Principal Product Commercialization Specialist - Channels

About the role

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers. If you're looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you'll find it here. We're recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more.

Responsibilities

• 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.
• 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 represents R&D.
• 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.
• 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.
• Create 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.
• Lead product acquisition functional due diligence and gap analysis for M&A targets and key partnerships.
• Prioritize 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.
• Represent product team in packaging and pricing strategy.
• Contribute to launch planning of new products and releases.
• Define adoption and utilization strategy for key offerings with cross-functional partners.
• Evangelize the product differentiation and new innovations both internally and externally (industry analysts, innovation awards).
• Lead Channel innovation updates and discovery with partner user groups, advisory boards, and key accounts or prospects.

Requirements

• 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 8+ years of progressive experience in tech solutioning, product management, product strategy, or product marketing overseeing complex B2B product portfolios and 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.
• Proven track record of 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%.

Qualifications

• Legal authorization to work in the United States or Scotland.
• Experience with emerging technology and business issues.
• Build Partnerships- Developing and leveraging relationships within and across work groups to achieve results.
• Influencing- Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.
• Establish Strategic Direction- Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions.