This site uses cookies. To find out more, see our Cookies Policy

Director of Product Management in Denver, CO at Westcon-Comstor

Date Posted: 8/29/2017

Job Snapshot

  • Employee Type:
  • Location:
    Denver, CO
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Director, Product Management
Security Solutions

Purpose of the Position:

* Lead Product Management, Inside Business Development and Pre-Sales Systems Engineering teams for Westcon-Comstor Security Solutions.
* Engage with vendors to develop and execute growth programs to exceed sales targets.
* Work with Westcon customers/business partners to enable the successful sales of security solutions to end-users.
* Responsibilities include leading proactive, telesales/partner recruitment/enablement team for vendors, and managing a team of Pre-Sales System Engineer professionals to drive design/configuration requests, POC management and technical mentoring for Security business partners.
* Responsible for overall vendor profitability.

Duties and Responsibilities:

Business Management

* Develop annual and quarterly plans for achieving market growth and sales targets
* Provide monthly and quarterly reviews of plan execution including achievement of key business metrics i.e. forecast accuracy, gross sales, gross profit
* Identify ways to enhance margin through rebate management, marketing activities and introduction of value-added service offering.
* Manage forecasts for monthly and quarterly sales

Product Management

* Manage team of 6-8 product sales managers who are the SME for their assigned vendor(s) developing and executing a business plan, identifying strategic marketing programs to achieve sales goals and overseeing the cross functional operation for the vendor's growth and market expansion.
* Negotiate commercial and legal terms with vendors, leveraging legal and operational teams to finalize terms of agreement with vendor and Westcon.
* Develop plans for achieving market growth and incremental sales. Identify ways to build margin by means of services, rebate management, solution bundling, etc.
* Manage vendor performance through maximizing partner recruitment, MDF and vendor rebates. Perform pipeline and forecast management.
* Develop strategy to build vendor channel awareness and communication plans both internally and externally.
* Work cross-functionally with peer teams in partner business development, engineering, services, renewals, marketing, operations, order management and sales operations.

Sales Support

* Build relationships and be a conduit for issue resolution with vendor field team and vendor channel/field sales teams
* Support sales team with pre-sales and positioning of new vendors product, technology and services.
* Research potential resellers for new resale opportunities via partner enablement managers.
* Position Westcon as the premier partner for both the vendor and reseller

Vendor Development and Management

* Oversee the teams of both Inside Business Development and Pre Sales Engineering.
* Provide leadership guidance, priority setting and growth expectations with both the manager of Inside Business development and Pre Sales Engineering.
* Empower the managers of these two teams to execute goals and objectives set forth through the vendor business plans and growth expectations.
* Act as Security subject matter expert on all major vendor lines including go-to-market strategy, channel program, and growth strategies
* Work cross-functionally with all other departments in Westcon to advise, facilitate and monitor progress on all efforts related to security vendor business development and sales execution
* Communicate status on issues to leadership, sales team and customer in an effective and appropriate way
* Measure sales and operational improvement via employee and/or customer surveying, customer and vendor feedback, key performance indicator tracking, or other means

Knowledge, Skills and Qualifications:

Knowledge and Skills:

* Strategy: Market Analysis, Competitive Landscape, Portfolio Development
* Technology: Security, Cyber Security, Networking, End Point, Next Gen Firewall
* Financial: Business Case Development, Budget, Forecasting, Margin Analysis
* Sales and Business Development: Marketing, Commercial and Legal Negotiation
* Product Management: Practice and Core Vendor Positioning, Messaging, Sales Training and Enablement, Vendor Service, Cross-Selling, Quarterly Business Reviews
* Leadership and Management: Coaching, Mentoring, Goal Setting, Team Management

Desired Qualifications:

* Bachelor's degree; MBA preferred
* 7 - 10 years of previous sales, marketing, product management and/or sales operations experience
* Demonstrated ability to successfully conduct client business reviews
* Proven track record of driving evidence-based operational simplification within an enterprise
* Ability to travel up to 50%
* Distribution Industry knowledge
* Excellent people management skills
* Knowledge of SAP and a plus
* Excellent presentation and written communication skills
* Proven ability to work cross-functionally to drive resolution to myriad and large-scale operational and business management issues

WestconGroup, Inc. is a value added Information Technology distributor of category-leading unified communications & collaboration technology, network infrastructure, data center, data/telecom and IT/Data & Network security solutions with a global network of specialty resellers. The company goes to market under the Comstor and Westcon brands. WestconGroup's teams are located in 70+ countries around the globe, create unique programs and provide exceptional support to accelerate the business of its global partners. Strong relationships enable partners to receive support tailored to their needs. From global logistics and flexible customized financing solutions to pre-sales, technical and engineering assistance, the company works with partners to respond with agility and speed to changing market conditions so they can achieve the fastest time to revenue. WestconGroup's portfolio of market- leading vendors includes: Cisco, Avaya, Polycom, Check Point, F5, Palo Alto and Blue Coat, among others.

Our employees are as important as our customers and we take pride in recognizing their outstanding talents and efforts.
Visit our website at for more information or to apply on our Career Page.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.