Vice President of Research and Advisory, Service Offer Optimization

JOB DESCRIPTION

TSIA’s mission is to accelerate revenue, scale and profit performance of technology businesses. Our member companies include virtually every major player in global markets of IT, Cloud, Healthcare Technology, Industrial Equipment, and Technology Service Providers. We serve the over 80% of the Global Tech 100, 35K+ executives across 500+ memberships in 65 countries. The technology industry continues to have more revenue coming from service offerings, than at any time in the past. As this trend amplifies, the service offerings of product companies have proliferated.

The Vice President of Research and Advisory, Service Offer Optimization, is part of a growing research team responsible for the successful application of TSIA frameworks and insights by its technology industry member companies. The successful candidate person will work closely with the research colleagues and leadership, analytics team, membership development and member success teams to serve the needs of service executives at TSIA member companies.

RESPONSIBILITIES

The Vice President of Research and Advisory for Service Offer Optimization will:

  • Possess extensive experience and current knowledge of how B2B technology companies develop and go to market with a range of service offerings
  • Understand industry trends in service offer portfolios how B2B tech suppliers are adapting their own service offer portfolios.
  • Engage technology industry executives to identify their most pressing challenges.
  • Work with member companies to coach on proven practices for rationalizing their service offers across multiple lines of delivery (support, education services, professional service, customer success) to maximize both growth and profitability.
  • Lead the primary research agenda for service portfolio development and go to market through a proprietary primary research process including hypothesis generation, patterns, root cause and correlation analysis to identify demonstrated best practices.
  • Identify service executive needs and develop the research agenda around those needs.
  • Conduct surveys and phone interviews with executives, academics, and industry experts to discover industry trends and case studies.
  • Augment primary research with secondary research methods for the highest quality insights and thought leadership.
  • Present research findings to senior internal researchers, managers, and member company executives.
  • Bring the research to the member companies via continuous reports, white papers, blogs, member webinars, workshops and conference sessions and panels.
  • Create frameworks and guidance for technology industry service executives to help establish and strengthen practices that are correlated with sound business results.
  • Work across the research team to identify, collaborate and take advantage of overlapping themes and projects.

REPORTING

This position will report to the VP & Managing Director, Offers Research and Advisory, and will work closely with the VP, Research of Service Revenue Generation, the VP of Membership Development and VP of Member Success to acquire new members and ensure optimal value realization for existing members.

KEY RESULTS METRICS

Like every employee of TSIA, the Vice President of Research will be evaluated on the ability of the firm to grow and meet the business needs of members. Additionally, this position will be evaluated on the following criteria:

  • Member retention in the Service Offer Optimization research proactive
  • Quality of research deliverables and member engagement
  • Responsiveness to member inquiries
  • Peer evaluation

QUALIFICATIONS

The successful candidate will have:

  • 15+ years professional experience.
  • 10+ years’ experience in the technology industry serving B2B customers and most of that time within the services function.
  • 5+ years prior experience designing and deploying service offers and offer portfolios.
  • Strategic thinker with attention to detail and organization skills
  • Outstanding communication and executive engagement skills
  • Highly competent with presentation creation and delivery
  • Previous experience applying industry benchmarking analysis
  • Track record of analysis and data manipulation
  • Solid proficiency with the following tools: Tableau, video conferencing, Microsoft Office Apps, Salesforce
  • Willingness to travel 25%

Education Required: B.S. or B.A.

Preferred: Economics, IT, Marketing or Statistics degrees. MBA

Experience Required: See above

Preferred: Previous experience working with TSIA.

LOCATION

This is a full-time position. The candidate can be based anywhere in the U.S, between Eastern and Pacific Time Zones, and will be given state-of-the-art tools to communicate with co-workers and members around the world.

ABOUT OUR COMPANY

TSIA’s mission is to accelerate revenue, scale and profit performance of technology businesses. Our member companies include virtually every major player in global markets of IT, Cloud, Healthcare Technology, Industrial Equipment, and Technology Service Providers. We serve the over 80% of the Global Tech 100, 35K+ executives across 500+ memberships in 65 countries.

TSIA’s core values include:

  • We are open, honest and supportive.
  • We operate as one team, actively helping our members change the world.
  • Our families and our welfare come first.

TSIA Diversity: As a research institute, we believe the best insights come from being challenged by the most diverse perspectives. At TSIA, we are committed to business practices that allow all dimensions of diversity to influence and accelerate the success of our members, our employees, and our shareholders

MORE

For more information, please contact Laura Fay at laura.fay@tsia.com

About TSIA

The Technology Services Industry Association (TSIA) is the world's leading research organization dedicated to helping technology companies achieve profitable growth and solve their top business challenges. Services, Sales, Product, and Channel organizations at technology companies large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, and exceptional peer networking opportunities. TSIA’s membership community consists of over 35,000 executives from 65 countries and represents 80% of the Fortune 100 technology companies.