Job Title: Product Manager for System z & i5/OS
Location: Milwaukee, WI or Dayton, OH
Position Summary:
The Product Manager for System z & i5/OS Products is charged with the product line’s contribution to the bottom line, including increasing the profitability of current products, developing new products for the assigned product segment, and protecting the ongoing maintenance and upgrade revenue from the installed customer base. The position reports to the Vice President, Product Management.Duties and Responsibilities include the following, other duties may be assigned:
- Manage and assume lead role for the entire product life cycle from strategic planning, product specification through rollout, working closely with every part of the company to turn market analysis and product strategy into product requirements and ultimately into a successful product release. Is the internal/external product champion.
- Perform necessary market needs discovery
- Interview customers and prospects, by phone and in person, identifying existing and emerging market needs the company can effectively and profitably address
- Describe the company/product’s distinctive competence that uniquely and compelling addresses current market needs
- Represent ‘voice of the customer’ to executive management to ensure marketability of proposed products
- Perform necessary market potential sizing and new product development cost/revenue projection analysis, including pricing and packaging strategies, to secure approval for proposed product development projects.
- Estimate size & potential of market served
- Estimate price sensitivity and margin impact
- Gather feedback from customers and market thought leaders
- Develop and present product business case analysis via proposed business opportunity proposals (PBO) including:
- Market requirements documents (MRD
- Business requirement documents (BRD)
- Summarized development cost analysis documents (DCAD), addressing buy vs. build vs. partnering options
- Retain responsibility for coordination of all product development, product marketing planning, and initial sales execution aspects of new product launch
- Work with Engineering and Quality Assurance to detail product development plan
- Establish external validation plan (i.e., alpha build design partner(s) [typically a customer], beta build evaluator(s) [customers or prospects], etc.)
- Assist with execution of Beta programs including identification, solicitation and acquisition of qualified beta evaluation participants, from existing customer base and near-term prospects
- Solicit customer testimonials
- Work with Sales and Product Marketing to define go-to-market strategy
- Provide product positioning statements and messages
- Write initial content for product collateral that Product Marketing polishes and publishes
- Position products in context of direct competitors and likely alternatives, including competitor SWOT analysis
- Develop media out-reach plan including press releases, advertising, speaking engagements, etc.
- Contribute to lead generation program development
- Promote products, internally and externally
- Speak at industry events, as directed by Product Marketing
- Write white papers
- Create ROI/cost justification tools
- Document competitive playbooks
- Voice value propositions to all parties (prospects, channel partners, industry analysts, etc.)
- Formalize product presentations and demonstrations, then transferring that expertise to Sales’ Solution Engineers, including structure Sales Certification program
- Document product success against expectations
- Compile win/loss reviews
- Graph sales velocity and volume against original expectations
Knowledge Required:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Minimum three years direct experience in a Product Management role, balancing sales, pre-sales, field marketing, technical and client inputs to create priority for the build organization required. Five years preferred.
Strong writing skills, including ability to produce high quality detailed specification documents quickly, required.
Experience working in a business environment in roles as a sales engineer, technical sales representative, technical support or client support for the assigned product lines’ associated operating environment(s) would be considered relevant.
Thorough understanding of the operating environment(s) associated with assigned product lines in a multi-platform environment preferred.
Thorough understanding of industry typical software product licensing practices preferred.
Experience managing a roadmap of releases and developing a software solution from concept to market, including market research, solution capabilities definition and quality assurance preferred.
Direct experience in tradeoffs on current release cycle vs. next release drops, major and minor releases preferred.
Guidelines:
Strong customer service orientation.
Strong organizational skills with demonstrated ability to consistently meet assigned targets and deadlines.
Requires strong time management with the ability to work on multiple different tasks/projects at the same time.
Education/Experience:
Requires bachelor’s degree or equivalent relevant work experience in related business area. Master’s preferred.
Language Ability:
Excellent leadership with effective written and oral communication/presentation and persuasion skills.
Ability to work effectively with various departments and at all levels of the organization.
Reasoning Ability:
Strong analytical skills with ability to relate business requirements to complex software external design elements.
Ability to make decisions independently and/or as part of a team.
Computer Skills:
Minimum One year hands on experience with appropriate technologies, including IBM’s z/OS operating system (or predecessor MVS or OS/390 operating systems required. Three years preferred. Experience with IBM i operating system (AKA i5/OS AKA OS/400) would be considered relevant. Experience with z/Linux for IBM System z preferred. Experience with IBM zIIP or zAAP specialty engines preferred.
Experience with relevant IBM platform or industry vertical user groups, such as SHARE, COMMON, preferred.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee must occasionally lift and/or move up to 5 pounds. Specific vision abilities required by this job include ability to adjust focus. While performing the duties of this job, the employee is regularly required to sit; use hands to operate computer mouse; reach with hands and arms for telephone and talk or hear. The employee is occasionally required to stand; walk; climb or balance; stoop, kneel, crouch, or crawl and taste or smell.
PKWARE:
PKWARE is located in Milwaukee, WI, and offers a competitive compensation package including health, dental, vision, disability and life insurance, 401k plan, and company paid parking. This position can be in Milwaukee, WI or Dayton, OH.
PKWARE provides equal employment opportunity for all employees and applicants for employment without regard to race, sex, color, religion, national origin, ancestry, disability, marital status, veteran status, membership in the national guard, state defense force or any reserve component of the federal or state military forces, age, non-relevant arrest or conviction record, use or nonuse of lawful products off the company's premises during non-working hours, or other characteristic protected by law.