Product Manager

A Product Manager at Spire Solutions works to represent the organization for a specific set of products. The Product Manager’s role involves working to manage operations, develop business and increase profitability for the company for specific set of products, but also needs to have specialist skills and knowledge relating to the IT Security domain in specific product areas.

Product Manager role is essentially a combination of a Technology Sales Manager and Technical Pre-Sales Manager in a single role. Therefore, the Product Manager would be responsible for the development and performance of all sales and technical activities for specific products in an assigned market.The Product Manager would establish plans and strategies to expand the customer base in the marketing area, and achieve maximum customer satisfaction throughout the sales life-cycle.

The Product Manager’s role would suit someone who enjoys a client facing role and the challenge of growing the business, and at the same time have a passion for technology with specific domain experience in IT Security. As a Product Manager, there will be significant travel involved.

Responsibilities:

  • Developing and implementing a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
  • Developing new sales leads and prospects.
  • Providing timely feedback to senior management regarding performance.
  • Providing timely, accurate, competitive pricing on all proposals submitted, while striving to maintain maximum profit margin.
  • Exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
  • Liaison with Country Managers to understand details of product direction and communicate information back to customers.
  • Responsible for staying abreast of product road-map as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems.
  • Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.
  • Attendance at Spire Solutions events and conferences and working with customers and Partners to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going.
  • Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors.
  • Responsible for preparing for meetings and tailoring communications to address business needs of potential clients.
  • Responsible for working with team to develop and deliver training on business problems, products, and messages for new team members, Partners and customers.
  • Coordinate requirements for Proofs of Concept (POCs) with Country Manager and Pre-Sales team
  • Demonstrate ability to interact and cooperate with all company employees.
  • Work closely with Vendors, Distributors and customers as well as the professional services and sales teams to design and package security solutions,
  • Define strategy to achieve targets and to follow the set strategy.
  • Generate business opportunities by working with Customers and Channel partners.
  • Maintains accurate records of all pricing, sales, and other activity reports in NetSuite (CRM).Maintain an effective IT Security Operations by creating a security & service aware culture within the organization and with customers.
  • Co-ordinate with pre-sales team, to provide technical expertise on solutions to customer through product presentations, demonstrations and pilot implementations.
  • 100% completion of deals by methodically producing customer security requirements and mapping & demonstrating appropriate solutions.
  • Prepare winning proposals, responses to RFP’s, tenders and effective queries resolution.
  • Conduct multiple successful Data Classification consulting & DLP implementation for Banks, Governmental Organizations and other clients.
  • Be instrumental in designing, scoping, planning solution implementation for successful project Sign-offs.
  • Audit implementations and fine-tune the solution as per best practices and customer environment demonstrating significant improvements in security and performance.
  • Consistently maintain healthy business relations with clients, ensuring high customer satisfaction by achieving delivery & service quality norms.
  • Extract technical escalation management by proactive & reactive assistance to customers.
  • Maintain a record of all issues related to customers showing consistent drop in issues and improved performance and effectiveness of solutions.
  • Accomplish monthly / quarterly audits for customers for GAP analysis & make recommendations as per industry standards and best practices.
  • Deliver accurate project documentation & effective customer training’s.
  • Responsible for providing feedback from the market to the Management regarding products including coordinating gaps between product functionality and Partner/customer demands.
  • Analyzing and identifying Key Product & Industry Solution Gaps and steering various Product Positioning Functions to formulate market penetration plans.
  • Managing and developing vendor relationship as well as developing new business with new Customers.
  • Work with Sales Personnel to provide product, business and technical knowledge in support of pre-sales activities and present tailored solutions to satisfy the customer needs.
  • Exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
  • Work with Country Managers and Marketing to help define/refine sales messages and ensure sales promotions are developed and messages communicated to the team.
  • Responsible for partner enablement in ME Region (GCC & Levant Region).
  • Adheres to all company policies, procedures and business ethics codes.

Key Skills:

  • Must have ability to communicate effectively as the role is client facing and so daily contact with clients is a big part of a Product Manager’s job.
  • Must be educated to degree level or equivalent, with technical and business qualifications or training.
  • Must have significant experience in IT Security Sales and Pre-Sales with excellent presentation skills.
  • Must be target-driven and have a proven ability to achieve and supersede sales quotas.
  • Must have IT security domain experience and needs to security knowledge to fully understand the products and services provided by the company
  • Needs to have excellent networking skills with significant local market experience and existing business relationships with enterprise and government customers, as well as, Channel Partners.
  • Excellent interpersonal skills at all levels, including people-management, leadership and both written and verbal communication skills.
  • Must be extremely familiar with computer software programs eg: Word, Excel etc.
  • Must have a full clean driving license.

Job Specifications:

  • 7 – 10 years of experience in sales or technical management, preferably both.
  • Extensive experience with IT security solutions and with large, complex organizations.
  • Significant experience in all aspects of Channel Partner Relationship Management.
  • Strong understanding of customers, Channel Partners, and market dynamics and requirements.
  • Willingness to travel and work in a global team of professionals.
  • Strong analytical skills.
  • Ability to multi-task and be able to represent multiple subjects and products.
  • Ability to understand and capture business and technical requirements.
  • Ability to develop a broad awareness of the client’s technical architecture and emerging technologies with enough knowledge to determine what is and is not possible.
  • Knowledge of strategic, conceptual and consultative selling.
  • Ability to develop marketing messages.

Preferred optional skills and experience in one or more of the following areas:

  • Threat Intelligence/DDW
  • EDR + Automated Threat Hunting
  • IOT & Firmware Security Solutions
  • Vulnerability Management
  • Deception & Response Platform
  • Digital Risk Protection

Apply by sending your CV or referring a candidate : HR@spiresolutions.com 

Please include the job title in the subject line.