The Offering Manager provides detailed direction on key technical and marketing tasks to launch an offering feature, offering, or collection of offerings in the portfolio. Accountable for key outcome metrics, including customer satisfaction, accessibility and revenue and profitability of assigned offering. Performs or commissions analysis to identify needs and quantify opportunity. Has regular meetings with target market customers and prospects to gather market requirements and develops an understanding of the competitive landscape and key market influencers inclusive of offering capabilities, consumability, and go-to-market strategies. Articulates market problems to the broader offering team. Leads designers and developers to translate prioritized market requirements to development plans (e.g., via personas, use cases, user stories, and/or market requirements documents), helping to define a differentiated offering. Works collaboratively with development leaders, product architects, product designers, and key customers to appropriately package features into offering releases and ensure offering designs reflect business objectives (e.g., by creating quarterly roadmaps, monthly release plans). Regularly participates in overall functional program planning (e.g., for offering content, usability, schedule, and quality). Drives customer validation through beta programs and client meetings, confirming requirements are addressed by the delivered solution. Demonstrates offering capabilities and value proposition to external stakeholders (customers, partners, and analysts), analyzing feedback to identify potential gaps or opportunities and make recommendations on how to address them. Negotiates offering contracts with development teams, drives cross-functional collaborative efforts to meet offering schedule commitments, and actively manages the plan of delivery including associated risks. Provides ongoing technical and or operational guidance to lead professional work teams. Converts technical positioning into key market messages for offering launch. Confirms that marketing communications articulate the value proposition for key features and are developed and delivered in a digitally consumable way. Works with development and marketing to deliver digital assets in support of "always-on" marketing and digital engagement, such as interactive demos, trials/evals, and user forums/communities. Confirms that sales execution plans are in place. Works with enablement to plan continuous learning programs for sales team and partners and to guide creation of enablement assets (conversation guides, competitor overviews), tools, and technical assets (offering architectures). Identifies offering references for industry and customer referrals. Monitors the sales process. Works with legal to create a standard offering contract that is simple for customers and meets all purchasing requirements. Works with development and marketing to ensure user analytics are appropriately embedded, tracked, and analyzed. Addresses serviceability issues with the offering and customer challenges.
Required Technical and Professional Expertise
Well-versed in industry trends in Cloud computing and software defined networking.
At least 5-7 years offering management or equivalent experience
Knowledge of Enterprise networking and understanding of public and private cloud market, IBM offerings (SoftLayer), and IBM competitors (AWS, Azure, Google).
Exceptional ability to communicate effectively with both technical professionals and executives. Capable of translating detailed technical issues to business-relevant concepts.
Experience managing P&L with associated profit attainment pressures.
Experience working and managing with the Agile project management methodology.
Experience working with the IBM Design thinking methodology.
Demonstrated organizational skills, attention to detail, and ability to multi-task.
Ability to work well independently or within a team, particularly cross-functional teams.
Flexibility to work across multiple time zones and work with differing cultures.
Preferred Tech and Prof Experience
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.