VP Product Marketing - Redwood City, United States - CLevelCrossing

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Posted on
Nov 04, 2021
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\u003cp\u003e\u003cstrong\u003e


OUR VISION:
THE WORLD. SUBSCRIBED.\u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eCustomers have changed. They're looking for new ways to engage with businesses. Consumers today Constant improvement, not planned obsolescence.\u0026nbsp;\u0026nbsp;\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eIn 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.\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eOur 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 \u003c/span\u003e\u003ca href=\\\u003e\u003cspan

style=\font-weight: 400;\\u003eSubscribed\u003c/span\u003e\u003c/a\u003e\u003cspan style=\font-weight: 400;\\u003e).\u003c/span\u003e\u003c/p\u003e

\u003ch3\u003e\u003cstrong\u003eThe Opportunity\u003c/strong\u003e\u003c/h3\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eThere 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.\u0026nbsp;\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eZuora has been on 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.\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eBut the opportunity ahead is 100x bigger.\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eAs 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.\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eReporting 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.\u003c/span\u003e\u003c/p\u003e
\u003cp\u003e\u003cstrong\u003eWHAT YOU'LL ACHIEVE\u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cstrong\u003ePRODUCT-LED GTM STRATEGY: \u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eDevelop a clear GTM strategy that translates our product innovation into solutions with repeatable customer buying motions that drive accelerated product adoption and revenue growth.\u003c/span\u003e\u003c/p\u003e
\u003cul\u003e
\u003cli\u003e\u003cspan style=\font-weight: 400;\\u003eWe complete our transformation from single-product leader to multi-product leader.\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cul\u003e
\u003cli\u003e\u003cspan style=\font-weight: 400;\\u003eWe 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.\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cul\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe constantly iterate and test our hypotheses to seek out what's working and where we get stuck.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe use this GTM approach to learn, change, and ultimately drive up Zuora's revenue growth rate.\u0026nbsp;\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cp\u003e\u003cstrong\u003ePOSITION ZUORA FOR THE NEXT 10


YEARS:
\u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003ePosition 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.\u003c/span\u003e\u003c/p\u003e
\u003cul\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe are masters of positioning - exploiting every advantage and deflating any potential disadvantage.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe nail our product launches, using innovation milestones as a mechanism for moving our narrative forward.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe create mind-blowing content that communicates our story and makes our product shine.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe are the chief evangelists in the market, and work to convince other influencers (industry analysts, etc) to amplify our perspective and story.\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cp\u003e\u003cstrong\u003e


EMPOWERED FIELD ARMY:
\u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eEnsure 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.\u003c/span\u003e\u003c/p\u003e
\u003cul\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe are fully aligned with Product, so that win innovation is delivered, our field teams are armed to use it to win.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe have a feedback loop that helps PMM tap into experiences in the field, digest, and use to iterate and improve our position.\u0026nbsp;\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe 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.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eWe crush competition. We know how to position. We understand competitors' weak spots. We work with product to ensure our technology backs up our narrative.\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cp\u003e\u003cstrong\u003e


TEAM OF LEADERS:
\u003c/strong\u003e\u003c/p\u003e
\u003cp\u003e\u003cspan style=\font-weight: 400;\\u003eWe build and nurture a team of A-players and create a PMM organization that is the envy of the market.\u003c/span\u003e\u003c/p\u003e
\u003cul\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eHire the A-team. Leaders and drivers who can think strategically, spin stories, and drive the organization.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eNurture the amazing in-house talent and turn our PMMs into future leaders in the industry.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eCreate a culture that inspires the team to join, stay, learn, grow, and ultimately attract other talent into Zuora PMM, Marketing, and beyond.\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e
\u003cp\u003e\u003cstrong\u003eWHAT YOU'LL NEED TO BE SUCCESSFUL\u003c/strong\u003e\u003c/p\u003e
\u003cul\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003e10 years' experience in Product and/or Marketing\u0026nbsp;\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003e5 years leading high-performing teams of 10 or more\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eEnterprise software experience - worked at B2B technology companies where they were selling into large enterprises\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eCan work with product and sales organizations to develop a GTM strategy that delivers a revenue number.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003ePositioning Master and Chief Evangelist - has launched amazing new products and capabilities and changed market perception based on strategic messaging\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eProven ability to create and communicate a clear, coherent and compelling vision of what the organization strives to become, and inspire a team around it\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eAbility to generate new or improved ideas, approaches, products or solutions; ability to lead a team to generate innovative approaches.\u003c/span\u003e\u003c/li\u003e
\u003cli style=\font-weight: 400;\\u003e\u003cspan style=\font-weight: 400;\\u003eProven experience in designing and establishing structures, systems, and processes to most effectively achieve the organization's objectives (i.e., product launch rollouts)\u003c/span\u003e\u003c/li\u003e
\u003c/ul\u003e}
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