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Product Marketing Director, Strategy and Operations
Contrast SecurityRemote USA, United StatesRemotefull_timeVerifiedPosted 21 Oct 2024
💰 $230,000/yr($200,000/yr – $230,000/yr)
About the role
Contrast Security is the world’s leader in Runtime Application Security, embedding code analysis and attack prevention directly into software. Contrast’s patented security instrumentation disrupts traditional AppSec approaches with integrated and comprehensive security observability that delivers highly accurate assessment and continuous protection of an entire application portfolio. The Contrast Runtime Security Platform enables powerful Application Security Testing and Application Detection and Response, allowing developers, AppSec teams, and SecOps teams to better protect and defend their applications against the ever-evolving threat landscape. Application Security programs need to modernize and Contrast empowers teams to innovate with confidence.
About the Position
The Product Marketing team at Contrast Security focuses on driving growth of our business by quarterbacking the go-to-market strategy. We do this by understanding technology, market drivers, competition, and customer needs with the responsibility of, communicating product messaging and value to internal and external audiences, and of creating compelling offers to generate demand, drive adoption and the overall success of our products. We are currently seeing a highly experienced Product Marketing Director, Strategy & Operations to join our dynamic team.
In this role, you will be responsible for supporting and operationalizing the pricing and packaging approach for Contrast's products, solutions, and services offerings that drive revenue growth and profitability, conduct win/loss analysis to identify opportunities for competitive advantage, and support Contrast's overall competitive intelligence program. You will do this via market research and internal performance analytics to ensure strategies are data-driven and reflect where performance and the market is headed. You will also be responsible for building a scalable program to monitor and collect critical signals of market intelligence and competitor behavior. You will use this process to track and identify trends that help the team understand what customers want and what competitors are doing in the market.
As a key leader, you will also drive process improvements, operationalize pricing models, and provide guidance to the Sales teams. You will serve as a subject matter expert for proactively analyzing sales metrics and market trends to make informed pricing recommendations that align with business goals. You should be willing to roll up your sleeves, dig in, learn, problem solve, be creative and do what it takes to win the market.
About the Position
The Product Marketing team at Contrast Security focuses on driving growth of our business by quarterbacking the go-to-market strategy. We do this by understanding technology, market drivers, competition, and customer needs with the responsibility of, communicating product messaging and value to internal and external audiences, and of creating compelling offers to generate demand, drive adoption and the overall success of our products. We are currently seeing a highly experienced Product Marketing Director, Strategy & Operations to join our dynamic team.
In this role, you will be responsible for supporting and operationalizing the pricing and packaging approach for Contrast's products, solutions, and services offerings that drive revenue growth and profitability, conduct win/loss analysis to identify opportunities for competitive advantage, and support Contrast's overall competitive intelligence program. You will do this via market research and internal performance analytics to ensure strategies are data-driven and reflect where performance and the market is headed. You will also be responsible for building a scalable program to monitor and collect critical signals of market intelligence and competitor behavior. You will use this process to track and identify trends that help the team understand what customers want and what competitors are doing in the market.
As a key leader, you will also drive process improvements, operationalize pricing models, and provide guidance to the Sales teams. You will serve as a subject matter expert for proactively analyzing sales metrics and market trends to make informed pricing recommendations that align with business goals. You should be willing to roll up your sleeves, dig in, learn, problem solve, be creative and do what it takes to win the market.
Responsibilities
- Conduct win/loss account reviews to identify opportunities for competitive advantage.
- Build a scalable program to collect critical signals of market intelligence and competitor behavior.
- Support and implement pricing strategies that align with business goals and drive revenue growth and profitability.
- Drive qualitative and quantitative pricing & customer research - including surveys, conjoint studies, and customer value interviews to inform go-to-market decisions.
- Partner with key stakeholders such as Sales, Marketing, Product Management, Legal, and Finance to drive consensus on product metering, license entitlement, and compliance policy and drive all associated business requirements for subscription management.
- Identify new packaging and bundling opportunities to simplify the sales motion and increase platform penetration.
- Manage and maintain an internal and Partner pricebook, including discounting guidelines. Publish on a monthly basis.
- Enable RSMs and Partner teams on Contrast pricing and deal strategies (including sales tools and insights) to measurably improve sales outcomes.
- Manage the competitive intelligence platform to continuously track and identify trends that aid the Sales team in understanding what customers want and what competitors are doing in the market.
- Project management and change management of pricing-related initiatives
- Assist Deal Desk with deal management and sales processes
- Support the go-to-market teams as needed on customer elasticity, competition, and broader market factors to help support the go-to-market pricing strategy.
- Continuously evaluate pricing and discounting performance and recommend improvements based on market changes and business needs
Qualifications
- 8-10 years of experience in Product Marketing, Competitive Intelligence, Pricing, Sales Operations, and/or Finance. Preferably in the software or technology industry.
- Excellent analytical skills, strategic thinking, and the ability to influence and lead cross-functional teams.
- Experience marketing technology products to large and/or mid-market buyers
- Strong organizational, prioritization, project management an
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