[Hiring] Senior Principal Portfolio and Offer Management @C1

Role Description

The Senior Principal Portfolio and Offer Management is a senior individual contributor responsible for turning C1 strategy, market needs, customer requirements, and technology capabilities into a focused portfolio of differentiated, repeatable, and profitable offers that Sales can confidently take to market. The role combines portfolio strategy with hands-on offer execution and owns the process from ideation and business case through packaging, pricing, operational readiness, launch, adoption, performance management, optimization, and retirement.

This role works across various departments to ensure C1 offers are market relevant, financially sound, operationally executable, and easy for the field to understand and sell. The Senior Principal also helps rationalize the portfolio so C1 maintains fewer, clearer, higher-impact offers aligned to customer outcomes and company growth priorities.

Responsibilities

• Growth in pipeline, bookings, recurring revenue, gross margin, and attach rates attributable to C1 offers
• Reduction in time from approved concept to market-ready launch
• Field adoption and seller confidence, including usage of approved offers, sales plays, and enablement assets
• A clear, governed portfolio with defined ownership, lifecycle status, performance metrics, and retirement plans
• Operational readiness and consistent delivery of launched offers across Sales, Services, and supporting functions

Essential Functions

• Portfolio Strategy and Governance:
  • Partners with executive, Sales, Capability/Practice, and Services leadership to translate company strategy and customer demand into a prioritized portfolio and offer roadmap
  • Maintains a portfolio view across C1 solutions and services, identifying gaps, overlap, duplication, investment priorities, and offers that should be enhanced, consolidated, or retired
  • Establishes and applies consistent offer-management standards, stage gates, ownership, documentation, and decision criteria across the offer lifecycle
  • Uses market trends, customer feedback, win/loss insights, partner direction, competitive intelligence, and field input to recommend portfolio priorities and new offer opportunities
  • Maintains clear roadmap, status, dependencies, risks, and executive-level reporting for priority offers
• Offer Development and Lifecycle Management:
  • Leads development of priority offers from concept through general availability, including business case, requirements, value proposition, target customer, use cases, packaging, pricing, delivery model, support model, launch, enhancement, and retirement
  • Creates and maintains Product/Offer Requirements Documents (PRDs) and ensures required stakeholder signoff before launch
  • Defines clear customer outcomes, differentiators, scope, deliverables, assumptions, dependencies, and success criteria for each offer
  • Coordinates quality gates and approvals across Finance, Legal, Operations, Professional Services, Managed Services, Delivery, Marketing, Sales, and other required functions
  • Ensures offer configuration, quoting, ordering, contracting, delivery, support, and reporting processes are operationally ready before release
  • Engages with customers and Sales during alpha/beta or early-adopter stages to validate market fit and incorporate feedback before broader launch
• Go-to-Market and Field Enablement:
  • Develops the go-to-market plan for each priority offer in partnership with Sales and Marketing, including target segments, customer problems, value proposition, competitive positioning, sales motions, routes to market, and launch activities
  • Creates field-consumable content that makes offers easy to understand and sell, including sales plays, talk tracks, battlecards, solution briefs, discovery guidance, qualification criteria, use cases, customer presentations, and FAQs
  • Coordinates Sales and Sales Engineering enablement through live sessions, webinars, recorded content, demonstrations, launch communications, and supporting documentation
  • Works with Marketing to develop consistent offer names, messaging, web content, campaigns, events, thought leadership, and demand-generation activities
  • Supports strategic customer conversations, executive briefings, and key sales opportunities to validate positioning and accelerate adoption
• Financial Management and Commercialization:
  • Develops business cases for new offers, including market opportunity, revenue expectations, investment requirements, cost structure, pricing, gross margin, recurring revenue potential, and expected return
  • Partners with Finance and Services teams to develop and validate costing models for Professional Services, Managed Services, Maintenance, Cloud, software, partner services, and other offer components
  • Develops and recommends pricing models, packages, bundles, subscription structures, and commercial programs that are competitive, scalable, and aligned to margin objectives
  • Defines financial and adoption metrics for each offer and measures actual performance against the approved business case
  • Identifies underperforming offers and recommends corrective actions, repositioning, investment changes, consolidation, or retirement
• Cross-Functional Leadership:
  • Acts as the day-to-day driver for priority offer initiatives and maintains accountability across cross-functional teams that may not directly report to this role
  • Builds strong working relationships with Sales, Sales Engineering, Capability/Practice leaders, Services, Delivery, Marketing, Finance, Operations, Legal, and partners
  • Facilitates decisions, removes roadblocks, resolves conflicting priorities, and drives teams toward clear deadlines and measurable outcomes
  • Communicates offer strategy, progress, risks, financial performance, and market feedback to senior and executive leadership
  • Promotes a culture of speed, accountability, customer focus, simplification, and continuous improvement in portfolio and offer management
• Additional Specific Duties and Responsibilities:
  • Interacts frequently with customers, partners, Sales teams, Operations, and executive leadership to validate market needs and strengthen offer relevance
  • Works independently in a dynamic environment while managing multiple concurrent offer initiatives, priorities, stakeholders, and deadlines
  • Continuously improves offer-management processes, templates, tools, automation, reporting, and governance to reduce time to market and increase field adoption
  • Performs other portfolio and offer-management responsibilities as assigned based on business priorities

