Offering Manager in Many, LA at IBM

Date Posted: 7/8/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Many, LA
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    7/8/2018

Job Description

An Offering Manager defines an offering and owns strategy of offering within a market segment. Sets detailed direction and priorities across disciplines for the cognitive aspects for Business Analytics products. Accountable for driving commercial results of assigned offering(s).

Directs and reviews market opportunity analysis to contribute to segment POV. Engages cross-discipline stakeholders and monitors trends to identify growth opportunities. Outlines competitors’ SWOT, feature differences, and market share. Leverages analytic tools (e.g., scenario analysis) to develop business plan and refine strategy.

Innovatively defines all offering cognitive elements and delivers offering to market. Uses IBM Design Thinking to interpret client cognitive needs and develop Hills, experience roadmap, and offering design specifications. Refines requirements with dev and ensures offering is optimized for digital discovery, consumption, and extensibility. Engages and partners closely with global S&D and GBS Industry teams to deliver offering appropriately.

Decides on release capacity given budget and negotiates dev team contracts, making trade-offs between capability and schedule. Drives cross-functional (sometimes cross-division/cross-Unit) collaboration and consistency. Manages risks. Develops Services strategy by type and geography.

Sets direction for innovative GTM strategies. Determines marketing investment by channel, converts technical positioning into market messages against key competitors, and socializes offering differentiation by segment and cohort. Works with Digital to expand reach and drive sales.

Approves sales channel plan, sets sales enablement and certification requirements, and determines technical sales dependencies. Defines sales process and ensures enablement tools and assets are provided. Determines partner/ecosystem enablement requirements and details roles. Establishes support plan and determines delivery resource mix, onshore/offshore mix, and IOT/Geo strategy.

Leverages market trends, offering performance, and internal feedback to drive offering release retrospectives and next delivery. Drives changes to sales process based on win/loss analysis. Anticipates and addresses critical serviceability issues.

Assumes additional responsibilities as assigned.

SKILLS

Environment:
Experience managing P&L, profit pressures, and trade-offs. Translates market realities into segment strategy and offering design requirements. Manages and leads execution for offering life cycle. Effectively develops GTM strategies with sales/marketing using emerging techniques (i.e., digital, social, self-serve). Has expert understanding of offering cognitive capabilities, competitors, and essential technical, industry, and LoB/functional domains.

Communication/Negotiation:
Interfaces at all management levels and significantly influences strategy decisions. Leads across disciplines, influences discipline leaders’ agenda, and works across Units and S&D. Effectively presents offering or plans to customers, press, and analysts. Engages with important clients and stakeholders to solicit feedback and enhance offering.

Problem Solving:
Leverages business analytic tools to solve complex business problems and develop strategic responses. Develops end-to-end business plan for offering(s). Recommends cross-discipline resource and capacity requirements. Analyzes potential partner relationships.

Specifies key performance metrics and monitors operational, financial, and market indicators. Adjusts strategy, updates communications, and manages risks. Presents/demonstrates offering to stakeholders and collaborates with finance/pricing, analyzing feedback for gaps and opportunities.

CONTRIBUTION/LEADERSHIP
Owns offering strategy within market segment. Sets detailed direction and priorities across disciplines and helps lead world-class offering portfolio. Oversees entire offering life cycle.

IMPACT ON BUSINESS/SCOPE
Accountable for driving financial results for offering based on key outcome metrics.

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