Services Principal

Position Title: Services Principal - Professional Services

Job Summary:

Pellera Technologies is hiring a Services Principal to own the growth and health of the services relationship with our most strategic clients. This is a senior, client-facing role that sits between Sales and Delivery and is accountable for one thing above all: turning what our clients are trying to accomplish into services engagements that deliver real outcomes and expand the relationship over time.

You will be assigned a small portfolio of our largest services clients and most significant services pursuits. Within those accounts you are the senior services voice, the person the client calls about services, and the person internally accountable for whether that services relationship is growing and whether it is healthy.

Essential Functions:

• Own the services relationship within strategic accounts. Become a trusted services advisor to key client stakeholders and understand their priorities, challenges, initiatives, and technology roadmap.
• Build the Services Account Plan alongside the AE. Understand what services the client buys today, where whitespace exists, and develop a strategy to expand the relationship.
• Identify and develop new services opportunities. Across Professional Services, Managed Services, consulting and advisory, cloud, security, infrastructure, AI and data, and adoption.
• Engage early in strategic pursuits. Help shape the opportunity before an SOW or solution is defined, rather than responding to a services request after the fact.
• Connect technology sales to services opportunities. Look at major product and platform initiatives and determine what assessment, design, implementation, migration, optimization, adoption, or managed services should surround them.
• Conduct executive and client services reviews. Review current engagements, outcomes, satisfaction, upcoming initiatives, risks, and expansion opportunities.
• Act as an escalation point and client advocate. When delivery issues arise, work with delivery leadership to protect the relationship and restore client confidence.
• Orchestrate internal services resources. Bring in the right architects, consultants, practice leaders, delivery executives, and specialists based on the client's needs.
• Help develop and position solutions and proposals. Ensure the proposed services solution addresses the client's business problem and tells a compelling value story.
• Drive cross-sell and lifecycle expansion. Move clients from isolated projects toward broader, recurring relationships, particularly Managed Services and ongoing advisory and optimization services.
• Maintain a services pipeline and growth plan. For assigned strategic accounts and pursuits, partnering closely with the AE and sales leadership.
• Capture and route client feedback. Bring it back into the services organization to improve offerings, delivery quality, and overall client experience.

Required Skills/Abilities/Competencies

• Ten or more years in professional services, consulting, or technology services, including at least five in a client-facing role carrying growth accountability for a portfolio of accounts.
• A demonstrated record of growing services revenue inside large enterprise accounts, including Managed Services and recurring advisory engagements.
• Credibility at the executive level. Able to hold a business conversation with a CIO, CTO, or VP of Infrastructure without a technical escort.
• Working fluency across the modern enterprise stack: hybrid infrastructure, cloud, data and AI, cybersecurity, and managed operations. Depth in one, literacy in all.
• Experience shaping opportunities before an SOW exists, through assessments, workshops, roadmaps, and business cases.
• Comfortable operating between Sales and Delivery without owning either. This role runs on influence rather than authority.
• VAR, systems integrator, MSP, or consultancy background strongly preferred.
• Bachelor's degree or equivalent experience, and willingness to travel to assigned accounts (approximately 30 to 50 percent).

How is Performance Measured:

• Services gross profit growth within assigned accounts.
• Services penetration, measured as services GP as a share of total account GP.
• Managed Services and recurring revenue mix within the portfolio.
• Qualified services pipeline created and shaped, particularly pre-SOW.
• Client satisfaction and retention within assigned accounts.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.