Sr. PMM

QLYS_IN Qualys Security TechServices Private Ltd.; Pune District; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

Qualys invites a Product Marketing Manager to lead GTM for a key product line in Pune, India. You’ll own strategy, messaging, positioning, and monetization, and work with PM, Sales, and Leadership to align roadmaps with market needs.

You will design campaigns, lead generation, and sales enablement, build competitive analyses, and educate the field on differentiators. This role requires strong writing, presentation skills, and a data-driven mindset to grow revenue.

Qualifications

• Bachelor’s degree in science, technology, or engineering; MBA or equivalent experience preferred.
• 6+ years of experience in product marketing, with a focus on security products and solutions.
• Proven experience in launching security products.
• Understanding of the security industry with passion for working with customers/sales.
• Proven development of external-facing and enablement collateral.
• Proven track record of use case demo creation.
• Strong presentation skills.
• Exhibitable sales and marketing experience in the form of technical documentation and/or speakership.
• Passionate about testing hypotheses and making data-driven decisions.
• Ability to articulate and showcase technology for different use-cases to diverse audiences, including federal space.

Responsibilities

• Be the ‘GTM Owner’ of a product line and grow revenue, activate the market and monetize.
• Analyze product revenue with PM, Sales, Leadership; report on metrics like cross-sell and renewal.
• Develop campaigns to generate leads and convert pipeline to close won.
• Create thought leadership content: white papers, webinars, emails, presentations.
• Research competitive landscape and develop optimized positioning; educate sales on competitors.
• Evaluate monetization options including freemium and packaging with other Qualys products.
• Drive PLG/PLS sales motions to build pipeline and revenue.
• Design and train sales on value-based product demonstrations.
• Develop sales enablement collateral and translate customer feedback into requirements.

Skills

GTM ownership

Campaign ideation

Sales enablement

Pricing and packaging

Product-led growth

Messaging & positioning

Communication skills

Data-driven decision making

Education

Bachelor’s degree in science/technology/engineering

MBA or equivalent experience

Job description

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! Qualys is seeking a product marketing manager for our lead a product line. The ideal candidate will have complete GTM ownership the product line. The candidate is expected to be responsible for the GTM success of the product line, have/gain a deep understanding of the market, industry, competitors – be able to guide product strategy. Be craft-full in building messaging and positioning that is clear, defensible and monetizable and lastly help in arming sales with the tools to go out there and win. The ideal candidate must have excellent written and spoken communication skills. You will work closely with team members to align product roadmap plans, marketing plans, sales plays that align with customer needs within the market space.

What You Will Be Doing

Business Ownership and Responsibilities

Be the ‘GTM Owner’ of a product line and constantly think about how to grow the revenue, win customers and activate the market including new avenues for monetization. Do the regular business analysis of the product’s revenue along with PM, Sales, Leadership and understand and report on various metric such as cross-sell, up-sell, expansion, renewal and come up with business plan to improve on each of the metric and present to leadership team.

Pipeline and Lead Generation

come up with campaign ideas to generate the leads for the business and execute the plan to convert pipeline to close won. Create thought leadership content, including white papers, webinars, emails, presentations, etc. Imaginative, Creative and Artful in creating messaging that is defensible, clear and monetizable Research the competitive landscape, determine how competitors are positioned and develop optimized positioning strategies and support documents for the product. Educate the sales team on how to address competitors in the field. Pricing and Packaging – evaluate various monetization options including freemium, premium and packaging with other Qualys products etc. to drive the customer adoption and revenue growth Product-led-growth (PLG) / Product-Led-Sales (Sales) – Activate sales plays and pipelines by driving new ideas to drive PLG/PLS sales motion to build and drive Pipeline – be innovative and think about the various digital marketing and demand gen campaign to manage leads – acquire, nurture and convert them to paid customers Design, deliver and train the Qualys Sales Team on value-based demonstration of our products Develop sales enablement collateral including customer product presentations decks and demo scripts. Foster strong relationships with customers to gather feedback, understand pain points, and translate insights into product requirements along with the PM team.

What We Need From You

• Bachelor’s degree in science, technology, or engineering; MBA or equivalent experience preferred.
• 6+ years of experience in product marketing, with a focus on security products and solutions.
• Proven experience in launching security products.
• Understanding of the various aspects of security industry with passion in working with customers/sales.
• Proven development of external-facing and enablement collateral.
• Proven track record of use case demo creation
• Strong presentation skills.
• Exhibitable sales and marketing experience in the form of creating technical documentation and/or speakership appearances.
• Passionate about trying out new ideas to promote the product, testing hypotheses, and making data-driven decisions to course correct.
• Proven ability to effectively articulate and showcase technology for different use‑cases, and to different types of audiences within the federal space.

Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings.