Product Director Devices

When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners.

The Product Director Devices plays a leading role in defining, documenting and communicating the CTS hardware strategy, with a specific focus on our Urban Revenue Management (URM) portfolio of hardware solutions (Automatic Fare Collection). The Product Director Devices will liaise with senior leadership and key stakeholders across the business to ensure our hardware strategy is consistent with our strategic goals and meets the needs of different regions, market-segments, and product-lines to meet our ambitious growth targets and to support existing customers.

As a new role in the Cubic business, this will require working with many stakeholders in a highly matrixed environment to drive step change in how we position, message, and differentiate our hardware portfolio against our competitors, as part of our broader product portfolio and product strategy. This will include identifying and working with strategic third-party partners.

The Product Director Devices will be both the internal and external face of our hardware portfolio and will work closely with sales, project delivery, engineering, and services teams to understand the key drivers for our customers and the broader market across geographies, including North America, EMEA, and APAC regions.

• Work with cross-functional teams across regions to define the URM devices strategy.
• Be hands-on and can-do to drive the definition and execution of our hardware strategy in collaboration with multiple stakeholders at all levels of the business.
• Support defining and communicating compelling and differentiated value propositions in relation to our hardware products and bring a deep understanding of the competitive landscape.
• Lead on Build/Partner discussions and support Engineering where NRE work is required for existing hardware solutions and/or to explore new ways of leveraging existing assets.
• Proactively perform market analysis and research and develop go-to-market plans for different geographies, including new market entry.
• Work with marketing to shape the associated marketing strategy to position our hardware strategy internally and externally with customers, consultants, and partners.
• Work with the Business Development team to ensure voice of the customer is represented, ensure customer needs are captured and there is a customer/user experience focus for all our hardware solutions.
• Lead sales enablement activities in relation to our hardware portfolio, including sales training and internal knowledge sharing.
• Support the development of product price books and pricing frameworks for our hardware solutions, including different product and service options aligned to the hardware offering.
• Support the sales cycle, including customer demos, workshops, and presentations as part of ongoing customer engagement or as part of formal bid processes.
• Help drive TAM expansion and proactively identify growth opportunities across regions in relation to our hardware portfolio, including adjacent markets and use of procurement frameworks.
• Support identifying and managing device partners including defining joint go-to-market value propositions.
• Support bid and proposal teams in presenting our hardware portfolio in response to formal Requests for Proposals.
• Support the Solutions team in selecting the best possible hardware solutions for given opportunities.
• Support Service Delivery Managers, Account Managers, and Business Development Managers in developing account plans for existing customers in relation to their supplied and supported hardware assets.
• Lead in collaboration with Engineering on portfolio rationalization initiatives and ensure the hardware portfolio is managed through product management lifecycle disciplines.
• Lead the creation of hardware product P&Ls and supporting reporting functions to ensure we are strategically and commercially focused for all decision-making.
• Support creating and uplifting product documentation in relation to our hardware solutions, including sales brochures, technical specifications, datasheets, and user guides.
• Support identifying opportunities for process improvement and help build product management discipline and governance into BAU processes across the business in relation to our hardware portfolio.
• Be the go-to-person for all device strategy questions and issues.
• Work closely with product leaders, key stakeholders across the business, and report to the VP, Head of Product.

• Highly experienced Product Manager with a track record of working with a portfolio of hardware products.
• Demonstrable experience in defining hardware strategies and delivering winning value propositions.
• Strong understanding of payment technologies and associated technical concepts in relation to hardware solutions.
• Proven experience in complex, global, matrixed organisations.
• Degree qualification in technology or business discipline or equivalent.
• Demonstrable experience in user-centred design and delivering customer benefits.
• Proven record of working with partners, preferably in the hardware domain.
• Demonstrable experience of working with complex stakeholder groups across organisations.
• Experience of portfolio rationalization activities and wider product lifecycle management.
• Understands change management and the culture of business improvement transformation.
• Experience of the transit industry is highly desirable.
• Experience of both public and private sector environments is desirable.

• Natural leader who works well with others and brings the best out of other people.
• Strong communication skills and ability to take different stakeholders on a journey.
• Ability to define a compelling vision and work across business and technical domains.
• Dynamic personality with a positive outlook who thrives on change.
• Ability to quickly attain and retain credibility across diverse teams.
• Ability to work with ambiguity and effect change through influence as well as authority.
• Ability and flexibility to work in a global environment across multiple time zones.
• Highly resilient personality and comfortable with complexity.

The description provided above is not intended to be an exhaustive list of all job duties, responsibilities and requirements. Duties, responsibilities and requirements may change over time and according to business need.