OVERVIEW
Reporting to the VP of Product Marketing, you will be responsible for defining and
communicating the promise of KANA´s solutions to the market. You will drive
crafting the messaging and positioning for this product. You´ll help conceive
and develop innovative marketing programs that drive demand. In your role as a
Director of Product Marketing you will be the expert in the market landscape and
will transfer that knowledge to the sales team.
The objective of this leadership role is to drive go to market strategies with the Direct Sales, Sales Consulting, Alliances and Product Management organizations. The ideal candidate will be a hands-on, team-oriented marketing professional who thrives in a fast-paced resource constrained startup environment, and will be highly effective in enabling the sales organization to leverage successful products into higher-value revenue streams.
KEY RESPONSIBILITIES
• Develop product positioning and messaging that differentiates KANA in the
market
• Product launches – Own and manage the product launch process working cross
functionally in order to ensure on-time and successful delivery of new offerings
into the marketplace.
• Demand generation – help develop the strategy and content for the marketing
programs that drive demand for KANA solutions
• Sales enablement – communicate the value proposition of KANA solutions to
the sales team and develop the sales tools that support the selling process
• Content – be the content expert for KANA solutions, writing white
papers, articles, webinar slides, etc.
• Market intelligence – be the expert on your buyers, how they buy and their
buying criteria; be the expert on your competition and how to beat them. Provide
market, customer, and competitive insight to sales, product management and executive
management with competitive and market intelligence.
• As appropriate, interact with Product Management and Engineering to solicit and identify
potential market opportunities and technologies.
• Develop and analyze win-loss reporting. Analyze sales records, market
penetration, market potential and future trends and makes recommendations for
improved strategies
REQUIREMENTS
• Solid collaborative skills working with cross-functional teams.
• Extensive experience and a record of success in new product launches with a
strong product strategy, communications, and pricing background.
• Has the ability to clearly and quickly articulate product messaging and
product positioning within the marketplace
• Outstanding communication skills, both written and verbal. Must have proven
ability to deliver concise, logical written documents and the presence to
deliver presentations effectively to demanding audiences.
• Minimum of 10 years of progressive experience in Product Marketing. Enterprise
software (CRM, specifically customer service) domain expertise preferred.
• Four-year college degree from a highly selective school, MBA preferred with a
history of creativity and strong business decision-making.
• Mature team player and personal contributor having the strong desire to
roll-up his/her sleeves and make things happen.
• Flexible and comfortable working in a fast-paced environment; must have the
ability to deal with ambiguity and adapt well to rapidly changing business
conditions.
• Potential to personally scale up fast as the business grows
• Willing to travel (up to 25%)
