Position Summary

The Product Manager will be responsible for discovering a product that is valuable, usable, and feasible. The Product Manager will craft the product vision of the company and work across the organization to bring that vision to life.  A focus on company revenue growth is key for this position, and the Product Manager must possess knowledge of how to drive revenue growth through the alignment of the product strategy with sales and marketing strategies.  The ideal candidate will possess a combination of functional experience in the Architect, Engineering, and Construction (AEC) profession. Must possess software experience supporting the AEC profession and permitting agencies especially in the area of permit/construction inspection.

Responsibilities

The Product Manager will:

• Discover the inspection product that is valuable, usable and feasible to add to the company’s compliance software product roadmap by analyzing and identifying emerging market technologies, vendor product capabilities, competitive landscapes, and customer requirements. Utilize the insights from this analysis to craft strategic actions for product development, product delivery, pricing, and positioning.
• Provide end to end leadership for ongoing product management and development, including: identifying market need, business case development, product definition, and go to market planning.
• Keep the Product Team focused on the customer and the market by researching, understanding, and communicating customer needs and behavior.
• Gather feedback from existing and prospective customers in the field and gauge future product enhancements based on this feedback.
• Work closely with product developers and interface designers to ensure that the product vision is being successfully implemented, and support feedback channels that will allow development and design work to help fine-tune the product roadmap and product strategies. Exploit the latest technologies to ensure that products are responsive, dependable, and perform up to company and customer expectations.
• Manage relationships with key vendors and partners to establish product positioning and integration opportunities to enhance the product and broaden the potential reach and audience for company products.
• Define key product features and benefits to support the development of marketing materials, customer collateral, and training documents that will resonate with customers.
• Work to establish the company as a thought and market leader for compliance products for the AEC profession and state, county, and municipal government by participating in industry events, authoring articles for industry trade journals, and via social media outreach. Position the products and their value to the press, investors, and analysts.

Requirements

Success in this role will require someone who can utilize research, analysis, and stakeholder input to create and bring to life a product vision that will continue to drive increased unit and revenue growth.  The person in this role must be a well-organized self-starter who is adept at working cross-functionally across all levels of the organization; take initiative to identify problems and develop practical solutions; is focused on delivering results; possesses key AEC and government functional experience, and who has in-depth, hands-on product management experience.

Specific requirements include:

• Bachelor’s Degree and related work experience in a discipline directly applicable to software product management or the AEC profession, Government permitting software, inspection software. Master’s Degree highly desirable.
• 7+ years of product management experience supporting software development for the AEC profession and state, county, and municipal government marketplace.
• Experience with product development, including: uncovering product needs, business case development, product requirements definition, product delivery, pricing, and positioning, and go-to-market strategy.
• History of building and maintaining product roadmaps for the AEC profession and permitting agencies.
• Strong analytical skills.
• Excellent written, oral, and interpersonal communication skills.
• Proven ability to understand technology and translate that to customer benefits.
• Experience managing a team of project managers, designers, and developers.
• Experience creating a product culture that fosters the design and development outstanding products and promotes innovation, collaboration, and success.

The position will primarily be centered at the e-PlanSoft headquarters in Irvine, CA.

Job Description

Eastern Regional Sales Manager (Individual Contributor) in Public Sector Software Sales (SaaS) related to permitting, building, and safety and community development processes. This is a remote sales position reporting to HQ in Irvine, CA. Preferred candidate to reside in any state in the Eastern Standard Time Zone.

Ideal sales manager candidate will prospect top-tier accounts, with the support of an SDR, and close sales lead to generating revenue for the company. This is an individual contributor role and will be responsible for developing, implementing, and evaluating the sales strategy for the Eastern US Region specifically to State and Local Government agencies. Software as a Service (SaaS) sales experience in State and Local Government is strongly preferred but not a requirement.

Primary Responsibilities (but Not Limited To)

• Prospect new accounts through cold email, phone, and social media outreach to self-generate sales opportunities
• Develop and leverage company product knowledge to provide technical expertise for sales presentations, product demonstrations presentations remotely or at customer locations
• Ability to navigate and close complex deals with government officials
• Participate in consultations with prospective users and/or product capability assessments and validation
• Create formal networks with key decision-makers
• Responsible for ensuring CRM (Salesforce) is always up to date
• Provide regular and efficient sales and regional marketing updates to management
• Achieve quarterly and annual revenue targets
• Identify and build relationships with key decision-makers in prospective organizations
• Develop an understanding of business issues and opportunities to create a high-value proposal focused on delivering their desired outcomes
• Lead and contribute to RFP responses
• Lead the development of opportunity strategy plans and periodic account reviews
• Own your pipeline to ensure long term, consistent performance in quarterly/annual quota achievement
• Ability to accurately forecast opportunities for a rolling 12-month cycle
• Build a comprehensive territory plan that outlines a strategy to secure new prospects
• Build a detailed account plan for each of the top 25 accounts
• Facilitate discussions internally and externally relative to prospect/sales campaign coordination

Ideal Qualifications

• Experience in government procurement process’ including responding to RFX’s
• Software Sales Experience
• Experience with SalesLoft and SalesForce
• Understanding of permitting/land use requirements as it relates to plan reviews/plan check process
• Ability to maintain relationships with resources at all levels of a prospective organization
• Thorough understanding of sales methodology such as Straight Line Selling: The Art of Persuasion, Influence, and Success
• Must be able to overcome objections, develop business cases, and be held accountable for close deals
• Able to articulate and understand the client strategy and solution strategy to a technical level of detail
• Must be flexible, dependable, and capable of quickly learning new products and technologies
• Excellent oral and written communication skills, as well as excellent presentation skills
• Efficiently and effectively run operations of the assigned region to increase sales revenue and market share.
• Strong work ethic and attitude
• Ability to travel as needed within assigned territory and other locations, including e-PlanSoft corporate headquarters
• Ability to travel and attend tradeshows, conferences, and expo’s within your assigned region.
• Participate in the ongoing analysis of financial and other KPI’s at a regional, market segment, and customer level
• Possess a high level of specialized sales and product solution knowledge including product demonstration
• Bachelor’s Degree or equivalent work experience
• 3-5 years Software Sales – SaaS Solutions selling Public Sector agencies. (city, county and state government) Land Use, Public Works. – Permitting Process
• Construction Design, Architectural background is a “plus”
• Salesforce CRM experience