Qualifications

• Bachelor’s degree in business, information technology, finance, marketing, engineering, or equivalent combination of education and relevant experience
• 8+ years of experience in product management, offer management, portfolio management, solution management, services strategy, or related roles in the IT products and services industry
• Demonstrated experience taking technology or services offers from concept through launch, field adoption, performance management, and lifecycle optimization
• Strong business acumen with experience developing business cases, pricing models, cost models, revenue forecasts, margin analysis, and financial performance metrics
• Working knowledge of enterprise technology solutions and services, including cloud and data center, cybersecurity, enterprise networking, unified communications, contact center, AI, Professional Services, and Managed Services
• Strong understanding of go-to-market strategy, solution positioning, sales enablement, and the enterprise technology buying process
• Demonstrated ability to lead complex cross-functional programs and influence stakeholders without direct reporting authority
• Excellent written, verbal, presentation, facilitation, and executive communication skills
• Strong project/program management discipline with the ability to manage multiple priorities and deliverables in a fast-paced environment
• Proficiency with Microsoft Office applications and strong analytical skills; experience with offer, CRM, quoting, financial, or portfolio-management tools

Desired/Preferred Qualifications

• Experience in Sales, Sales Engineering, Presales, Services, Marketing, or Delivery in addition to product/offer management
• Experience with recurring revenue and services-based business models, including Managed Services, Professional Services, cloud, subscriptions, and maintenance
• Experience owning or materially contributing to P&L, revenue, gross margin, ARR/MRR, or other financial performance targets
• Demonstrated success simplifying complex portfolios into clear, differentiated, repeatable offers and sales motions
• Strong knowledge of competitive analysis, market research, pricing strategy, customer discovery, and value proposition development
• Ability to combine strategic thinking with hands-on execution and move comfortably between executive-level planning and detailed offer development
• Intellectual curiosity, creativity, urgency, and a strong bias toward measurable business outcomes

Benefits

• 401(k) Plan (35% employer match per dollar up to 10% employee contribution)
• Medical Coverage (3 platforms: UnitedHealthcare, Reference Based Pricing includes member advocacy; and Kaiser)
• RX Home Delivery
• HSA with Employer Contribution
• In-vitro Fertility (treatment coverage)
• Dental
• Vision (2 plans: 12-month and 24-month frames allowance)
• FSA Plans (Healthcare, Dependent Care and Limited Purpose)
• Pre-tax Commuter Plans
• Employer-paid Life Insurance
• Employer-paid Short + Term Disability
• Long Term Disability (2 plans: Employer-paid or optional Self-paid)
• Paid Parental Leave (4 weeks at 100%)
• Employee Assistance Plan
• Voluntary Life Insurance for team member, spouse and child
• Voluntary Accidental Death for team member and spouse
• Legal/ID Theft Plans
• TeleHealth
• Wellness via Omada Health (healthy living solution)
• Travel Assistance
• Business Travel Accident Coverage
• Medical for foreign travel coverage
• Employer-paid Pet Telehealth
• Accident Insurance
• Critical Illness Insurance
• Hospital Indemnity Insurance
• Volunteer Time Off
• 10 Holidays
• Summer Sizzle
• On Demand Pay (Daily Pay)