Job Functions needed in an Organization

Project Management (General Management)

The function of project management is to work with cross
functional teams to track and manage multiple projects related to product,
sales, customer installations, and marketing activities. Responsibilities
include:

  • Creating
    and managing project plan
  • Tracking
    deliverables, status, and dependencies from all involved stakeholders
  • Establishing
    regular conference calls with project teams
  • Identifying
    and communicating project risks to project teams and senior leadership

ENGINEERING/OPERATIONS/SUPPORT

Product Management:

The function of product management is to ensure that market
requirements are represented and validated in product requirements development
to ensure that sufficient market demand will exist to invest in new product
being introduced (NPI) to market that will gain traction and create a positive
RoI for the organization.  Typical
responsibilities include:

  • Create and manage product roadmap and associated requirements
  • Manage NPI and new release gating process to launch a product/ software release
  • Interface with any 3rd party solution ecosystem vendors and partners required for product/ solution development
  • Work with product and marketing teams to create a product pricing strategy and SKUs
  • Help define product requirements for product evolution
  • Work with cross-functional team to collect and share technical product details

Systems Engineer (Quality Assurance)

QA Engineering is responsible for product/system/solution
validation.  This includes ongoing
regression test, FOA test and….

  • Create test plans for new HW/SW
    releases
  • QA and Regression test cycles for
    product release
  • Document technical updates and
    technical bulletins with NPI
  • Tier III Technical Support
  • Five
  • Six

Field Operations

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  • Four
  • Five
  • SiX

Post-Sales Technical Support

Various levels – pull tech support responsibilities from
chad or online.  Tier 1, 2 and 3

  • Four
  • Five
  • SiX

Supply Chain Management

  • Liaison between channel sales (demand) and
    supplier (HQ)

    • Demand
      forecasting to supplier with inputs from channel sales, distribution, other and
      managing expectations and communicating to channels
  • Inventory control and warehouse management
  • Risk assessments and supply chain disruptions
  • Executive reporting (Inventory levels, aging
    inventory, etc.)
  • Order processing management (management of order
    management team or individual processing orders)
  • RMA management (logistics and systems for
    processing)
  • Transportation management

SALES ORGANIZATION

Sales Operations

Build definition of Sales Ops

  • CRM and PRM administration and optimization
  • Sample (evaluation/loaner equipment) management
  • Integration and synchronization of other tools
    (order management, point of sale)
  • Implementation of sales process and continuous
    process improvement
  • Management of knowledge base and content assets
  • Generate data-driven insight and forecasts for
    strategy planning
  • Deal registration and distribution
    correspondence
  • SPA (special pricing) and quote management
  • Pricebook (SKU) management
  • Typically this role would manage quota and KPI
    for channel sales team and all executive reporting surrounding point of sale
    and performance
  • Business planning with leadership on revenue
    objectives

Channel Sales Management

  • Partner onboarding
  • Account management
  • Partner program management (with Marketing)
  • Distribution/channel partner relationship
    management
  • Pipeline/opportunity management (quota)
  • On-site meetings with end users and or partners
  • Business development
  • Quote management with reseller partners and
    distribution (any special pricing – with operations)

Inside Sales

  • Support outside sales to identify targeted lists
  • Qualify and score inbound leads before engaging
    sales team  
  • Small deal management and quoting process
  • Proactively reach out to customer base for
    maintenance renewals

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About Author

Ashish Jain
Ashish Jain

Sales & marketing enthusiast, entrepreneur and engineer, who is passionate about technology. Ashish excels at creating simple yet compelling stories out of complex ideas; and is committed to drive organizational growth by aligning sales, product and marketing around customer needs. He has over 15 years of experience in leading marketing and product strategies of software products in telecom and enterprise mobility industry; and training sales teams to outperform competition. He is an expert in emerging inbound sales and marketing technologies, next-generation telecom technologies (VoIP, Unified Communications, Cloud Communications APIs, 4G/ 5G small cells, VoLTE), IoT, and enterprise Wi-Fi). Ashish holds Masters in Computer Science from University of Texas. He is CEO & Co-Founder of KAIROS Strategic Consulting – a MarTech agency that provides inbound marketing and sales enablement solutions to startups and Fortune 500 B2B technology companies

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