Principal

• Translate company strategy and customer demand into a prioritized portfolio and offer roadmap
• Maintain a portfolio view across C1 solutions and services, identifying gaps, overlap, duplication, investment priorities, and offers to enhance, consolidate, or retire
• Establish offer-management standards, stage gates, ownership, documentation, and lifecycle decision criteria
• Use market trends, customer feedback, win/loss insights, partner direction, competitive intelligence, and field input to recommend priorities and opportunities
• Maintain roadmaps, status, dependencies, risks, and executive-level reporting
• Lead priority offers from concept through general availability, including business cases, requirements, value propositions, target customers, use cases, packaging, pricing, delivery and support models, launch, enhancement, and retirement
• Create and maintain Product/Offer Requirements Documents and secure stakeholder signoff
• Define customer outcomes, differentiators, scope, deliverables, assumptions, dependencies, and success criteria
• Coordinate quality gates and approvals across Finance, Legal, Operations, Professional Services, Managed Services, Delivery, Marketing, Sales, and other functions
• Ensure configuration, quoting, ordering, contracting, delivery, support, and reporting processes are operationally ready
• Engage customers and Sales during alpha/beta or early-adopter stages to validate market fit and incorporate feedback
• Develop go-to-market plans with Sales and Marketing, including target segments, customer problems, positioning, sales motions, routes to market, and launch activities
• Create sales plays, talk tracks, battlecards, solution briefs, discovery guidance, qualification criteria, use cases, presentations, and FAQs
• Coordinate Sales and Sales Engineering enablement through sessions, webinars, recorded content, demonstrations, launch communications, and documentation
• Work with Marketing on offer names, messaging, web content, campaigns, events, thought leadership, and demand generation
• Support strategic customer conversations, executive briefings, and key sales opportunities
• Develop business cases covering market opportunity, revenue, investment, costs, pricing, gross margin, recurring revenue, and expected return
• Develop and validate costing models for Professional Services, Managed Services, Maintenance, Cloud, software, and partner services
• Recommend pricing models, packages, bundles, subscription structures, and commercial programs
• Define financial and adoption metrics and measure actual performance against approved business cases
• Identify underperforming offers and recommend corrective action, repositioning, investment changes, consolidation, or retirement
• Drive priority offer initiatives and maintain accountability across cross-functional teams
• Build relationships across Sales, Sales Engineering, Capability/Practice, Services, Delivery, Marketing, Finance, Operations, Legal, and partners
• Facilitate decisions, remove roadblocks, resolve conflicting priorities, and drive deadlines and measurable outcomes
• Communicate offer strategy, progress, risks, financial performance, and market feedback to senior and executive leadership
• Improve offer-management processes, templates, tools, automation, reporting, and governance
• Manage multiple concurrent offer initiatives, stakeholders, priorities, and deadlines
• Perform other portfolio and offer-management responsibilities as assigned

Senior Principal Portfolio and Offer Management

Account Executive

• Sell all products and services offered in the C1 portfolio
• Meet assigned sales targets consistently and identify growth opportunities with existing clients and new logos
• Provide sales consultation, design, support, and management of client activity involving collaboration, enterprise networking, data solutions, and security products and services
• Establish, maintain, and develop business with clients and potential clients in assigned business sectors
• Analyze client and competition situations, business issues, and interests to generate business strategies
• Maintain accurate sales forecasts and active reporting in accordance with C1 standards
• Develop, implement, and execute a business plan aligned with company objectives and assigned targets
• Conduct C-level business discussions
• Develop and maintain technical competency in C1 products, represented manufacturers’ solutions, and professional services
• Develop client relationships to achieve assigned targets
• Expedite resolution of client escalations and complaints
• Stay informed on industry changes and improve sales techniques and knowledge
• Collaborate with sales support, marketing, services, and purchasing/inventory teams
• Manage an end-to-end sales cycle with multiple cross-functional teams
• Sell C1 solutions with emphasis on assigned targets and consult innovatively using technical acumen
• Facilitate new solutions by identifying opportunities within existing accounts and reframing client needs
• Act as a vertical expert, including in the Public Sector
• Identify client pain points and overcome objections

Public Sector Client Executive

• Sell all products and services offered in the C1 portfolio
• Meet assigned targets consistently while pursuing growth opportunities with existing clients and new logos
• Manage and develop client relationships
• Provide sales consultation, design, support, and management of client activity involving collaboration, enterprise networking, data solutions, and security products and services
• Establish, maintain, and develop business with clients and potential clients in assigned business sectors
• Analyze client and competition situations, business issues, and interests to generate strategies that achieve business objectives
• Maintain accurate sales forecasts and active reporting in accordance with C1 standards
• Develop, implement, and execute a Business Plan aligned with company objectives and assigned targets
• Conduct C-level business discussions
• Develop and maintain technical competency in all offered products, represented manufacturers’ solutions, and C1 professional services
• Develop client relationships to achieve assigned targets
• Expedite resolution of client escalations and complaints
• Stay informed on industry changes and improve sales techniques and knowledge
• Foster working relationships with sales support, marketing, services, and purchasing/inventory teams
• Manage an end-to-end sales cycle with multiple cross-functional teams
• Sell C1 solutions consistent with assigned targets, with emphasis on Cloud solutions
• Consult innovatively and offer technically informed client solutions
• Facilitate new solutions by identifying opportunities within existing accounts and presenting solutions in new ways
• Understand and identify client needs as a vertical expert
• Identify key client pain points and overcome objections