Category Manager – Public Cloud, Infrastructure as a Service and Managed Hosting Commodities

Job description

Job Category

Finance and Operations

Job Details

Position: Category Manager – Public Cloud, Infrastructure as a Service and Managed Hosting Commodities

Location: San Francisco, CA

Founded in 1999, salesforce.com is the #1 CRM platform and the clear leader in sales, service, marketing and cloud platforms. Salesforce.com pioneered the shift to cloud, social, mobile and most recently connected devices, and with this next generation of technology, our customers are connecting with their customers in entirely new ways.

When salesforce.com was founded, three things made us vastly different from traditional software companies:

New Business Model : Salesforce.com operates as a subscription business. Just like the newspaper business, customers pay us over time. And we recognize revenue as the service is delivered, giving us a much more predictable revenue stream. We are much more invested in our customers’ success than vendors of traditional software because we need to be; we want them to continue to renew their subscription .http://www.salesforce.com/company/investor/

New Technology Model : Salesforce.com is based on a concept called multi-tenancy that emerged with cloud computing. It’s about shared infrastructure. Think of it like an apartment building – while there are a number of shared resources like elevators, a doorman or a swimming pool, each tenant has a key to their own apartment that only they can access. It is really how we look at defining whether a service is truly in the cloud – Facebook, Google and Twitter are all based on this same concept. It allows us to deliver economies of scale and uses less energy than traditional software. http://www.salesforce.com/company/sustainability/

New Philanthropy Model : Giving back has been at the core of whosalesforce.com is from the beginning. We donate 1% of our time, product and equity back into the communities where we operate. http://foundation.force.com/home

Responsibilities:

Category Related:

·  Serve as category expert for the Managed Hosting / IaaS /PaaS categories 

·  Understand the key trends, differences and critically understand the importance 
of trends in Public cloud offerings 

·  Understand the product portfolio and services offered by the providers and stay 
up to date with new service announcements 

·  Manage category spend analytics, master use of 3r d party tool used to 
consolidate and analyze public cloud spend 

·  Provide primary Sourcing support for internal business partners for sourcing requests including; contract negotiations, performing market analysis, provide spend data insights and recommendations, and develop business case for new projects. Exceed agreed upon SLAs and provide detailed reporting on KPIs. 

·  Understand and convert the tactical and strategic business objectives of Strategic Sourcing into actionable tasks/projects, delivering results that enable the business to achieve their objectives. 

·  Provide category report detailing spend and usage trends, supplier performance metrics, savings, and improvement opportunities, etc. 

·  Collect information and analyze supplier marketplace data including industry structure and demographics, supplier performance, cost dynamics, etc. 

·  Develop quantitative models and tools to support sourcing activities 

·  Manage monthly invoicing process and liaison between AP, the business and the 
supplier to ensure invoices are paid and accounts are in good standing 

·  Conduct and manage RFx processes, including on-line tools 

·  Drive cost savings through negotiations and improvement requests, with 
established methodology to ensure needs of the business are consistently met 
and deliver added value to the business. 

·  Assist as necessary with projects to improve and streamline Sourcing 
department’s processes. 


Business Partner Related: 


·  Develop solid business relationships with internal customers as a Trusted business advisor and sourcing partner 

·  Attend Technical Planning meetings with the business (TechOps, IT, R&D) as needed 

·  Maintain a high level of ‘Customer Focus’ attitude 

·  Support internal customers by facilitating accurate and favorable transactions, 
and on-going supplier management and accountability 

·  Serve as liaison between Global Strategic Sourcing, the business, and the 
Supplier community. Develop strong partnerships and nurture a positive business relationship with internal stakeholders and suppliers to clearly understand their business processes; short and long term business objectives; and strategic direction and goals




Supplier Related: 


·  Organize and lead business reviews with suppliers including development, 
preparation and review of supplier scorecards and performance metrics 

·  Negotiate pricing and other business terms with suppliers, conduct industry 
bench-marking of pricing, and make recommendations on programs to reduce supplier costs. 

·  Support category managers to resolve major supplier performance issues; Perform supplier on-boarding and termination activities

Experience/Skills Required:

·  5-7+ years of direct experience in procuring and managing Technology sourcing at a technology company 

·  3+ years of direct experience in sourcing/procurement of Public Cloud/IaaS/PaaS/Managed Hosting sourcing 

·  Experience within or working with top-tier companies in the respective categories and an understanding of their offerings, differentiator and pricing (Azure, AWS, SoftLayer, Google, etc.) 

·  Deep understanding of cost levers across providers (RIs, Spot Instances etc.) 

·  Bachelor’s degree from reputable 4-year university or equivalent work experience. (MBA preferred) 

·  Deep knowledge of the sourcing process and competitive bidding process: interfacing with clients, analyzing responses, developing selection criteria, and choosing appropriate suppliers (RFP, RFI, RFQ). 

·  Contracts and Agreements: Ability to read, write, and interpret contractual documentation. Knowledge of contract terms, applications, and legal requirements. 

·  Ability to manage performance to contracts and agreements. 

·  Ability to explain requirements contained in agreements. Knowledge of the types 
of agreements and the appropriate usage under various customer 
circumstances. 

·  Ability to explain, at a high level, the legal implications of a contract agreement. 
Ability to draft contract language that operationalizes business relationships with suppliers in order to protect salesforce.com interests and withstand legal challenges. 

·  Data and Analytics: Ability to use data and apply robust analytics to model various business scenarios and analyze resulting cost, impact, risks, and benefits to inform and recommend business solutions. 

·  Must demonstrate integrity, professionalism, and appropriate dissemination of sensitive and confidential information. 

·  Strong conceptual and analytical thinking 

·  Excellent communications skills and follow-up discipline 

·  Proven negotiation skills. 

·  Flexibility to adapt to ever changing business situations 

·  Highly motivated; self-starter 

·  Must demonstrate integrity, professionalism, and appropriate dissemination of 
sensitive and confidential information. 

·  Must make sound decisions and produce accurate and timely results. 

·  Must prioritize and organize work in a fast paced multi-task environment. 


*LI-Y

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