippable technical solutions in direct partnership with client engineering and business stakeholders
Demonstrated ability to scale and grow a consulting organization
Strong forecasting, resource planning, and financial management skills
Excellent executive communication, presentation, and negotiation skills
Demonstrated ability to recruit, develop, and retain high-performing consulting and forward-deployed engineering teams
Strong understanding of modern data and AI architectures (cloud data platforms, APIs, RDBMS, and RAG/LLM application patterns) underpinning enterprise software and AI adoption

Responsibilities

Actively partner with Sales leadership to co-sell Professional Services and drive services attach rates.
Engage client executives (CIO, CDO, CFO, Business Leaders) to identify strategic use cases and transformation opportunities.
Lead consultative discovery discussions to uncover business challenges and position services-led solutions.
Drive software adoption and expansion by aligning services engagements to measurable business outcomes.
Contribute to pipeline development, deal strategy, and account growth planning.
Identify and develop new services offerings that align to market demand and product strategy.
Build and scale a forward-deployed engineering (FDE) capability within Professional Services — hybrid engineer-consultants who embed directly inside client environments to design, build, and operationalize AI/LLM-powered and data-driven solutions against live business workflows.
Champion a hands-on, co-build delivery model — rapid prototyping, iterative development, and direct integration with client APIs, data pipelines, and cloud infrastructure — as a complement to traditional advisory-led consulting.
Partner with Product and Engineering leadership to translate embedded client learnings into repeatable, packaged offerings (agentic workflows, RAG-based solutions, workflow automation) that scale across the customer base.
Define and track delivery success against measurable business ROI — efficiency gains, revenue acceleration, and adoption — generated through forward-deployed engagements, not just utilization or CSAT.
Recruit, coach, and retain forward-deployed engineers and technical consultants who combine engineering depth (APIs, cloud platforms, data integration) with executive-level client communication.
Develop trusted advisor relationships with client executives and senior stakeholders.
Guide customers from implementation to value realization and enterprise-wide adoption.
Lead executive steering committees and strategic roadmap discussions.
Ensure services engagements drive quantifiable ROI and long-term partnership growth.
Manage Production, Education, and Forward-Deployed Engineering consulting resources.
Ensure high-quality services delivery across all engagements, from advisory-led consulting to embedded technical builds.
Promote best practices, innovation, and knowledge sharing across the consulting organization.
Provide delivery oversight to ensure customer satisfaction and referenceability.
Drive adoption of scalable, repeatable consulting and forward-deployed engineering methodologies.
Establish delivery standards and technical guardrails (security, code quality, deployment practices) for engineers embedded on-site or remotely within client environments.
Lead recruiting, development, and retention of top consulting talent.
Develop career paths and professional development programs.
Forecast capacity, utilization, and services revenue.
Manage regional services P&L, ensuring profitability and margin targets are met.
Coordinate closely with regional sales and corporate leadership.
Support and execute regional and corporate initiatives.