The Opportunity

This key position is for a solution leader, expert and evangelist for Sandvine’s Enterprise portfolio. The person will responsible for building and promoting Sandvine’s Enterprise offering. The candidate will have thorough knowledge of Enterprise Application monitoring tools, security tools and processes around monitoring and managing enterprise networks. They will have a strong understanding of the technology platforms relating to Enterprise software and SaaS solutions. He/she will be an evangelist of Sandvine’s Enterprise solutions to senior levels in customers and prospects. The candidate will need to clearly document and articulate the market needs to be addressed by Sandvine use cases to clearly differentiate in the Application QoE and Security markets for Enterprises.  They will create and maintain Enterprise segmentation along with historical and future projection view of financials, competitors and our target play to win share in in the different segments. He/she will also direct technical specialists to go in-depth definition/evolution/packaging of use cases to take share in the market against competitors.

The candidate will be responsible to for developing and managing relationships with channel partners. They will identify new partners, on board them, train them and provide support.

The candidate will define within their own team and work with PLM leader to ensure our portfolio roadmap aligns with the winning strategy for their target segments. The candidate will be knowledgeable about the target audience and desired goals as well as reality and roadmap of what is being requested by the different enterprise segments. Also responsible for relevant marketing and technical content for the Enterprise segments and work with Marcom organization to organize and disseminate the content to the target audience. Actively participate and own Idea Commit and Business Commit stages of the NPI process and work with PLM for Planning stage.

This role will directly get VOC from top enterprises, provide key inputs in strategic planning cycle, measure trends with metrics and drive countermeasures and action plans towards desired outcome. Ability to deal with ambiguity, change, evolution and disruption.

This role will also maintain a funnel of potential acquisition candidate companies to drive growth in their segments.

The Job

• Develop and implement a cohesive Enterprise Application QoE portfolio plan to implement strategy in different enterprise segments
• Conduct market research and competitive analysis to help determine product direction
• Identify and on-board new channel partners along with channel management
• Quarterly segment reviews for Enterprise segment. As-needed updates to competitive view, VOC summary, market needs and proposed updates to strategy
• Maintain Enterprise solution roadmaps with buy-in from VP PLM, other Market Segment Leaders and e-staff
• Create and maintain ROI models targeted towards different enterprise segments
• Assist sales teams in generation of ROI for large deals with the view of streamlining Enterprise IT & Security processes.
• Provide detailed SG0-4 marketing & technical content and ensure our content “speaks the language of Enterprise Application QoE monitoring & security”
• Work with Marketing, PLM & Pricing teams for creative, strategic and opportunistic campaigns to promote Sandvine Enterprise solutions
• Clear and concise content for each sales stage gate based on sub-segmentation
• Evangelist for Sandvine with key Enterprise IT and Security personas
• Provide user story boards and work-flow input to the Ux team
• Develop Use Case SOWs so there is extreme clarity across organizations on content of use cases and what is needed to deploy them

What Skills You Bring

• 10+ years of proven work experience in Enterprise Application performance management segment with senior product, technology and marketing roles
• Strong knowledge of Enterprise markets, segmentation & business needs in an increasingly software driven world
• Experience in channel management including identifying and on-boarding new channel partners
• Product management experience and setting product direction based on metrics and industry trends
• Strong leadership and collaborative skills
• Excellent communications skills and ability to effectively communicate at all levels
• Strong analytical skills
• Strategic mindset, with ability to make difficult decisions
• BS degree (MBA preferred) in Marketing, Business, Communications or relevant field