Product Manager (Wide Area Networks and Voice Connectivity) DEPARTMENT:
London (Blackfrairs Road) Job Purpose:
To define and manage Maintel’s wide area networks and voice connectivity portfolio and proposition, both products and services. Responsible for portfolio, roadmap, pricing, partner strategy, product performance at gross and net margin level, and creating a compelling, competitive and differentiated portfolio to ensure Maintel’s leading position as a UK cloud and managed services player. Job Accountabilities:
As a member of the Maintel Product Management Team
To contribute fully as a member of the Product Management Team ensuring that it achieves its business objectives
To ensure that Maintel’s overall product propositions are joined up and serve Maintel’s core vision and strategy In role:
To define and execute the Maintel Product and Services Strategy in the Portfolio Areas
To deliver against the defined scorecard, including measures such as revenue less external costs, Revenue, Renewal rate, Delivery timescales and Pipeline
To drive the implementation of the product roadmap, ensuring Maintel’s proposition and product portfolio are right for the company’s strategic aims
To ensure the smooth delivery of components required to enable the successful delivery of customer projects
To manage the withdrawal and replacement of products and services, ensuring timely communication of withdrawal to customers, and support to the account team to position potential replacements
Reviewing bid offers to ensure proper incorporation of propositions, products, re-useable solutions and adherence to current and future technology/services strategies.
Product Introduction & Withdrawal
To manage the introduction of new services and capabilities, ensuring that quotations can be produced, pricing is clear, costs are minimised, outputs are clearly defined, and the delivery/implementation of customer projects is smooth and predictable
To enable sales and pre-sales to sell and propose the portfolio offers through facilitating and delivering sales, pre-sales and technical training and collateral, including price lists, pricing tools, product and service descriptions
To support the development of an appropriate support strategy
To work with Operations to ensure effective implementation of new products and services
To manage the withdrawal and/or replacement of old capabilities and suppliers, ensuring that customers have a commercial or technical migration path where feasible, and that account managers are aware of which of their customers will be affected and what they need to do.
To understand the range of new or developing services and technologies.
To manage the complete product lifecycle from introduction to replacement
To use appropriate judgement when deciding whether to support non-Portfolio sales, and to support the business when selling tactically chosen non-Portfolio products.
Generate and maintain appropriate collateral and internal documentation for all products and services within the Secure Connectivity voice and data portfolio including WAN, SD-WAN, Cloud Connect, SIP, calls and lines, Inbound and conferencing services.
To ensure that accurate documentation is in place to assist the production of quotations and scope of works documents to be written by pre-sales
To ensure that supporting technical materials are in place to be used by sales and engineering when selling or implementing Portfolio solutions for customers.
To assist with selection of partners based upon knowledge of current and future technical capabilities
To assist with the selection of key suppliers based upon knowledge of current and future technical capabilities, involvement with market leading bodies, performance and market reputation. The portfolio for Services includes:
access via DSL, Fibre, Ethernet, GSM
Cloud Connect - Connections to Cloud Services Providers (AWS, MS Azure, Office365)
SD-WAN – managed, flexible and scalable software defined, dynamic networks.
ICON Gateway - Interconnect customer VPN with other ICON services
Internet Access - Centralised or local internet access
Data Centre Managed Co-location - presence in 17 UK data centres
Voice services SIPCPS
WLR using ISDN and PSTN lines
Conferencing Key Challenges:
To deliver a product strategy within the Secured Networks Pillar, including defining positioning for the products and services in the portfolio, to address Maintel’s diverse customer base in a market sector that is rapidly changing
To create and productise differentiating propositions and services that are attractive to customers, the salesforce and make Maintel’s offers stand out from the competition
To grow the capability and reach of the ICON Connect SD-WAN service
To make strategic decisions about the portfolio, rationalising or adding to the portfolio to enable consistent, high quality delivery and support.
To achieve the optimum strategic position for Maintel with its major suppliers/partners
To optimise and streamline pricing and product positioning to reduce friction and cost of sale Person Specification:Qualifications
Degree-level qualifications or equivalent experience, ideally in a technology discipline
Skills and Aptitudes
Excellent Business to Business development skills
Intelligent with excellent commercial acumen and numerate
Good communicator and negotiator with strong customer skills
Able to finish and complete projects, with good attention to detail
Good team player
Commercial awareness and understanding essential
Knowledge of carrier wide area networking, and voice connectivity services essential
Previous Product Management experience highly desirable
Knowledge of Cisco’s SD-WAN solution desirable but not essential
Automation and simplification of pricing and delivery services highly valued
To apply, please send your CV to Careers@Maintel.co.uk