Product Marketing sits in our Growth & Commercialization function. The team decides what we sell, to whom, at what price, how we position it, and makes sure those decisions turn into new revenue, expansion and higher win rates. The role reports to the VP of Growth and Commercialization.
This is a player-coach role. You lead the Product Marketing team and own its commercial targets. You set the direction and develop the team, and you personally own one or two of the most important workstreams.
WHAT YOU WILL DO
Lead and develop the team
- Lead and coach a team of brilliant product marketing managers.
- Set quarterly priorities, run a clear planning and review rhythm, and hold a high bar for the team's output.
- Give regular, specific feedback and build individual development plans.
- Own Product Marketing's contribution to revenue: win rates against competitors, attach and revenue of new add-ons, and adoption of what we launch.
- Set revenue targets and business cases for launches, and track the results after launch.
- Review commercial results with leadership each quarter and decide where the team invests next.
- Own pricing, packaging and commercial models for our capabilities, editions, add-ons, and decide changes jointly with Product.
- Build the business case for each change from customer research, deal data and Sales input, and measure price realisation and revenue after rollout.
- Design packaging and offers that drive expansion in our installed base and upgrades from our free and open-source editions.
- Adapt pricing and packaging for new markets and for our channel partners.
- Plan and run the rollout of pricing changes, including the internal and customer communication.
- Own positioning and messaging for the Checkmk portfolio and each major product area.
- Define our ICPs and segments, and keep them current as we grow into new markets.
- Build and maintain our competitive position against monitoring and observability vendors, and help Sales win competitive deals.
- Prepare and lead product briefings with industry analysts such as Gartner and Forrester.
- Run tiered launches for new releases and capabilities, from launch planning to adoption and revenue tracking.
- Own internal and external product enablement, GTM and channel assets so Sales, Consulting and Marketing can explain the value of our platform in front of customers and prospects.
- Track adoption of launched capabilities and feed what you learn back to Product.
- Personally lead at least one major workstream at any time, such as a flagship launch or a new commercial model.
- Write the core positioning documents yourself, and present them to the leadership team.
- Use AI and automation to scale research, content and enablement across the team.