Senior Principal Portfolio and Offer Management

This is a fully remote position, open to applicants in United States.

📋 Description

• Convert company strategy and customer needs into a well-prioritized portfolio and offer roadmap.

• Maintain a comprehensive portfolio overview across C1 solutions and services, pinpointing gaps, overlaps, duplications, investment priorities, and offers for enhancement, consolidation, or retirement.

• Set up standards for offer management, including stage gates, ownership, documentation, and lifecycle decision criteria.

• Leverage market trends, customer insights, win/loss analysis, partner direction, competitive intelligence, and field feedback to suggest priorities and opportunities.

• Oversee roadmaps, status updates, dependencies, risks, and executive-level reporting.

• Lead priority offers from inception to general availability, addressing business cases, requirements, value propositions, target customers, use cases, packaging, pricing, delivery and support models, launch, enhancements, and retirement.

• Draft and uphold Product/Offer Requirements Documents and secure stakeholder approval.

• Define customer outcomes, differentiators, scope, deliverables, assumptions, dependencies, and success criteria.

• Coordinate quality gates and approvals across Finance, Legal, Operations, Professional Services, Managed Services, Delivery, Marketing, Sales, and other departments.

• Ensure that configuration, quoting, ordering, contracting, delivery, support, and reporting processes are operationally prepared.

• Engage with customers and Sales during alpha/beta or early-adopter phases to validate market fit and incorporate feedback.

• Develop go-to-market strategies in collaboration with Sales and Marketing, focusing on target segments, customer challenges, positioning, sales motions, routes to market, and launch initiatives.

• Create sales plays, talk tracks, battle cards, solution briefs, discovery guidance, qualification criteria, use cases, presentations, and FAQs.

• Coordinate enablement for Sales and Sales Engineering through sessions, webinars, recorded content, demonstrations, launch communications, and documentation.

• Collaborate with Marketing on offer names, messaging, web content, campaigns, events, thought leadership, and demand generation efforts.

• Support strategic customer discussions, executive briefings, and key sales opportunities.

• Develop business cases that encompass market opportunities, revenue, investment, costs, pricing, gross margins, recurring revenue, and anticipated returns.

• Create and validate costing models for Professional Services, Managed Services, Maintenance, Cloud, software, and partner services.

• Recommend pricing models, packages, bundles, subscription structures, and commercial programs.

• Define financial and adoption metrics, measuring actual performance against approved business cases.

• Identify underperforming offers and propose corrective actions, repositioning, investment adjustments, consolidation, or retirement plans.

• Drive priority offer initiatives while maintaining accountability across cross-functional teams.

• Foster relationships across Sales, Sales Engineering, Capability/Practice, Services, Delivery, Marketing, Finance, Operations, Legal, and partners.

• Facilitate decision-making, eliminate roadblocks, resolve conflicting priorities, and ensure adherence to deadlines and measurable outcomes.

• Communicate offer strategies, progress updates, risks, financial performance, and market feedback to senior and executive leadership.

• Enhance offer-management processes, templates, tools, automation, reporting, and governance.

• Manage multiple concurrent offer initiatives, diverse stakeholders, competing priorities, and deadlines.

• Perform additional portfolio and offer-management duties as assigned.

⛳️ Requirements

• Bachelor's degree in business, information technology, finance, marketing, engineering, or a comparable combination of education and relevant experience.

• Over 8 years of experience in product management, offer management, portfolio management, solution management, services strategy, or similar roles within the IT products and services sector.

• Proven track record of taking technology or service offers from concept through to launch, field adoption, performance management, and lifecycle optimization.

• Experience in developing business cases, pricing models, cost models, revenue forecasts, margin analyses, and financial performance metrics.

• Familiarity with enterprise technology solutions and services, including cloud and data center, cybersecurity, enterprise networking, unified communications, contact centers, AI, Professional Services, and Managed Services.

• In-depth understanding of go-to-market strategies, solution positioning, sales enablement, and the enterprise technology purchasing process.

• Ability to lead complex cross-functional programs and influence stakeholders without direct reporting authority.

• Exceptional written, verbal, presentation, facilitation, and executive communication skills.

• Strong project/program management discipline with the capability to manage multiple priorities and deliverables in a fast-paced environment.

• Proficient in Microsoft Office applications and possess strong analytical skills; experience with offer, CRM, quoting, financial, or portfolio-management tools is advantageous.

• Preferred: experience in Sales, Sales Engineering, Presales, Services, Marketing, or Delivery.

• Preferred: experience with recurring revenue and services-based business models, including Managed Services, Professional Services, cloud, subscriptions, and maintenance.

• Preferred: experience with ownership or significant contributions to P&L, revenue, gross margin, ARR/MRR, or other financial performance metrics.

• Preferred: demonstrated success in simplifying complex portfolios into clear, differentiated, and repeatable offers and sales motions.

• Preferred: knowledge of competitive analysis, market research, pricing strategy, customer discovery, and value proposition development.

• Preferred: ability to blend strategic thinking with hands-on execution.

• Preferred: intellectual curiosity, creativity, urgency, and a focus on measurable business outcomes.

🏝️ Benefits

• 401(k) Plan (35% employer match per dollar up to 10% employee contribution).

• Medical Coverage (3 platforms: UnitedHealthcare, Reference Based Pricing includes member advocacy; and Kaiser).

• RX Home Delivery.

• HSA with Employer Contribution.

• In-vitro Fertility (treatment coverage).

• Dental.

• Vision (2 plans: 12-month and 24-month frames allowance).

• FSA Plans (Healthcare, Dependent Care, and Limited Purpose).

• Pre-tax Commuter Plans.

• Employer-paid Life Insurance.

• Employer-paid Short + Long Term Disability.

• Long Term Disability (2 plans: Employer-paid or optional Self-paid).

• Paid Parental Leave (4 weeks at 100%).

• Employee Assistance Plan.

• Voluntary Life Insurance for team members, spouses, and children.

• Voluntary Accidental Death coverage for team members and spouses.

• Legal/ID Theft Plans.

• TeleHealth services.

• Wellness via Omada Health (healthy living solution).

• Travel Assistance.

• Business Travel Accident Coverage.

• Medical coverage for foreign travel.

• Employer-paid Pet Telehealth services.

• Accident Insurance.

• Critical Illness Insurance.

• Hospital Indemnity Insurance.

• Volunteer Time Off.

• 10 Holidays.

• Summer Sizzle program.

• On Demand Pay (Daily Pay).

• Incentive/variable pay opportunities in addition to base salary.