Senior Principal Portfolio and Offer Management

About this role

C1 Company Overview

C1: 1 Contact, 1 Connection, 1 Choice
C1 is the foremost, single-source provider of advanced communications and data technology for business. That means if it's digital, we connect our customers to it -- from phone systems and hardware to computer networks, application development, managed solutions and more. And we're 100% passionate with designing, implementing, managing and supporting our customers' every need from end to end, so that they can focus on what they do best.
So, when it comes to joining a team of IT and communications technology pros who are empowered to do what they do best, your best choice -- your #1 choice -- is C1.
Overview
Summary
The Senior Principal Portfolio and Offer Management is a senior individual contributor responsible for turning C1 strategy, market needs, customer requirements, and technology capabilities into a focused portfolio of differentiated, repeatable, and profitable offers that Sales can confidently take to market. The role combines portfolio strategy with hands-on offer execution and owns the process from ideation and business case through packaging, pricing, operational readiness, launch, adoption, performance management, optimization, and retirement.
This role works across Sales, Sales Engineering, Capabilities/Practices, Marketing, Finance, Operations, Professional Services, Managed Services, Delivery, Legal, and strategic partners to ensure C1 offers are market relevant, financially sound, operationally executable, and easy for the field to understand and sell. The Senior Principal also helps rationalize the portfolio so C1 maintains fewer, clearer, higher-impact offers aligned to customer outcomes and company growth priorities.
Responsibilities
Measures of Success Generally Include:

• Growth in pipeline, bookings, recurring revenue, gross margin, and attach rates attributable to C1 offers

• Reduction in time from approved concept to market-ready launch

• Field adoption and seller confidence, including usage of approved offers, sales plays, and enablement assets

• A clear, governed portfolio with defined ownership, lifecycle status, performance metrics, and retirement plans

• Operational readiness and consistent delivery of launched offers across Sales, Services, and supporting functions

Essential Functions
Portfolio Strategy and Governance

• Partners with executive, Sales, Capability/Practice, and Services leadership to translate company strategy and customer demand into a prioritized portfolio and offer roadmap

• Maintains a portfolio view across C1 solutions and services, identifying gaps, overlap, duplication, investment priorities, and offers that should be enhanced, consolidated, or retired

• Establishes and applies consistent offer-management standards, stage gates, ownership, documentation, and decision criteria across the offer lifecycle

• Uses market trends, customer feedback, win/loss insights, partner direction, competitive intelligence, and field input to recommend portfolio priorities and new offer opportunities

• Maintains clear roadmap, status, dependencies, risks, and executive-level reporting for priority offers

Offer Development and Lifecycle Management

• Leads development of priority offers from concept through general availability, including business case, requirements, value proposition, target customer, use cases, packaging, pricing, delivery model, support model, launch, enhancement, and retirement

• Creates and maintains Product/Offer Requirements Documents (PRDs) and ensures required stakeholder signoff before launch

• Defines clear customer outcomes, differentiators, scope, deliverables, assumptions, dependencies, and success criteria for each offer

• Coordinates quality gates and approvals across Finance, Legal, Operations, Professional Services, Managed Services, Delivery, Marketing, Sales, and other required functions

• Ensures offer configuration, quoting, ordering, contracting, delivery, support, and reporting processes are operationally ready before release

• Engages with customers and Sales during alpha/beta or early-adopter stages to validate market fit and incorporate feedback before broader launch

Go-to-Market and Field Enablement

• Develops the go-to-market plan for each priority offer in partnership with Sales and Marketing, including target segments, customer problems, value proposition, competitive positioning, sales motions, routes to market, and launch activities

• Creates field-consumable content that makes offers easy to understand and sell, including sales plays, talk tracks, battlecards, solution briefs, discovery guidance, qualification criteria, use cases, customer presentations, and FAQs

• Coordinates Sales and Sales Engineering enablement through live sessions, webinars, recorded content, demonstrations, launch communications, and supporting documentation

• Works with Marketing to develop consistent offer names, messaging, web content, campaigns, events, thought leadership, and demand-generation activities

• Supports strategic customer conversations, executive briefings, and key sales opportunities to validate positioning and accelerate adoption

Financial Management and Commercialization

• Develops business cases for new offers, including market opportunity, revenue expectations, investment requirements, cost structure, pricing, gross margin, recurring revenue potential, and expected return

• Partners with Finance and Services teams to develop and validate costing models for Professional Services, Managed Services, Maintenance, Cloud, software, partner services, and other offer components

• Develops and recommends pricing models, packages, bundles, subscription structures, and commercial programs that are competitive, scalable, and aligned to margin objectives

• Defines financial and adoption metrics for each offer and measures actual performance against the approved business case

• Identifies underperforming offers and recommends…