Principal, Product Commercialization for Channels- Hybrid, Cary, North Carolina or Hybrid, Scotland or Remote in EST/CST time zone
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About the job
The Principal Product Commercialization Specialist is responsible for maximizing revenue and adoption of channel product expansions and Cross Functional/Cross Business technology offerings. Direct accountabilities include assessing state of the market and current performance, providing business strategy recommendations to meet corporate growth targets, elevating positioning and compete plans, pricing and packaging, and driving launch to adoption of key products and features. This role will focus on existing and emerging markets, portfolio business acquisitions (M&A), and multiple complex product lines. The Product Commercialization Specialist for Channel Partners will lead and shape the company’s R&D vision and offerings. This role is pivotal in establishing vision and strategy, driving cross-functional alignment, and ensuring R&D teams are enabled to solve the highest value opportunities.
As a Principal, Product Commercialization for Channels, you will:
• Strategy and Vision: Develop and continuously refine the vision and strategy for Channels. Recommends product strategy across multiple portfolios to meet corporate growth/strategy targets over the next 3 years. Leverages data and market expertise to influence organizational direction and corporate strategy. Defines and prioritizes product requirements based on customer, prospect, and evaluator inputs, market direction and field contribution.
• Cross-functional Leadership: Partner and align with Sales, embedded Product Management, Marketing, and Industry Leads to define and exceed commercial goals. Serves as the primary product point of contact for Sales and Marketing and rep resents R&D.
• Market Intelligence: Serve as an expert on market intelligence, customers (on premises and SaaS), evaluators, and competitors to inform strategy. Conducts external, market-driven discovery and research to drive offering strategy.
• Data-Driven Decisions: Provide analysis for quarterly business reviews including commercial health of offerings, competitive position, customer/prospect feedback, market dynamics, and key value creation opportunities. Owns health and trends including annual bookings, win rate, attach rates, penetration, profitability, and retention.
• Value Creation & Ideation: Creates an ideation pipeline of new offerings for future investment understanding the pervasiveness of market problems and propensity to pay, as well as buy/build/partner and monetization recommendations.Leads product acquisition functional due diligence and gap analysis for M&A targets and key partnerships.
• Prioritize: Rationalizes key opportunities and partners with product management and Global Engineering teams to prioritize the highest value problems to solve and partners with teams during execution, launch, and post-launch adoption.
• Launch: Represents product team in packaging and pricing strategy. Contributes to launch planning of new products and releases. Defines adoption and utilization strategy for key offerings with cross-functional partners.
• Evangelize: Partners with Marketing and Industry cross-functional team to evangelize the product differentiation and new innovations both internally and externally (industry analysts, innovation awards). Leads Channel innovation updates and discovery with partner user groups, advisory boards, and key accounts or prospects. Expert in market problems solved in products and ability to speak to and demonstrate within offerings.
• Values: Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.
Required qualifications
• Bachelor’s degree in Business, Engineering, Computer Science, or a related field; advanced degree (MBA or equivalent) preferred.
• Twelve years of overall relevant ent experience including
o 8+ years of progressive experience in tech solutioning, product management, product strategy, or product marketing overseeing complex B2B product portfolios and
o 3 or more years with domain experience in enterprise analytics and data enablement; experience with SAS preferred.
• Equivalent combination of related education, training and experience may be considered in place of the above qualifications.
• Demonstrates expert level product knowledge with external audiences, such as press, thought leaders, analysts, speaking engagements at trade shows and user groups, etc.
• Deep domain/market understanding for building channel / reseller experiences, monetization,and software development lifecycle as well as both on premise and SaaS delivery models.
• Proven track record of developing and executing market-driven product strategies that deliver measurable value through innovation
• Deep experience in discovery, market research, articulating business value, and investment trade-off decisioning.
• Proven track record of building strong cross-functional partnerships to scale and drive growth.
• Ability to travel required up to 15%.