Responsibilities:

• Create concise yet differentiated messaging with a clear understanding of the core capabilities of the company’s Enterprise Edition.
• Develop PLG or in-app programs that convert Community Edition users to Enterprise Edition users.
• Create a demonstrable use case methodology from content and sales enablement to demo scripts and scenarios aligned to the company’s differentiation; all use cases are supported by a library of assets for use across all GTM team programs and endeavors.
• Create a technical intelligence program; create market intelligence that allows us to better determine our TAM.
• Build out ideal customer profiles and buyer personas to support the go-to-market engine from lead inception to customer experience; provide analysis of their buying behaviors.
• Develop content, including short- and long-form papers focused on technical differentiation, maintain our product collateral and presentations, website content, video production, blogs, and more to accelerate our customer engagement journey.
• Work with growth marketing to drive prospects faster to demo and from demo to POC and accelerate the POC to a more qualified opportunity journey.
• Develop and manage industry analyst relations program to ensure differentiation is clear to critical buying influencers and further build out threat-informed defense as a market.
• Help to communicate and refine customer requirements and market inputs to inform and support the engineering organization.
• Be able to represent at trade shows and speak with journalists, prospects, partners and customers; demo capabilities are a must.
• Be exceptionally independent, be an advanced project and program manager, and be self-motivated with ongoing, streamlined communication with critical stakeholders.

Qualifications:

• 8-10 years of B2B cybersecurity experience in product marketing with a solid understanding of current cybersecurity challenges; SaaS experience critical and PLG and/or in-app experience preferred
• A self-motivated, self-driven performer who can take the ball and run with it to bring back wins and tangible results
• Phenomenal writer and proven storyteller who can turn that talent into impactful content that empowers sales, partners, and the rest of the organization
• Exceptional self-starter who is comfortable hustling as a “team of one” for the near term; a natural leader who can eventually build a PMM team
• Experience working with threat intelligence teams and taking findings to market aligned to coordinated disclosure and without fear, uncertainty, and doubt (FUD)
• Ability to maintain customer focus at all times in content development and planning conversations
• Analytical and data-driven in presenting ideas and results