Technology Services Senior Solution Manager

Description:
PerkinElmer has achieved a global market leading position with its OneSource Laboratory Services business offering a wide portfolio of service practices. We are building the OneSource technology services portfolio and need solution management to help accelerate the PerkinElmer OneSource digitization initiative around some of the high growth potential business areas such as asset utilization, equipment & lab remote monitoring, remote service, and operational analytics.
The Solution Management role reports to the OneSource Director of Global Technology Solutions and will be responsible for defining strategies, requirements, priorities and business plans to ensure the success of the assigned technology solution portfolio. You will own solution plans and priorities, actively work with customers to document and prioritize critical solution gaps, and have overall accountability for the success of defined PerkinElmer Solutions. This is a leadership position that is involved in strategic decision-making that has a significant impact on the success of the overall function/technical area. We are looking for a high energy individual to help determine what we build and maximize the worldwide commercial success and competitiveness by executing effective Go-To-Market strategies.
Responsibilities:
Definition and Enablement

• Understand global buyer landscape; Articulate and prioritize personas and their problems so that the appropriate solutions can be built.
• Develop user personas that define the archetypical users of your solutions and services.
• Support the positioning of the solution according to its ability to solve market problems. Approve internal positioning documents that will be used to develop external messages focused on each key buyer or person.
• Understand accounts/prospects by region and industry
• Illustrate market problems in a "story" that puts the problem in context.
• Collaborate on the development of a marketing plan.
• Collaborate with Solution Marketing on standard product presentations and advise on demo scripts that can be used by the sales team.
• Consult with Marketing on the creation and delivery of assets to influence customers, buyers, industry specialists, and research analysts.
• Collaborate with cross-functional stakeholders to define specific plans and budgets for ensuring success.
• Develop a robust market-based Positioning, Business & Strategic Plan for the product's success through concrete and executable plans for each of the 4Ps of marketing:
  • Pricing (guidelines that enable the long-term success of “on premise” and cloud/SaaS products)
  • Promotions (content marketing, marketing mix, messaging, press releases)
  • Place (determination of direct, value-added reseller and digital marketing channels)
  • Product (long-term product roadmap investments and gaps to success)

Customer Engagement & Support

• Deliver solution information to qualified buyers in support of existing sales efforts.
• Work very closely and support the OneSource Sales Team, OneSource Customer Success leaders, and PerkinElmer Global Account Managers to identify, develop, and close on sales opportunities.
• Identify, help prioritize and monitor customer driven enhancement requests, and guide sales campaigns toward Out-of-the-Box solutions.
• Develop customer value analysis and ROI tools as appropriate.
• Represent PerkinElmer in Technical Committees, conferences, and seminars at level of business process and value.
• Participate in analyst calls and contribute to white papers that articulate PerkinElmer OneSource perspective on specific solution areas.

Business Planning

• Align with corporate strategy to map needs with target markets.
• Identify new market opportunities by understanding industry trends and leading voice of the customer feedback initiatives.
• Propose investments based on objective analysis of potential market opportunities.
• Understand competitive and alternative offerings in the market and their strengths and weaknesses. Develop a strategy for winning against the competition.
• Determine the most effective way to deliver a complete solution to an identified market problem. Analyze whether to buy, build, or partner.
• Develop a solution business plan with defined success metrics and participate in the Annual Operating Plan (AOP) activities.