VP Product Marketing

2 days ago

Redwood City, United States clevelcrossing.com - Jobboard Full time

Posted on
Nov 04, 2021

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OUR VISION: THE WORLD. SUBSCRIBED.

Customers have changed. They’re looking for new ways to engage with businesses. Consumers today seek constant improvement, not planned obsolescence.

In the old world (let’s call it the Product Economy) it was all about things. Acquiring new customers, shipping commodities, billing for one-time transactions. But in today’s new era, it’s all about relationships. More and more customers are becoming subscribers because subscription experiences built around services meet consumers’ needs better than the static offerings or a single product.

Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy (a phrase coined by our CEO, Tien Tzuo and author of the best-selling book Subscribed).

The Opportunity

There is a massive shift in the global economy as consumers embrace Usership over Ownership, and companies across industries are re-imagining their underlying business models - shifting away from selling products and towards delivering services that are subscribed to or consumed.

Zuora has been at the forefront of this change, helping leaders like Ford, Zoom, Siemens, DocuSign, and the New York Times launch, scale, and transform their businesses for the new era. We’ve gone from venture-backed startup to the public leader in our category.

But the opportunity ahead is 100x bigger.

As our customers are in the midst of transition, so is our platform. We’re evolving from a single, best-in-class product line to a portfolio of applications each with billion dollar TAMs. Our customers increasingly see us not as just a useful application, but as a platform that serves as the core operating system for their subscription business, and is disaggregating the legacy ERP monolith in the process.

Reporting to the CMO, we’re looking for an executive Product Marketing leader who can build the team that will crystallize and amplify our vision in the market. A team who will partner with our product organization to translate our multi-product vision into the right go-to-market strategy. A strategy that will go head-to-head with the largest software companies in the world.

WHAT YOU’LL ACHIEVE

PRODUCT-LED GTM STRATEGY:

Develop a clear GTM strategy that translates our product innovation into solutions with repeatable customer buying motions that drive accelerated product adoption and revenue growth.

  • We complete our transformation from single-product leader to multi-product leader.
  • We have company-wide clarity - across solutions - on who our target customers are (personas/ICP), what their pain is, and why they chose Zuora over alternatives.
  • We constantly iterate and test our hypotheses to seek out what’s working and where we get stuck.
  • We use this GTM approach to learn, change, and ultimately drive up Zuora’s revenue growth rate.

POSITION ZUORA FOR THE NEXT 10 YEARS:

Position the company and our product portfolio in a way that transforms the perception of the business from a leader in “subscription billing” to the leading platform for operating a subscription - and we see the marketplace repeating our narrative back to us.

  • We are masters of positioning - exploiting every advantage and deflating any potential disadvantage.
  • We nail our product launches, using innovation milestones as a mechanism for moving our narrative forward.
  • We create mind-blowing content that communicates our story and makes our product shine.
  • We are the chief evangelists in the market and work to convince other influencers (industry analysts, etc) to amplify our perspective and story.

EMPOWERED FIELD ARMY:

Ensure our field army has the calm confidence that comes with knowing we have the best solution in the market. We aggressively go head to head with the world’s largest software companies - knowing that they are sitting in our chair.

  • We are fully aligned with Product, so that when innovation is delivered, our field teams are armed to use it to win.
  • We have a feedback loop that helps PMM tap into experiences in the field, digest, and use to iterate and improve our position.
  • We make selling Zuora the easiest enterprise sale in the market. Best in class playbooks, collateral, customer stories, and demos are available, adopted, and driving up win rates.
  • We crush competition. We know how to position. We understand competitors’ weak spots. We work with product to ensure our technology backs up our narrative.

TEAM OF LEADERS:

We build and nurture a team of A-players and create a PMM organization that is the envy of the market.

  • Hire the A-team. Leaders and drivers who can think strategically, spin stories, and drive the organization.
  • Nurture the amazing in-house talent and turn our PMMs into future leaders in the industry.
  • Create a culture that inspires the team to join, stay, learn, grow, and ultimately attract other talent into Zuora PMM, Marketing, and beyond.

WHAT YOU’LL NEED TO BE SUCCESSFUL

  • 10 years’ experience in Product and/or Marketing
  • 5 years leading high-performing teams of 10 or more
  • Enterprise software experience - worked at B2B technology companies where they were selling into large enterprises
  • Can work with product and sales organizations to develop a GTM strategy that delivers a revenue number.
  • Positioning Master and Chief Evangelist - has launched amazing new products and capabilities and changed market perception based on strategic messaging
  • Proven ability to create and communicate a clear, coherent and compelling vision of what the organization strives to become, and inspire a team around it
  • Ability to generate new or improved ideas, approaches, products or solutions; ability to lead a team to generate innovative approaches.
  • Proven experience in designing and establishing structures, systems, and processes to most effectively achieve the organization's objectives (i.e., product launch rollouts)
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