Head of Global Product Marketing

November 19, 2020
San Jose, CA
Job Type


As the leader of our Product Marketing team, you and your team will play a strategic role and be responsible for market intelligence, defining market opportunities, assessing the competitive landscape, and understanding IT and Security buyers’ needs. You will also develop targeted messaging to support the buyer journey, aligning packaging and pricing to best capture value and drive growth, and enabling a global sales organization that spans multiple customer segments and buyers. You are an exceptional product champion with extensive experience in enterprise B2B product marketing, proven success in developing strategic and innovative go-to-market (GTM) programs for B2B software products.

Reporting to the EVP, Product Management, the Head of Product Marketing will have tremendous impact on how we go to market and promote our products and services.


Cross-functional Leadership

  • Along with Marketing, educate internal and external company stakeholders on features and benefits of the products
  • Ensure Sales and Marketing have all the necessary knowledge and materials enabling them to attract new customers
  • Confidently represent the company at industry events, webinars, and sales meetings
    • Includes delivery of speeches and presentations both internally and externally in promotion of the product’s story
  • Create engaging product content to articulate the product’s value to the world
    • E.g. performing case studies, creating product videos, blog posts, running forum product discussions
  • Develop messaging for the local, regional, global product campaigns that effectively resonate with each region in its own unique way
  • Assess the product market data by reaching out to customers through field salespeople and evaluating sales call results
  • Assist Sales in processing prospective client calls where there is a deeper demand for product description/promotion
  • Assess product sales by vertical – is there a reason one vertical performs better than another

Product Launch

  • Plan and oversee cross-functional implementation of launch plan for new products
  • Work closely with Product Management on developing strategy that drives demand for the product in the market
  • Develop product messaging and positioning that distinguishes the product in the market


  • Influence the product’s pricing through the utilization of market research data
    • Review production and sales expenses, anticipated sales volume

GTM Enablement

  • Identify and prioritize target markets, solution opportunities, and buyers
  • Collaborate with Sales Enablement to deliver tools and training for sales teams
  • Work with OEM partners and channel team to develop positioning materials and training opportunities
  • Provide competitive information and challenge questions to help sales teams more effectively compete
  • Define and deliver effective solution messaging and positioning across products, verticals, and use cases
  • Collaborate with Marketing to ensure market and solutions knowledge is communicated and that our field teams can articulate differentiation and demonstrate value

Other Deliverables

  • Product positioning and messaging that attracts and converts prospects and leads
  • Manage and maintain messaging platform document
  • Explanation of product capabilities from a customer point of view
    • Competitive landscape and differentiators
    • Buyer personas that provide structure and insight for a company
  • Sales enablement materials that help representatives close more deals
    • Sale guides, battle cards and training
    • Competitive landscape, and objection handling. (internal and channel-based versions)
    • Competitive intelligence that gives the team a deeper understanding of the market
  • Create external product presentations

What You Will Need:

  • 10+ years of experience in solutions or Product Marketing in high-growth B2B SaaS environment
    • 5+ years of experience at executive level, preferably within endpoint security or relevant enterprise IT software
  • BComm/BA in Marketing, Business, Computer Science, or related field
    • MBA and other advanced degrees a plus
  • Be a self-starter and leader who loves coaching and growing high-performing teams
    • Ability to manage, guide and direct an experienced team of Product Marketing experts
  • Excellent presentation skills, having excelled at presenting to senior technology leaders (i.e. CIOs, CTOs, CISOs) within enterprises
  • Proven experience in defining GTM strategy, customer advocacy, and market research/analysis
  • Complete command of product marketing processes, techniques, and tactics associated with driving growth across product and solution portfolio
  • Calculated risk taker with a fundamental understanding of the numbers that drive product growth (e.g. market and financial analysis, pricing, resource allocation, margins, costs, ROI, etc.)
  • Experience as a product/technology writer (samples of writing may be requested) creating targeted content, solutions, and campaigns for specific verticals
  • Proven ability to launch products/services and manage new releases
  • Excellent communication (written/verbal), strategic/analytical thinking, relationship building (internal and external stakeholders), and interpersonal skills
  • Extremely strong organizational skills, comfortable defining priorities where multiple requests must be fielded by various stakeholders
  • Entrepreneurial and creative spirit, proven ability to think outside the box
  • Willingness to travel domestic and international (25-40% of the time)
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