Sr. PMM

qualys; Pune District; On-site; INR 2,200,000 - 4,000,000; Full time

Job summary

Qualys is seeking a Product Marketing Manager to own go-to-market for a product line, shaping pricing, positioning and monetization. The role drives PLG/PLS motions, creates market-facing collateral, and enables sales with compelling demonstrations and messaging.

You will collaborate with PM and Sales to align roadmaps with market needs. You will own campaigns, thought leadership, and competitive positioning while building relationships with customers to translate feedback into product

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.
• 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.

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 metrics and come up with business plans to improve on each metric.
• 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.
• Research the competitive landscape 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 monetization options including freemium, premium and packaging with other Qualys products to drive adoption.
• Product-led-growth (PLG) / Product-Led-Sales (Sales) - drive PLG/PLS sales motion and campaigns to build Pipeline.
• 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 and translate insights into product requirements along with the PM team.

Skills

GTM ownership

Security products

Marketing collateral

Presentation skills

Data-driven decisions

Sales enablement

Customer insights

Education

Bachelor's degree

MBA preferred

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 case demo creation