Title: Senior Offering Manager
Location: Boston, MA (Preferred) or New York, NY
The Senior Offering Manager (OM) will have the opportunity to build a provider market sales channel for an innovative cognitive offering for health care providers. The Senior Offering Manager owns strategy for an offering within a market segment, determines its user value proposition, and defines the differentiated offering. Sets detailed direction and priorities across disciplines to bring offering to market. Accountable for driving financial results for offering based on key outcome metrics, which include profitable growth of market share in target segment and revenue and profit performance vs. plan.
Directs and reviews results from market opportunity analysis (e.g., voice of the customer research, historical financial/sales data) to contribute to the segment POV. Leverages stakeholder networks, monitors trends, and actively engages prospects to identify potential growth opportunities. Outlines Strengths-Weaknesses-Opportunities-Threats (SWOT) of major competitive offerings, feature/functionality differences, and estimates of competitor share across geographies. Leverages business analytic tools to derive insights and scenario analysis to develop or hone appropriate strategic responses.
Develops and delivers innovative offerings to market, defining all offering elements and value proposition including components (e.g., services, offerings, etc.), functionality, UI/UX needs, customer success, digital engagement, APIs, and ecosystem requirements. Initiates IBM Design Thinking approach with Hills, Playbacks, and Sponsor Users to design easy-to-use offerings, define the offering user experience, and create client journey maps. Interprets client needs and use case scenarios, translates needs into differentiating and innovative offering design requirements, and provides a long-term roadmap and release plan for the offering as a key component of the strategic plan. Discusses requirements with development and updates requirements to reflect feedback. Ensures offering design is optimized for digital discovery, consumption, and extensibility. Proactively engages and partners closely with global S&D and GBS Industry Leaders and their teams on offering requirements and plans to ensure that offerings are being delivered in an industry and domain context, wherever appropriate.
Decides on capacity to release within development resource budgets, actively engaging in trade-off discussions between capability and schedule. Negotiates offering contracts with the development teams, drives the cross-functional (and sometimes cross-division or cross-Unit) collaborative efforts to meet offering schedule commitments, and actively manages plan risks associated with commitments. Monitors offering contracts with the development teams to ensure coherency between roadmap commitments and customer communications. Develops Services strategy (e.g., Consulting, Implementation, Managed Services, Support, Training), including capacity requirements by type and geography.
Sets direction for design, sales, and marketing to plan innovative go-to-market strategies. Determines marketing investment by channel, converts technical positioning into key market messages, and indicates which specific competitors and offerings IBM’s messaging and outreach must position against. Maintains close relationships with marketing communications and sales management and leverages superior communication skills to socialize offering differentiation by market segment and client profile/cohort. Specifies level and type of investment in assets and campaigns across different channels including customer events, conferences, media/web/mobile advertising, and digital/social platforms (e.g., interactive demos, videos, trials). Works with Digital to expand market reach through offer discovery, accessibility, and consumability via digital mechanisms (i.e., Universal Marketplace, social forums, inside sales). Approves sales channel plan, sets sales enablement requirements (including certification guidelines), and determines dependencies with technical sales.
Empowers the sales effort for direct, indirect, and self-serve by defining sales processes, supported by the requisite sales tools and assets (physical and digital), enabling customers to choose the right offerings and options via their preferred method of engagement. Determines partner/ecosystem enablement requirements and details roles of partners, by geography, in creating, selling, and/or delivering the offerings. Establishes support plan (e.g., integrated or discrete support teams) and determines delivery resource mix, onshore/offshore mix, and IOT/GEO strategy.
Leverages regular win/loss data analysis, feedback from sales and pre-sales engagements, market trends, milestone assessments, and competitive threats to drive offering release retrospectives and continuous improvement in the business. Drives changes to sales process as determined by win/loss analysis. Addresses critical serviceability issues with major offering customers and anticipates pervasive customer challenges.
Assumes additional responsibilities as assigned.