Services Product Line Manager

Aruba Networks, Inc. Santa Clara, CA
Aruba, an HPE Company, is seeking a Product Line Manager for its Support Services business. This individual will work with product managers, technical support managers, sales teams and executive management to define, develop and implement new service offerings, as well as to improve the market penetration of existing offers.

Primary Responsibility – Increase Service Revenue Growth

Identify opportunities for new service offerings that support the strategic vision of the company Create new service offers – manage the lifecycle of the service portfolio Define the pricing strategy and set pricing to meet revenue and margin objectives Ensure sales reps are enabled to sell services (sales enablement) Maintain competitiveness of service offers, both in features and price Respond to sales inquiries to accelerate opportunities Coordinate with Product (HW and SW) PLM for service development Manage differentiated service offerings for various vertical markets, and customer segments Customize service offers for channel partners and local geographic requirements Work with sales operations to ensure service offers are effectively represented in quoting and compensation systems Provide requirements for IT systems enhancements to increase sales and PLM productivity Design metrics and reporting for service programs

Required Qualifications

* Minimum of 10 years of service product management and service marketing experience at a leading hi-tech company selling hardware, software and cloud solutions

* Demonstrated results in driving service revenue growth

* Experience developing new services offerings, from customer requirements collection, to service offer design, to development, and to the management of all GTM activities

* Extensive experience working with Marketing to draft and develop marketing collateral, sales tools, internal and external web sites and sales training content

* Excellent communication skills to work with sales teams, channel partners, executive leaders, and peers in product management

* Experience analyzing and implementing service pricing strategies, including market, cost-plus, competitive and value-based

* Background in sales development and sales enablement, including sales training, sales tools development, assisting in RFP responses, customer conferences and handling general sales inquiries

* Ability to work cross-functionally and to influence all levels of Aruba management

* Excellent skills in utilizing MS Office tools

* BS required; MBA or MS preferred

Job Location: Santa Clara CA, or Remote


Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.