Product Manager (Solutions Architect)
Management Concepts - Tysons Corner, VA

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SUMMARY:

This position supports the Director of Product Management by focusing on growing the product lines and accompanying services in support of both division and corporate goals. As a conduit between the market, new and existing clients, and product development, this position provides domain subject matter expertise and consultative support to the corporate sales team to effectively identify and integrate existing and/or customized solutions to meet client needs. The annual division sales strategy, in alignment with the corporate sales strategy, provides the focus and direction of business development for this position. Performance will be measured by key indicators, including product/service growth, increase in new and repeat high value clients, capture ratio, and win rate.

DUTIES AND RESPONSIBLITIES:
  • Serves primary role of domain subject matter expert for corporate sales team to design solutions using the full range of existing or custom content, products, services and/or programs to meet individual client needs
  • Supports the corporate sales team as technical advisor and product/service advocate to develop and implement the annual division sales strategy to meet division and corporate growth goals, with key focus on individual client account strategies
  • In alignment with the sales strategy, initiates contact with potential and existing clients to develop and advance high value accounts, diagnose and assess client needs, present division product and service offerings (and/or company ) capabilities, and provide consultation on proposed solutions to meet client stated needs
  • Provides day-to-day support to business development managers and executives by making bid/no bid recommendations on opportunities requiring the creation of letter proposals, regular proposals, and major proposals
    • Coordinates proposal response on behalf of the division, to include collaborating with T&D Proposal Support, along with determining the proposal response strategy
    • Writes effective proposal responses, including technical solution, past performance write-ups, pricing, and other proposal content that increases the probability of winning
    • Maintains currency of the PPM proposal content in proposal collaboration tool, with support from the Product Development Director and the Corporate Proposal Manager
    • Tracks and analyzes proposals submitted by division to evaluate market trends and sales performance
  • When designated, plays the role of capture manager for strategic accounts by leading the new business development capture process
  • Develops and delivers sales tools and collateral in partnership with marketing to improve the effectiveness of the sales team
    • Ensures product and service support documentation is current in the CRM (product descriptions, product relationships, sales collateral, support tools, etc.)
    • Deliver training to OE and OS sales teams
  • Serves as client relationship manager for selected major accounts in the role of technical program executive, creating a bridge between the proposed client solution and actual solution development and implementation to ensure appropriate resources are available to deliver the results promised in the contracted work
  • Conducts thought leadership campaigns as part of the division marketing strategy, including speaking engagements, in alignment with strategic and product/service specific goals
  • Captures market trends through client discussions (with primary focus on the federal government market) to:
    • Identify new market possibilities as well as potential new products to serve existing markets
    • Provide insights into how the product strategy is or is not meeting changing client needs for product content, type, and delivery modes
    • Support the assessment of current product offerings and identify gaps between individual client needs and current products
    • Ensure products meet necessary external standards to maximize appeal to individual client/market segments (e.g., industry bodies of knowledge as applicable to each product)
    • Collaborate with the product manager for product strategy to develop new product concepts and collaborate with other training divisions, assessments, MC press, or learning technologies to address the full spectrum of client needs
    • Identify opportunities for corporate sales team follow up regarding new or maintained products and services
NECESSARY KNOWLEDGE, SKILLS, AND ABILITIES:
  • In-depth subject matter expertise in one or more relevant product areas
  • Demonstrated ability to diagnose and assess client needs and underlying issues to construct specific and detailed client solutions
  • Demonstrated ability to support sales in customer relationship development articulating product/service positioning to organization functional leaders and domain technical experts while emphasizing company and division strengths and capabilities
  • Demonstrated ability to lead the development and execution of an annual division sales strategy
  • Demonstrated ability to plan, prioritize, coordinate, and management multi-demand and multi-priority projects and proposals
  • Ability to collect market insights and establish networks to support new product ideas
  • Strong business acumen, strategic insight, and interpersonal savvy to work with senior managers and executives
  • Ability to leverage data as part of the decision making process
  • Excellent writing, verbal and problem solving skills

EDUCATION AND EXPERIENCE REQUIRED:
  • Master’s degree or equivalent in business, organizational development, or related field
  • 5-10 years of management consulting and consultative sales experience identifying clients’ needs, working collaboratively to develop solutions to address client needs
  • Thorough understanding of domain area and markets
  • Training or workforce development experience strongly preferred
  • Familiarity with federal government market required
  • Experience responding to and crafting government proposals and/or solicitation responses

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