Senior Director, GTM Product Strategy

Kantata; United States; Sur place; USD 185 000 - 225 000; Plein temps

Résumé du poste

Kantata is hiring a senior product marketing leader to own ICP, translate capabilities into business value, and drive product launches across a global organization. You’ll own competitive intelligence, win-loss analysis, and craft compelling value narratives for executive leadership.

Responsibilities include leading GTM campaigns, creating sales tools and collateral, and collaborating with alliances to enable partners.

Qualifications

• 10+ years of product marketing/management experience at a B2B technology company and/or professional services marketing or delivery experience.
• Proven leadership and team-building skills
• Experience working with global teams to successfully bring new products to market.
• Strong affinity for deeply understanding target audiences, customer needs, competitive landscape, and sales management processes.
• Track record of success driving outcomes across an organization with multiple stakeholders.
• Excellent analytical, quantitative and problem-solving skills
• Exceptional communication skills (written and verbal) and ability to clearly communicate and present compelling story and value-based outcomes our solutions provide.
• Self-motivated, results-oriented
• Ability to work in a fast-paced environment
• Minimum of Bachelor's degree in Business or related field

Responsabilités

• Define Kantata’s ICP and the core issues for target markets.
• Translate Kantata’s solution and product capabilities into differentiated business value that solves the critical business issues of our ICP.
• Own a nimble competitive intelligence program that helps Kantata win against direct competitors and customer alternatives.
• Conduct win-loss analysis and use the findings to refine positioning and narratives.
• Turn customer, market and competitive insight into clear recommendations for executive leadership.
• Partner with Customer Marketing, Communications and Analyst Relations to establish Kantata as a defining voice in the professional services market.
• Manage product launches and orchestrate GTM teams to support new products and features.
• Develop the product marketing collateral (e.g. FAQs, pitch decks, value propositions) as well as sales tools (e.g. playbooks).
• Create compelling narratives, use cases and case studies that clearly demonstrate the untapped business value Kantata can deliver to our clients.
• Partner with the Alliances team to ensure our partners are enabled on Kantata’s solutions
• Recommend product-focused marketing campaigns with clear business objectives to increase ARR across both net new clients and expansions for existing clients and renewals.
• Drive cross-functional collaboration across the GTM teams to get internal stakeholders aligned and campaign plays activated and executed.
• Develop quantified customer value stories, proof points and industry-specific use cases.
• Present Kantata’s solutions and value at events (e.g. webinars, user events & road shows) as well as industry events (e.g. TSiA, RMI).
• Co-present with client-facing teams to understand first-hand how our solutions and value propositions are received and continuously iterate on the narratives and assets based on feedback.
• Partner with Customer Marketing, Communications and Analyst Relations to establish Kantata as a defining voice in the professional services market.
• Own quarterly product performance reviews (QPPR) to track progress vs targets. Own product performance objectives, set targets, analyze KPIs, and develop corrective action plans to achieve objectives.

Connaissances

Product marketing

Leadership

Global teams

Audience research

Storytelling

Analytics

Communication

Result-oriented

Fast-paced environment

Formation

Bachelor's degree in Business or related field

Description du poste

About the Opportunity

The Company Kantata provides the industry-leading Professional Services Automation platform that enables services organizations to optimize resource planning, project management, and financial management. Our purpose-built, professional services solutions empowers over 2,000 professional services organizations in more than 100 countries to deliver radically better business outcomes. Kantata provides AI-powered insights and actions so our clients can win more business and always deliver amazing outcomes for their clients.

Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!

Primary Responsibilities:

Own the definition of Kantata’s ideal customer profile (ICP) and the critical business issues that our target markets, segments and personas care about.

Translate Kantata’s solution and product capabilities into differentiated business value that solves the critical business issues of our ICP.

Own a nimble competitive intelligence program that helps Kantata win against direct competitors and customer alternatives.

Conduct win-loss analysis and use the findings to refine positioning and narratives.

Turn customer, market and competitive insight into clear recommendations for executive leadership.

Partner with Customer Marketing, Communications and Analyst Relations to establish Kantata as a defining voice in the professional services market.

Product Launch

Manage product launches and orchestrate GTM teams to support new products and features. Develop the product marketing collateral (e.g. FAQs, pitch decks, value propositions) as well as sales tools (e.g. playbooks).

Create compelling narratives, use cases and case studies that clearly demonstrate the untapped business value Kantata can deliver to our clients.

Partner with the Alliances team to ensure our partners are enabled on Katata’s solutions

Demand Creation

Recommend product-focused marketing campaigns with clear business objectives to increase ARR across both net new clients and expansions for existing clients and renewals.

Drive cross-functional collaboration across the GTM teams to get internal stakeholders aligned and campaign plays activated and executed.

Develop quantified customer value stories, proof points and industry-specific use cases.

Present Kanata’s solutions and value at events (e.g. webinars, user events & road shows) as well as industry events (e.g. TSiA, RMI).

Co-present with client-facing teams to understand first-hand how our solutions and value propositions are received and continuously iterate on the narratives and assets based on feedback.

Partner with Customer Marketing, Communications and Analyst Relations to establish Kantata as a defining voice in the professional services market.

Drive for results

Own quarterly product performance reviews (QPPR) to track progress vs targets. Own product performance objectives, set targets, analyze KPIs, and develop corrective action plans to achieve objectives.

Qualifications:

10+ years of product marketing (or product management, solution consulting) experience at a B2B technology company and/or professional services marketing or delivery experience.

Proven leadership and team-building skills

Experience working with global teams to successfully bring new products to market.

Strong affinity for deeply understanding target audiences, customer needs, competitive landscape, and sales management processes.

Track record of success driving outcomes across an organization with multiple stakeholders.

Excellent analytical, quantitative and problem-solving skills

Exceptional communication skills (written and verbal) and ability to clearly communicate and present compelling story and value-based outcomes our solutions provide.

Self-motivated, results-oriented

Ability to work in a fast-paced environment

Minimum of Bachelor's degree in Business or related field

Compensation:

Base pay for this role is: $185,000 - $225,000

This role is eligible for a company bonus

Our Philosophy

We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:

An intentionally engaging and collaborative culture - ditch the silo!

Strong work-life balance that’s a true focus of the company

The chance to learn from some of the best people in the business

A vibrant, collaborative, and devoted team, who still makes time for fun

At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish. Kantata is an Equal Opportunity Employer.

Kantata is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at Kantata are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.