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WLAN Services Product Line Manager

Santa Clara, CA, USA | Hewlett-Packard

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    Operations / Production
  • Experience:
    5-7 years
    7-10 years
Job Description:
78 people have viewed this job

Accountable for the full Support Services product and solution life cycle for a family of Aruba WLAN products.

Partner with the SW Services platform and engineering team, Services Offer PLM’s, Theater delivery, BU’s and ISVs to develop proactive support service requirements and solutions that competitively position Aruba WLAN solutions in the market.

Develop and manage joint business plans, order forecasts and capability roadmap. Build and execute a targeted plan by Theater.

Drive interlock with Sales and GTM programs (Direct and Indirect) and drive tactical growth through campaigns.

Build and scale modular support service subscriptions on select portfolios and drive through direct & indirect RTM to implement profitable growth strategy.

Identify customer-in proactive services capabilities, technology and tooling requirements. Help make build vs buy vs partner decisions with Engineering.

Specifying market requirements for current and future service products by conducting market research & deal engagement, supported by on-going visits to customers and partners.

Gain a deep understanding of customer experience, identify & fill services gaps, generate new offers that generate orders, recurring revenue, improve customer experience & drive profitable growth.

Working with the proactive Engineering leads, translate repeatable customer demand into detailed requirements and prototypes. Take accountability for business outcomes (Orders, Revenue, Profit) as prototypes are tuned into globally available offers.

Developing and implementing a go to market plan for accountable products and solutions, both direct and indirect, working through the Portfolio team to execute.

Identify and execute on potential partner relationships (technology, reseller and systems integrator), working through the Aruba Services Portfolio Lifecycle team when commercial terms are required.

In collaboration with the Aruba product team, create buy-in for the support services strategy both internally and with key external partners and customers.

Develop pricing strategies in partnership with the product business group stakeholders and the Aruba Services pricing team.

Scope and prioritize activities based on business and customer impact.

Work closely with delivery & engineering teams to enable quick time-to-market, optimized resources & high customer satisfaction.

Drive new product launches including working with analyst relations team, marketing, executives, and other key stakeholders.

Act as an evangelist to build awareness and understanding, represent the company by visiting customers to solicit feedback on our products and portfolio.

Required Education, Skills and Experience:

MBA, MS/BS degree in Computer Science, Engineering or equivalent preferred

5-10 years of product management experience in the WLAN Networking (On-premise or Cloud) Services area with an ability to lead initiatives and programs at a global scale.

Understanding of RF, L2/L3 Access Networking features and typical interoperability requirements for SMB, Mid-Market and Enterprise customers is needed

Familiarity with software business models to include packaging, pricing and GTM strategies

Exposure to SD-WAN and SD-Branch required. Knowledge of typical customer use cases for support and deployment preferred

Understanding of support service requirements for On Premise or Cloud Wi-Fi deployments

Proven track record of managing all aspects of a successful product throughout its lifecycle.

Proven ability to develop product and marketing strategies and effectively communicate recommendations to executive management.

Strong problem solving skills and willingness to roll up one’s sleeves to get the job done.

Ability to effectively interact with VP & SVP level execs/ stakeholders and skilled at working effectively with cross functional teams in a matrix organization.

Excellent written & verbal communication skills

Ability to promote teamwork and collaboration across organizational boundaries; build consensus; creates an open, team environment where differences can be discussed and resolved constructively.

Leads initiatives by example, creative problem solver with positive can-do attitude.

Key requirements:

Ability to influence and get things done across a complex matrixed organization

Deep experiences in a Services business

Understanding of driving businesses through the channels and alliance partnerships

Other Key Attributes


Future focused

Team player

Innovative, creative

Think outside of the box

Broad thinker

Matrixed organization. Needs strong relationship skills – team player

Good strategist and visionary

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