Product Marketing Director for Calyx

Job Purpose:

The Product Marketing Director is responsible for enabling the successful commercialization of their assigned product(s) or solution(s). The role will work closely with the product management team to understand the problems the solutions solve and work with the commercial organization to drive market adoption.

Key Accountabilities:

Understand Market Context: Understand the target market size and potential segments. Understand and stay current on the market requirements: jobs, pains and gains of key personas. Understand and stay current on potential competitors.

Understand Customer ROI and Willingness to Pay: Understand and analyze how potential customers will profit from solving their problems or accomplish their goals. Contribute to the financial analysis of a customer’s ROI and the design of willingness to pay studies.

Develop Product Messaging: Translate the value proposition canvas (jobs, pains, gains, features) into tiered messaging: Value Proposition Statement, Value Drivers, and individual benefits tied to features. Provide feedback to product managers when deciding on which market problems to address.

Document Buyers’ Journeys: Research and document the buyer’s journey for each buyer persona: What questions does the buyer have at each stage, where do they turn for information, etc. Research may include interviews, sales meetings, win-loss analysis, website analytics, events, surveys, etc.)

Develop Go-to-market plan(s): Document target market and segments. Plan and budget for marketing campaigns and tactics that map to buyer’s journeys. Establish overall goals (MQLs, opportunities created, sales, etc.) for the overall marketing plan by establishing goals for each campaign.

Enable our sales channels: Understand and support our sales channels; train them on the problems we solve

for our buyers and users; develop internal tools and external collateral and teach

them how and when to use it.

Launch new offerings: Plan the launches of net-new products and releases of existing products, and manage the cross-functional implementation of the plan.

Develop thought leadership content: Engage with key opinion leaders and subject matter experts to produce content that is relevant to the buyer personas.

Measure Performance: Analyze formal (win-loss analysis, user interviews, etc), and informal (CRM data, sales meetings, etc) market feedback. Compare and analyze actual results to projections. Share findings, update buyers’ journeys and the go-to-market plan.

QualificationsSkills:High level of competence with Microsoft Office suite (especially Excel and PowerPoint) is essential.Familiarity with CRM and collaboration toolsFamiliarity with data analysis tools (e.g. Tableau, Power BI)

Knowledge and Experience:A minimum of 5 years of relevant experience in Randomization & Trial Supply ManagementA minimum of 10 years relevant experience in a market/customer-facing role.Relevant experience in product marketing, product management, strategic marketing, or related roles preferred.Experience in working in a team environment and making timely decisions under uncertainty.Experience in financial and market modeling to describe market opportunity.Must be a strong public speaker and be comfortable presenting in front of large audiences.Must be able to write clearly and concisely

Education:Bachelor's degree in business, marketing, engineering, physical sciences, or related field. MBA preferred.'Pragmatic Marketing Certified' candidates strongly preferred.