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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Security Product Marketing Manager
Location: San Jose, California, US
Type: Permanent F/T
Closing Date: 05/21/2005
Company
Our client was founded in 1997, have raised $75 million and are currently
operating on revenue. They are profitable on a quarterly basis.
There are currently 90 people in the company, with offices in the US, Europe
and Asia. They are doing some development in Bangalore.
They sell their product through system integrators and directly to the
carriers. The system integrators pay a license fee and the carriers pay on a
product basis.
They increase their revenues by 50% in 2004 and are on target for another 50%
increase for 2005.
Product
They develop a carrier class, tier-1, IP platform. Their technology captures IP
traffic off of carrier backbones. The platform offers a real time collection
and analysis of one packet to billions of packets across multiple networks at
up to OC192 rates. The platform enables IP applications such as billing,
infrastructure protection, policy enforcement and IP monitoring. They passively
monitor IP traffic and do layer 7 reconstruction of that traffic on the fly.
Essentially they do packet analysis on any packet that goes through their
packet analyzer. This is not packet processing and it is not content analysis.
They are able to see all the IP traffic (email protocols, instant messaging
protocols, teleconferencing protocols, streaming protocols, network management
protocols, web protocols, etc…anything that runs on TCP/IP) from the
beginning from when you authenticated on the network to when you leave the
network. They know which URLs a person has been to, if a person went
to a home page, if a person is uploading/downloading email, teleconferencing,
IM’ing, etc. This helps their clients in three ways:
1. This is important because the carriers/ISP’s want to be able to
bill their users on network utilization so that they can provide differentiated
services. For example, when a user goes to an email server, they get one price,
when they go too specific website, they get another price, and when they go to
a premium site, they pay a third price. What they can do is provide a detailed
record of what an individual subscriber’s behavior is in the same way the
phone company provides a bill with local and long distance charges, the phone
numbers called, the duration of those calls, roaming charges. They does the
same thing for IP traffic.
2. The marketing reason for the product is that it helps their clients to
understand what kind of services their subscribers want. Like the cable
companies that provide various premium packages (sports, movies, etc), this
will allow their client’s to offer various packages that would be
interesting to their subscribers.
3. Another use of their product is for network and service management. The
quality of service management that they pick up is extremely fine grained. It
isn’t tied to a particular switch or network element so they get a lot of
info that is independent of those. They can see in real time if there are
delays, if there are errors, what those errors might be. Also, it allows their
clients to monitor the service level agreements better as well as lets them do
more precise network planning.
Initially they started with post-paid services (you receive your bill at the
end of the month for services you have used). Now they have added pre-paid
services (like pre-paid calling cards, just for data services).
Their 20+ customers include AT&T, KDDI, US Cellular, T-Mobile, Korea Telecom,
and KPN Mobile (Netherlands).
Architecture/Technology
Their product consists of a collection layer, which captures all the IP
information. This layer also does semantic traffic analysis, layer 4 analyses
and layer 7 analyses. It is all written in C for performance reasons. Then all
the info is sent to the logic/policy management server. This does all the
correlation and aggregation. This is also where their client’s put all
their business rules. This is a highly scalable, highly distributed
server/platform written in C++ and OO running on Linux and Solaris. Any of the
elements can scale geographically or by CPU. The customer’s applications
(billing systems, business applications, etc) tie into this server. They use
Oracle to archive all the info and MySQL for the internal management.
JOB REQUIREMENTS
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Responsibilities
Reporting directly to the Vice President, Product Marketing, the Product
Manager will be responsible for the Product Management of the Security business
segment. Security is a key business area for Narus with its customers, the
Tier 1 and Tier 2 carriers. Focus is on understanding security threats,
maintaining operational security, and addressing the expanding world of
security issues for which responsibility is being pushed more towards the IP
provider by both enterprises and end customers. This area represents one of
the largest opportunities for growth in the next years.
Specifically, the Product Manager will have the responsibility to grow this
segments, and create and deliver on partnerships, resulting in producing over
50% of the Narus revenue for the next year. S/he will work with the other
Product Managers on various programs, and will work directly with the Platform
Product Manager to assure that needed IP Platform functionality is includes in
releases. S/he will be responsible for collateral, white papers, promotions,
application partnerships, sales training, and positioning for these segments.
S/he will work with the global sales teams and the corporate Channel Manager on
assuring marketplace success.
Qualifications
The ideal candidate will be a “roll-up-the-sleeves” person, with a
successful history of Product Management. S/he will have experience in
telecommunications, security, and network operations. The candidate must have
a track record of responsibilities and success as a product manager in the
telecommunications space.
The ideal candidate will be market-savvy, with a strong understanding of the
networking industry. S/he will potentially have had some level of exposure to
software development or related experience earlier in their career having
worked on the telecom carrier side earlier in their career would be a plus. It
will be important to this individual’s success that they are able to
communicate credibly with the Narus sales, Product Management, and engineering
teams.
S/he will have excellent written and verbal skills. S/he will have the
knowledge and skills to develop the creation of product vision, packaging, and
presentation for both internal and customer use. This person will be expected
to lead cross-functional team, using and demonstration effect team leadership
skills.
Finally, the successful candidate will hold at minimum an undergraduate degree
in marketing or computer science, with an MS or an MBA being preferred, and
typically have 10 plus years of experience, with at least 5 years directly
related to large carrier and ISP networks.
CONTACT
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send resumes to hayley@stecs.com
Hayley Rubin
Technical Recruiter
SearchTech
hayley@stecs.com
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