Vice President of Professional Services

Glass Box Technology (GBT) is hiring a Vice President of Professional Services to lead and grow its services business as a member of the Executive Leadership Team. Reporting to the Chief Technology Officer, the VP owns the strategy, growth, profitability, and delivery performance of GBT's Professional Services organization and scales it through the right mix of internal consultants and partner capacity to meet customer demand.

The organization spans three practices:
Enterprise Networking (switching, routing, and wireless LAN), Network Security built on Palo Alto Networks, and Cloud, Identity & Endpoint, which covers cloud networking and security, identity and access management, endpoint management, Modern Workplace mobility, and secure access for hybrid environments. The VP leads GBT's internal services team and the GBT Project Management Office (PMO), owns services scoping and SOWs from discovery through signature, and manages GBT's subcontracting relationships with delivery partners.

This is a remote role. Because GBT is primarily based in California, the primary working hours are Pacific Time to support West Coast customers.

This role offers the chance to shape GBT's services strategy and build the organization that delivers it.

• Help set company direction with a seat on the Executive Leadership Team.
• Build and scale the Cloud, Identity & Endpoint practice while strengthening established Enterprise Networking and Network Security practices.
• Own the full services lifecycle, from portfolio and pricing through delivery and partner management.
• Lead a fully remote team from your home office.

• Own Professional Services revenue, gross margin, utilization, profitability, and growth.
• Develop and execute the services strategy, annual financial plan, and performance targets.
• Drive services revenue forecasting, capacity planning, and investment recommendations to the CTO.
• Define and price GBT's services portfolio across the Enterprise Networking, Network Security, and Cloud, Identity & Endpoint practices, spanning assessments, design, deployment, migration, and optimization.
• Build and scale the Cloud, Identity & Endpoint practice, with offerings in cloud network and security architecture, identity and access management (including SSO and MFA), zero trust, endpoint management, Modern Workplace mobility, and secure access for hybrid and multi-cloud environments.
• Grow managed and recurring services, services attach on product sales, and partner-funded engagements.

• Direct SOW development through the PMO, from discovery and scoping through pricing, review, and customer signature.
• Establish standard SOW templates, scoping methodologies, rate cards, and pricing models for time and materials (T&M) and fixed-fee engagements.
• Ensure every SOW clearly defines scope, deliverables, assumptions, acceptance criteria, and change-order process to protect margin and reduce delivery risk.
• Partner with the sales team to scope services early in the opportunity cycle and support customer presentations and negotiations.
• Manage change orders and scope adjustments throughout the engagement lifecycle.

• Build and manage a vetted network of subcontractors and delivery partners to extend GBT's capacity and geographic reach.
• Negotiate subcontractor agreements, rates, and flow-down terms aligned to customer SOWs and GBT's MSA obligations.
• Decide when to deliver with internal staff, subcontractors, OEM services, or a blended model based on skills, margin, and customer requirements.
• Hold partners accountable for quality, schedule, documentation, and customer experience on GBT-branded and white-label engagements.
• Work with Finance and the PMO to track subcontractor costs, performance, and certifications and to manage partner onboarding and offboarding.

• Own services relationships with key OEM partners, including Cisco, Arista, and Palo Alto Networks, and maintain the services specializations and certifications GBT needs.
• Partner with the Chief Revenue Officer and sales team to drive account growth, pipeline development, and services expansion.
• Set customer success expectations and delivery standards across all engagements.
• Own strategic customer, partner, financial, and high-impact delivery escalations.
• Represent GBT in executive business reviews, OEM partner programs, and joint initiatives.

• Lead the GBT PMO, including project…