The individual in this role will serve as the Deal Pricing Lead and subject matter expert for Sales Pursuits at Lightstorm, with a fiduciary responsibility to safeguard the company and its resources. This position plays a crucial role within the sales team, participating in the early to mid-stages of Deal Pursuit and collaborating closely with sales and cross-functional teams until the deal is finalized. Responsibilities include: - Leading Commercial efforts on Strategic & Complex Pursuits for Deal Values exceeding $5 Mn. - Acting as a Deal Desk Lead to facilitate the closure of non-complex deals with pricing support. - Participating in initial pursuit stage Win Strategy sessions and offering expertise to shape pricing and commercial strategies. - Analyzing customer financials, credit, spending information, etc., to develop base spend profiles, conduct business case analysis, and contribute to top-down Total Contract Value (TCV) estimates. - Managing customer pricing submissions and corresponding commercial terms and conditions responses. - Delivering customer-facing presentations to CXO levels, addressing techno-commercial aspects of proposals and managing iterative requests until deal closure. - Developing accurate financial models for opportunities, illustrating the win's impact on Lightstorm's financials, and engaging internal experts (tax, treasury, revenue assurance, Networking, Procurement, etc.) as needed. - Providing relevant input and analysis throughout the pursuit cycle to support decision-making. - Overseeing customer price inventories/renewals and offering renewal forecasts to Senior Management. - Managing and maintaining Deal Approval cycles by obtaining commercial approvals following defined processes for all Complex and non-Complex deals to ensure compliance. - Collaborating effectively and managing resources from O2C to support client financial analysis and pricing submissions. - Demonstrating a good understanding of taxation, country legislations, and billing arrangements, taking ownership to finalize such Terms & Conditions internally and externally with customers during deal closure cycles.,
As a Senior Product Manager at Lightstorm, your primary objective is to oversee the strategic development, launch, and ongoing management of high-impact products and solutions. You will play a crucial role in bridging market demands with product offerings to ensure competitiveness and provide substantial value to the organization and its stakeholders. This involves conducting in-depth market research and competitive analysis, collaborating with product development, engineering, and other functions, and applying a deep technical understanding of APIs, platform software, cloud technologies, data centers, SaaS, and IaaS. Your responsibilities will include managing the product lifecycle using agile methodologies, leveraging analytical and creative problem-solving skills, and staying informed about modern networking trends such as Cloud Networking and SD-WAN. You will need exceptional organizational and time management skills, a proactive mindset, and proficiency with project management, product analytics, and adoption tools to ensure the timely delivery of high-quality products that meet market demands and enhance customer satisfaction. Key duties include leading comprehensive market and customer research, defining a clear vision and strategy for the product, monitoring product performance metrics, developing product roadmaps, conducting competitive analysis, overseeing prototype creation and testing, documenting detailed product requirements, designing pricing models, collaborating with engineering and cross-functional teams, providing leadership to the product development team, and coordinating product launches. You will also be responsible for cultivating partnerships with internal teams, validating product readiness, supporting sales efforts, collaborating with marketing, tracking product adoption, managing strategic partnerships, resolving customer escalations, and maintaining a proactive and adaptable mindset throughout the product lifecycle. To excel in this role, you will need to demonstrate leadership and communication skills, strategic thinking, adaptability, attention to detail, result-oriented approach, passion for innovation, and empathy towards customer needs. Your ability to drive continuous improvement, build strong relationships, and prioritize user needs will be essential in delivering high-quality products that meet market demands and enhance customer satisfaction.,