The Impact You’ll Have at RP
As a Director, Product Marketing at Return Path, you will be responsible for global go-to-market planning and execution, marketplace analysis, competitive analysis, positioning and messaging, product training, global sales team enablement and partner marketing for our user engagement products and services. Working closely with Product Management, Sales and Marketing, you will be responsible for driving new products and expanding existing product in the marketplace. Strong communication skills are a must as well as previous experience in product marketing for email, web analytics or business intelligence technology products.
Product Strategy & Launch
Plan and execute go-to-market programs for major releases, strategic partnerships, and select verticals.
Co-Develop Market Requirements Document for creating Business Case as part of Fast Path, working in conjunction with Product Management.
Work with senior leadership team to strategize around which major initiatives require attention
Communicate plans and activities effectively to internal leadership and to global field sales organization.
Price and position new offers to market.
Analyze the customer and the marketplace to understand customer needs, pain points and marketplace trends.
Analyze competitors' products/activities, determine differentiation, and create competitive sales tools.
Lead planning and direction of product positioning and messaging for target markets.
Work with receivers to understand relevant messaging for corporate marketing to create.
Develop go-to-market marketing plan for the product line – capable of driving rapid growth in market share, market awareness, sales lead generation and industry thought leadership.
Lead the development of Product-level Selling Presentations, Collateral and Content – delivering both thought leadership and tactical sales messaging and content to an eager, hungry sales force and channel partners. Assist Sales in driving new client wins for the product line – achieving revenue growth targets & success.
Develop standardized sales presentations, proposals, and demonstration scripts, etc.
Support press and analyst activity.
Customer or Customer impacting areas
Work with the appropriate Product Manager to recommend customer or user requirements as part of Fast Path Process.
Work with Product Management in assessing overall product priorities for the company.
Interface with sales and marketing teams to identify target markets and “perfect prospects”
Contribute to help develop pricing policies for new products and services, or in response to market changes
Play a significant role in helping to achieve revenue, direct customer and channels bookings growth objectives & targets.
What does it take to be successful in this role?
7+ year’s B2B software product marketing experience required; preference in email technology; past company experience / success from the following B2B email, large ESP or ISP companies is considered highly desirable: Exact Target, Responsys, Cheetahmail, e-Dialog, Epsilon, Yahoo!, Gmail, Hotmail.
Proven experience in launching new products into the marketplace.
Proven experience in developing marketing strategies, positioning and messaging for technology products; previous experience working with Email Service Providers or email deliverability software a plus.
Rock star in creating and executing successful worldwide go-to-market strategies.
Proven experience in growing international markets.
Proven knowledge in market and competitive analysis.
Experienced in creating collateral, presentations and sales tools to support a worldwide Sales organization.
Excellent analytical and presentation skills including demonstration skills to handle many assignments simultaneously.
Strong global knowledge, leadership, sales support, and communications skills.
Ability to work effectively with cross-functional teams, develop effective relationships and interact with senior leadership.
Excellent verbal and written communication skills.
Bachelors degree in Marketing or Business preferred; MBA a plus.
Travel required – 20%
Role Specific Competencies:
Customer Focus - Builds customer confidence, is committed to increasing customer satisfaction, sets achievable customer expectations, takes a proactive approach to customer service; assumes responsibility for solving customer problems, ensures commitments to customers are met, solicits opinions and ideas from customers, responds to internal customers.
Global Perspective - Has a global view and is comfortable and effective working with global partners, understands global markets and international considerations.
Negotiation Skills - Conducts positive negotiations, ability to compromise, resolves conflict, seeks common ground, articulates own and others goals, stays focused on positive outcome that benefits the customer and Return Path mutually.
Strategic Thinking/Management - Creates and communicates a long-term vision, balances short and long term goals, keeps own and team's work aligned with overall goals, has solid understanding of market needs, and can predict change, understands the industry and the competition, actively involved with product definition, creates and adjusts strategic plans.
Sales Presence and Product Awareness - Effectively assists the sales team with new business outreach to prospects and existing clients by demonstrating exceptional knowledge of email marketing as it relates to the prospect’s/client’s vertical market and business goals for the channel; acting as a Return Path consultant, internalizes the need to not only sell our products and services, but to sell oneself as a super-smart email expert and valued partner; identifies practical solutions and outlines actionable deliverables, based on the email program goals and existing budget and resources of the client/prospect.
What does it take to be successful in this role?
In addition to the above, you must be a good fit at Return Path. To be successful here, you must demonstrate Personal/Professional Growth , Professionalism , Flawless Execution , and Strategic Thinking; have a Positive Impact and a great sense of humor . Visit our website to read detailed descriptions of expectations at each of the 4 levels at RP: (1) Learning, (2) Applying, (3) Guiding and (4) Shaping. This position is categorized at the Applying level.
What it's like to work here
It's great! From the CEO and senior management team to the newest entry-level employee, we are a company that cares a lot about fostering a great work environment and a fun, energetic, success-oriented culture. We have a strong philosophical belief that our people are our most important assets. And we don't just pay lip service to that phrase -- we incorporate it into our policies, and we live it every day. Yes, that philosophy means we have generous "traditional" benefits, and it also means we take a lot of time to focus on high quality management and leadership, and time to make sure everyone in the company is in the right job, knows how his or her job contributes to the overall company mission, and has a clear sense of learning and career growth. We have great employee retention over the years because people love coming to work here and really feel like they're part of something special. For more information visit www.returnpath.net
Return Path - 21 months ago