[Sales] Offerings Manager - BizDev

Description

Job Summary: Orchestrate the offerings strategy for solutions within the Productivity ecosystem, operating in a dynamic ecosystem integrated with TOTVS ERPs. Key Highlights: 1. Orchestrate the solution offering strategy and package products. 2. Lead the Go-to-Market strategy to increase portfolio penetration. 3. Enable sales channels and the ecosystem with supporting materials. **[Sales] Offerings Manager - BizDev** ========================================== TOTVS | São Paulo - SP | Hybrid Job Description * Orchestrate the offerings strategy for solutions within the Productivity ecosystem, transforming platform tools into packaged, rapidly adoptable products; * Operate within a dynamic ecosystem integrated with TOTVS ERPs; * Align pricing, positioning, and commercial enablement strategies; * Ensure reduced implementation time (*Time-to-Value*) and continuous revenue expansion (*net expansion*) within the installed base. Responsibilities and Duties * Define product and pricing strategy: structure positioning, licensing models, and packaging of the platform portfolio, including Fluig, iPaaS, Analytics, and Identity; * Develop segment-specific offerings and accelerators: transform the platform’s technical capabilities into pre-configured solutions for business verticals, reducing *Time-to-Value* and facilitating customer adoption; * Lead the *Go-to-Market* (GTM) strategy: design and execute launch and expansion plans focused on increasing *net expansion* percentage and portfolio penetration within the ERP base; * Enable sales channels and the ecosystem: create commercial support materials such as pitchbooks, use cases, and ROI calculators, and conduct training for direct teams, franchises, and partners; * Identify expansion opportunities within the installed base: analyze customer journey and consumption behavior to identify operational triggers for *cross-sell* and *up-sell*; * Drive monetization through partners: encourage the developer and partner ecosystem to build and market shelf-ready solutions integrated with the platform; * Monitor business metrics: track and report portfolio performance indicators, including Net Retention Rate (NRR), semi-annual and annual stacking rates, and cancellation rate (*churn*). Requirements and Qualifications * Academic background: completed undergraduate degree in Business Administration, Computer Science, Engineering, Information Systems, Marketing, or related fields; * Professional experience: proven experience in Offerings Management, Product Marketing, Product Management, or Go-to-Market (GTM) in B2B technology or SaaS companies; * Proficiency in SaaS metrics and models: practical knowledge of customer base growth metrics such as NRR, Net Expansion/Stacking, Churn, ARR, CAC, and LTV, as well as pricing and bundling models; * Commercial enablement and strategy: ability to translate complex technical architectures into business value propositions, creating sales support materials and playbooks. Desired Qualifications * Postgraduate degree or MBA: specialization in Business Management, Product Management, Digital Transformation, or B2B Marketing; * Familiarity with the TOTVS ecosystem: prior experience with TOTVS products such as Fluig, Protheus, RM, Datasul, and Logix, or with similar market ERP ecosystems such as SAP, Oracle, and Senior; * Platform and ecosystem perspective: conceptual understanding of BPM/Low-Code solutions, iPaaS/APIs, BI/Analytics, and Identity Management (IAM/SSO), as well as integration dynamics with ERPs; * Experience with channels and franchises: experience in Go-to-Market strategies targeting distribution networks, franchises, or implementation partners (ISVs); Salary Range To be determined Employment Type CLT Benefits * TOTVS Network University, a corporate university offering free content and certifications for every employee; * +Healthy Program, supporting each TOTVER with advisory services and initiatives focused on physical, mental, and financial wellbeing; * +Advantages Program, Latin America’s largest discount network, exclusively for our employees; * +Care Program, a personal support program for employees and their families, offering guidance across multiple specialties including psychology, social work, pet consulting, etc.; * Einstein Conecta, a complimentary online medical consultation benefit provided by physicians from Hospital Israelita Albert Einstein; * Health and dental insurance; * Meal and/or food allowance; * Transportation allowance and shuttle services at select metro stations; * Extended maternity and paternity leave; * Nursing room; * Bicycle parking; * Changing rooms; * Life insurance; * Childcare allowance; * Private pension plan; * Office designed to foster creativity and productivity, featuring snack areas, game rooms, billiard tables, and relaxation lounges; * Gympass. About the Company As a technology industry leader, we are a universe of nonconformist individuals driven by innovation, autonomy, learning, and performance. Together, we create opportunities, transform futures, and share knowledge. Here, your professional development happens in an inclusive, respectful, and energizing environment — people-first! We pursue sustainable growth. We leverage data and AI to drive smarter, more efficient outcomes for our customers. Join us to innovate and build the future of technology. #VemPraTOTVS #SomosTOTVS