Director, Global & Solution Marketing
London, UK
ABOUT CERTINIA
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth. Headquartered in San Jose, California with offices around the world, Certinia is backed by Haveli Investments, General Atlantic, and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
The Director, Global Product & Solution Marketing role is a highly strategic and impactful role leading a team of professionals to own and create the go-to-market positioning and narrative for the company, our solutions and the value we deliver to customers. This leader will influence the strategic direction and market success of global solutions working with company executive leadership.
This leader will work across Certinia’s ERP, PSA, and Customer Success solution family of products, they will drive Certinia's product positioning, cross-product and solutions marketing, and field support and enablement. The Director, Global Product & Solution Marketing will report to the Chief Marketing Officer, and is a key member of the Marketing Leadership team. This role works across Sales, Marketing, Product Strategy, and Services to lead a team of product marketers to build, develop and deliver the global growth strategy to achieve Certinia’s short-term and long-term growth plans.
Success will be measured by ability to effectively lead and mentor a team, completeness of positioning and solutions strategy, the ability to drive strategic vision, brand awareness, market adoption, competitive differentiation, market share, and ultimately revenue and valuation goals.
This role will be required to establish a meaningful level of business understanding and domain expertise of our target markets, including core business workflows, value propositions, and market opportunities. This person will think strategically while also driving detailed execution and managing team deliverables.
WHAT YOU WILL DO IN THIS ROLE
- Lead, motivate and mentor the existing team to meet KPIs and revenue targets; manage and develop a team of distributed employees across EMEA and North America in a predominantly remote environment.
- Align go-to-market messaging and program through every product offering, simplifying the growing complexity of multiple selling motions (new products, cross product solutions, new vertical markets.)
- Coordinate cross functionally to prioritize go-to-market approaches across sales, marketing, and services and centralizing insight from across lines of business to balance distributed lines of business focus and providing executive visibility to performance.
- Coordinate across Product, Sales, Marketing, Services, and Engineering to set messaging and positioning, launch plans, sales enablement and the right programs / campaigns to drive sales funnel with marketing.
- Enable Sales with clear positioning, messaging, training, as well as the content used across presentations, campaigns, field marketing, sales engagements, and marketing campaigns.
- Drive field readiness with insight, tools, and training to enable the customer–facing teams, internal and external partners to hit revenue and funnel objectives.
- Participate in product packaging / pricing rationalization, and build vs. partner/buy decisions with the product management teams to optimize market timing with market opportunities.
- Be the voice of the customer to market-facing leadership and development teams.
- Provide cross line of business executive visibility to go-to-market effectiveness.
- Manage the budget associated with Product Marketing activities and direct the spend to associated teams to execute plans you create and shape.
- Oversee and drive AR strategy, partnering with external industry experts to represent Certinia
- Work with the global marketing leadership team to support regional PR activities with customers, partners, and Certinia executives
- Work with the regional marketing leaders and digital marketing to coordinate product launches, review global campaign themes and provide feedback as required.
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
- Exceptional leadership skills and proven ability to attract, develop, coach and retain top talent
- MBA; or equivalent combination of education and experience
- Exceptional communication and people/program management skills. Demonstrated ability to lead, coach and grow your team is essential
- A team player who collaborates as standard practice, and operates successfully leading both their own team and virtual working teams
- Direct B2B marketing experience positioning PSA, ERP or CS related business applications
- 12+ years experience positioning enterprise applications to services-based organizations
- 12+ years of experience of B2B marketing leadership experience, focused in product marketing in technology, professional services, financial services or business services sector. At least 5+ years of experience in leading successful regional demand generation teams.
- A proven track record in translating complex product discussions and updates into clear, value-based messaging and sales artifacts
- A strategic and entrepreneurial product marketer with experience creating new products and / or category(s).
- Excellent verbal presentation and communication skills and proven marketing writing skills as needed for various marketing activities, including MRDs, launch plans, keynotes, press and analyst tours, seminars/webinars, collateral and training.
- Experience working with sales leadership and the overall field organization to support revenue growth and competitive differentiation.
- A collaborative leader able to influence / manage through well-developed, cross-functional communication skills and cultural awareness in a matrix organization.
- A blend of technical understanding with the ability to deliver the right high-level message.
- Metrics driven approach, you are numerically strong and use data to inform strategic decisions and planning
- Driven, self-motivated, and always looking for ways to continuously optimize our go-to-market approach and execution.
- Demonstrative ability to achieve and exceed business plan metrics while developing new market and product categories.
WHAT ELSE WOULD BE GREAT
- Experience working within the Salesforce ecosystem
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