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Dell Data Protection Product Line Manager (Storage CoC) in Bengaluru, India

Data Protection Product Line Manager

Position Summary (Role and Responsibilities)

This role will be primarily responsible for three things: 1) Ensuring we have competitive products to win by understanding competitive dynamics, market trends, and sales, customer and partner feedback to drive product requirements to the PBU. 2) Operationalize Product Business Unit priorities by creating an integrated plan around how we price, position, and promote by route to market and 3) Developing programs and sales plays, and determine the enablement requirements to achieve our plans.

The right candidate has deep knowledge of the competing products and the IT market along with an appreciation for the geographical context. The individual must achieve credibility with PBUs (product business units) and sales leadership, while maintaining a healthy tension to drive PBUs and Sales to achieve ISG objectives.

Reporting Structure

This role reports to the APJ Product Line Manager Lead (Covers Storage, Data Protection & Converged/Hyper Converged solutions).

General Summary

This is senior position to join an APJ team that drives regional product business management through the full product life cycle – launch, demand planning, pricing, and developing tactical sales plays. We also ensure the go-to-market readiness of our products from enablement to assets to regionalization. We provide the voice of the customer to the product Business Units, and we act as the single point of contact for our regional sales teams on product issues and road maps.

Position Summary (Roles and Responsibilities)

The roles we are looking for are (1) High End Storage solutions, (2) Converged/Hyper Converged business, (3) Data Protection Solutions.

This role will be primarily responsible for three things: 1) Ensuring we have competitive products to win by understanding competitive dynamics, market trends, and sales, customer and partner feedback to drive product requirements to the PBU. 2) Operationalize Product Business Unit priorities by creating an integrated plan around how we price, position, and promote by route to market and 3) Developing programs and sales plays, and determine the enablement requirements to achieve our plans.

The right candidate has deep knowledge of the competing products and the IT market along with an appreciation for the geographical context. The individual must achieve credibility with PBUs (product business units) and sales leadership, while maintaining a healthy tension to drive PBUs and Sales to achieve ISG objectives.

Reporting Structure

This role reports to the APJ head for ISG CoC (Covers Storage, Data Protection & Converged/Hyper Converged solutions).T

Key Responsibilities & KPIs

  • Build the integrated financial and go to market plan to make their products consumable by our various routes to market.

  • Collaborate with other CoC teams to create the right pricing, GTM readiness and demand plan to achieve ISG priorities and AOP.

  • Develop plays and programs – account selection plan, regional goal setting, program tracking and measurement to adjust plans, etc. Support creation of globally consistent plays. And build local plays when needed. Will also own promotions and bundles.

  • Drive product requirements into the PBU based on local feedback to ensure we have the right products to win

  • Call the ball on product positioning where necessary

  • Determine the resources and assets required to successfully implement the plan while aligning to ISG priorities

  • Coordinate between multiple PBUs and regional stakeholders

  • Align with and cascade plans to regional PBM teams to ensure global consistency

Key Requirements

  • Minimum 15 years of IT industry experience.

  • Minimum 8 years of experience in Enterprise Storage Hardware/ Software/ Data Protection

  • University Degree.

  • Good technical knowledge of the respective storage products and the market

  • Demonstrate deep analytical skills and have the ability to visualize, articulate and solve issues.

  • Ability to develop executive level relationships and enable your team to do the same.

  • Experience of both strategic and tactical leadership adjusting strategies and go-to-market plans to meet market requirements and customer satisfaction objectives.

  • Strong and extensive experience managing in a complex environment while maintaining structure.

  • Strong verbal and written communication skills with the ability to engage with and present to executive level, and which allow you to influence and interact with confidence and credibility at all levels.

  • Relationship development skills

Personal Attributes Required

Entrepreneurial spirit

  • Obsessed with serving our customers and not allowing barriers to stop us.

  • Demonstrates courage and actively engages in shaping ideas and solutions that deliver on the company`s key performance levers

  • Always operates with Dell`s best interests first.

Personal effectiveness

  • Consistently delivers results, challenges oneself for continuously improving performance and contributing to the success of the portfolio as well as the team

  • Builds great relationships, values diverse perspectives, lives our purpose and values, and is recognized as someone others want to work with

  • Always figures out a way forward especially in the face of uncertainty and change

  • Strong collaborative and interpersonal skills along with attention to detail and an eye for quality are crucial for success. You should be able to understand market share trends, competitive advantages and be able to communicate them to the field as well as leadership teams.

Winning together

  • Focuses maximum energy on priorities that are aligned with the company`s direction and will best position Dell for success

  • Proactively looks to simplify work and find ways to do work better and faster

  • Eager to collaborate, yet takes personal accountability, for meeting and exceeding our plans and goals

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