Head of Product Marketing

Our client is the leading global provider of a mission-critical software-as-a-service (“SaaS”) and on-demand cloud infrastructure solution to the high growth flexible workspace and commercial real estate industry. Their solution was specifically designed and developed to help solve the complex operational and technological challenges faced by multi-site flexible workspace and agile real estate providers when they scale-up and focus on occupier productivity.

This is an opportunity to work for a public listed, global market leader in a highly vibrant and evolving industry. They are looking for a dynamic Head of Product Marketing with a strong background in enterprise B2B software and technology. This role will be based in their London HQ and will be reporting to the CMO.

Job Purpose:

This product marketing leader will be expected to apply their experience, creativity, planning and leadership skills to enable them to position their software and technology platform, clearly and simply in the marketplace, launch new modules and capabilities, and ensure the full adoption of their product.

Main duties and responsibilities:

• They will look to you to lead their product marketing efforts in the flexible workspace and commercial real estate market:
• Coordinate and project manage cross functional launch and customer engagement initiatives including but not limited to – market feasibility, go to market planning, pricing, and events
• Become the product evangelist, with a deep understanding of the platform, its key features, use cases, benefits, and functionality roadmap
• Research and syndicate ideal customer profiles, use cases and problem statements – be the expert on their buyers, who they are and how they buy and their key buying criteria
• Represent the voice of the customer in their product development lifecycle
• Craft compelling, high quality and on brand yet simple platform descriptions, use cases and collateral for customer, sales team, brokers, partners, and customer success enablement
• Ensure their sales, pre-sales and customer success teams are enabled with and trained on content assets and presentations
• Research and provide insights into partners and competitors to ensure that they maintain a leading market position
• Work with the product and customer success teams on customer segmentation and tactics to drive the adoption of the full platform across client portfolios
• Leverage win / loss analysis to steer product positioning and development – develop value propositions, product positioning and messaging that resonates with target buyer personas
• Establish and run a customer advisory board, oversee the product marketing strategy, budget and processes
• Develop strategies to help drive customer advocacy and galvanise product market fit with regional marketing teams
• Engage with research and advisory firms to develop thought leadership assets, position their value and refine messaging

Qualification and Knowledge:

The successful candidate will be instrumental to driving positing and enablement at the client and will bring together product, marketing, customer success, sales, and customer stakeholders as they scale their presence in the commercial real estate market.

• 8 years of product marketing experience, with at least the last 2 years in B2B high tech company
• Bachelor’s degree or equivalent in Marketing / business degree a plus
• Knowledge of SaaS, private networks, cloud solutions, workspace management software, tenant engagement apps or PropTech a plus
• Experience working with Commercial Real Estate a plus, especially flexible workspaces (for example, WeWork/Regus/Industrious), Business Centres, Science Parks
• Very strong in the Microsoft Office Suite (PowerPoint, Word, Excel)

Skills and experience:

• Conduct market research and benchmarking, gain customer feedback and validate products and features – experience of running a customer advisory board a plus
• Work with the marketing team on sales enablement programmes, marketing collateral and digital marketing content including but not limited to white papers, case studies, webinars, videos, emails, website content, newsletters, blogs, infographics
• Work closely with the Product team to support product launches, create internal and external communications, and provide input into the product roadmap
• Partner with product owners to track performance, KPIs and product usage data
• Design and deploy a measurement framework to track the adoption and impact of product marketing on customer platform adoption and sell-through to occupiers / tenants
• Coordinate and run frequent customer engagement sessions
• Elaborate and evolve their buyer personas and messaging framework for the commercial real estate audience (office landlords and owners)
• Develop scalable solution taxonomy (pains, gains, use cases, platform, module and components) to ensure simple and consistent messaging and mutual understanding between occupiers, customers, sales team, customer success team, marketing team and product team
• Ensure corporate messaging is consistent and building the brand
• Work cross-functionally with the Lead Generation, Sales Enablement, Marketing, Product and Creative Teams
• Collect, maintain, and communicate competitive insights, market canvas views and data
• Define and develop positioning tools for sales and CSM teams e.g. battle cards, presentations, ebooks, and datasheets
• Print collateral development for tradeshows and events, presentations and direct mail
• Develop customer case studies – testimonials, videos, endorsements
•  Desirable:
  • Very strong copywriting and content development skillset and experience applied to videos, webpages, white papers, case studies, eBooks, banners, blogs, event stands, webinars, emails, product sheets, presentations
  • Tech savvy with content management systems (CMS), marketing automation platforms and customer communication platforms e.g. WordPress, HubSpot, Intercom
  • Experience working in a multi-national organisation
  • Experience of channel and partner marketing
  • Role could involve up to 15% international travel (depending on location)
  • Prior exposure to agile / scrum work practices in a marketing context
  • Pragmatic Marketing/Product Marketing Alliance training

Aptitude and personal Qualities:

• Highly organised, metrics driven & team player
• Used to working in fast-paced, scale-up environments
• Strong relationship builder and stakeholder management skills with experience working in a global marketing team
• Passionate about product marketing, naturally curious — mindset to test and experiment
• Openness to coaching and personal development essential
• Ability to take initiative and ownership – self-starter and can-do attitude