Director, Professional Services Industry

About the role

The is entrusted with defining and owning the strategic trajectory of the Professional Services sector within our portfolio. This leadership position serves as the definitive industry voice, shaping the narrative and positioning of Unit4 as the definitive enterprise resource planning partner for professional services organizations worldwide. The role holder is accountable for architecting and executing a cohesive go-to-market strategy that directly targets the generation of high-quality sales pipelines and sustainable revenue acceleration. Success in this position is intrinsically linked to the ability to forge deep, C-level relationships within major consultancies, engineering firms, and legal and advisory practices, translating complex operational needs into compelling business narratives. A core component of the role involves establishing Unit4 as the preeminent thought leader and trusted advisor through authoritative content, active participation in key industry forums, and strategic engagement with influential analyst organizations. The director will steward the Professional Services Industry Board, cultivating a premier community of customer advocates to facilitate direct feedback loops and collaborative solution development. This position demands a fluent partnership with Product Management to ensure that the distinct PSO operating model is embedded within the strategic product roadmap and future innovation cycles. Furthermore, the role requires the creation of precise value propositions and robust sales enablement assets designed to empower every facet of the commercial and delivery organization. The individual must command a sophisticated understanding of the PSO value chain, encompassing critical financial metrics such as utilisation, project profitability, partner economics, and the complexities of revenue recognition under IFRS 15 and ASC 606. Ultimately, this is a high-impact leadership role that requires engaging with enterprise stakeholders at the most senior operational and executive levels to secure Unit4's position as the ERP partner of choice for the global professional services market.

Key facts

What you'll do

Define and execute a comprehensive industry strategy for the Professional Services sector to establish Unit4 as the leading ERP partner for this market.

Architect and own a data-driven go-to-market plan that generates qualified pipeline and accelerates predictable revenue growth for PSO customers.

Serve as the primary external spokesperson for Unit4 within the professional services domain, representing the brand at major industry forums and analyst events.

Champion the development and deployment of compelling narratives that articulate Unit4's distinct value to C-suite leaders within major consultancies and service firms.

Lead and shape the Professional Services Industry Board to foster a structured community of top-tier customers for co-creating product solutions and gathering strategic feedback.

Collaborate closely with the Product Management organization to ensure the PSO industry's specific operational and functional requirements are prioritized on the product roadmap.

Create authoritative thought leadership content and sales enablement materials that address critical PSO challenges around project profitability and resource management.

Establish a structured customer reference and advocate program to build credible market trust and validate Unit4's impact within the professional services ecosystem.

Act as a strategic advisor to internal teams, translating complex market dynamics and customer needs into clear, actionable strategies for sales and delivery.

Ensure a deep fluency in PSO industry dynamics, including global standards for revenue recognition, partner economics, and the nuances of billable utilization models.

Engage with executive stakeholders, including CFOs, COOs, and CEOs, at a peer level to influence strategic buying decisions and long-term platform selection.

Develop and articulate a powerful value proposition centered on the specific financial and operational metrics that drive success for project-based service businesses.

Leverage a comprehensive understanding of ERP-supported workflows to demonstrate how Unit4 solutions optimize project delivery, financials, and resource management for PSOs.

Act as a visible leader within the industry by authoring articles, delivering keynote addresses, and participating in high-profile professional associations and conferences.

Requirements

The candidate must possess extensive leadership experience within, or a deep sales background targeting, major Professional Services Firms, including consulting, engineering, IT services, legal, and audit or advisory practices.

This role requires the credibility and executive presence to confidently engage with board-level audiences within top-tier professional services organizations on matters of strategic importance.

A comprehensive and demonstrable understanding of the Professional Services operating model is an absolute prerequisite, including expertise in utilisation, project profitability, partner economics, and adherence to revenue recognition standards such as IFRS 15 and ASC 606.

The ideal candidate must have a proven track record of navigating complex ERP landscapes and possess demonstrable knowledge of ERP systems and the specific workflows they support for project-based businesses.

The candidate is expected to maintain an established industry network and exhibit an external profile recognized through published work or high-profile speaking engagements within the PSO domain.

It is essential that the individual can translate complex market dynamics, competitive landscapes, and technological trends into clear, actionable, and strategic plans for internal and external audiences.

Superior communication, influencing, and presentation skills are mandatory, with a proven ability to comfortably address large audiences and articulate sophisticated concepts to senior leadership.

The role necessitates an execution-oriented mindset characterized by disciplined project management, ownership of key deliverables, and a collaborative spirit firmly aligned with Unit4's core organizational values.

The candidate must exhibit a deep passion for customer success, a results-driven focus on achieving measurable business outcomes, and a forward-thinking perspective on the evolving future of work in the professional services sector.

Practical notes

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