Product Marketing Director - Go-To-Market (GTM)

Product Marketing Director, Go-To-Market (GTM)

Cloudflare is looking for an experienced product marketing leader to drive a number of strategic Go-To-Market (GTM) efforts such as pricing/packaging, M&A, personas, win/loss analysis, sales enablement, analyst relations, product launches, customer advisory council, user conference, etc. This is a high-impact, results-oriented role, where you will work directly with Sales, Product Management, and Marketing on projects and presentations with executive-level visibility.

This role is within our Product Marketing team and reports directly into our Head of Product Marketing. This will be a highly visible leadership role within the organization, which will have a significant impact on the long-term growth of the fast-growing Cloudflare business.

As an experienced product marketing leader, you will have a unique passion and expertise for story-telling and are adept at quickly adapting the story based on audience/venue/time/desired outcome. You’ll continually find new ways to articulate and amplify the main message: that Cloudflare helps everything connected to the Internet be secure, fast, private, and reliable. This resonates with enterprises large and small; Cloudflare provides the services that were once only available to Internet giants and makes them available to everyone.

Top candidates for this role will have a strong technical background, ideally in networking, security, or cloud infrastructure. You’ll be able to quickly understand our customers, the Internet ecosystem, and the solutions that customers need in an increasingly Internet-connected world. In addition to crafting strategy and authoring rich content on your own, you’ll also be a strong leader. 

You will have a drive to understand customer needs, seller needs, executive needs, dig into product details, dig into GTM motions and activities and elevate our messaging in a variety of arenas. You will enjoy this role if you like working with fast-paced teams and having autonomy to drive initiatives across all GTM functions in the company. 

Responsibilities

• Lead Go-To-Market within the Product Marketing organization at Cloudflare.
• Engage regularly with customer and market leaders to develop outside-in messaging. 
• Partner closely with Product Marketing and Sales leadership to coordinate seller enablement architecture for maximum adoption, including owning our annual sales kickoff (SKO).
• Provide support for the field sales teams in the form of compelling and easy to implement sales plays.
• Craft strategy and agenda for our customer-facing events: user conferences and customer advisory councils.
• Drive the win-loss analysis and engage senior sales and product leadership with findings and recommendations.
• Work across product and GTM teams to deliver a framework for product launches and innovation weeks. 
• Create, communicate, and teach high-level stories for tier-1 launches and major announcements
• Bring customer and market insights to bear as a key contributor to pricing & packaging discussions.
• Drive post-M&A and integration activities, especially around combined messaging, FAQs and broader GTM for the integrated solutions. Drive clarity for demand generation and sellers around what the new acquisition means, what it changes.
• Serve as the subject matter expert on “Why Cloudflare” to the broader marketing team, articulating how our solutions fit into their competitive categories.
• Own and evolve our standardized Cloudflare story and pitch deck.
• Be a top speaker and thought leader for Cloudflare. Evangelize Cloudflare products to analysts, prospects, and customers—in meetings, webinars, conferences and tradeshows. Effectively engage with senior customer executives.
• Partner with communications and analyst relations teams to craft an AR strategy and establish Cloudflare as a leader in multiple markets.
• Develop and maintain official customer personas from which we align our go-to-market messaging.

Requirements

• 10+ years of experience in product marketing, solutions marketing or product management at fast-growing, high-profile organization(s)
• Participated in the creation of a category-defining company that won in a competitive market, and is looking to do it again
• A gift for storytelling and proven ability to craft compelling go-to-market stories, expressed in the form of executive presentations, keynotes, web copy, pitch decks, and more.
• Experience positioning technical products to both technical and economic buyers.
• Excellent written and presentation skills. This role demands someone who is gifted in their ability to communicate effectively with all stakeholders, including executives, across sales, SEs, demand generation, product management, and comms.
• Ability to manage ambiguity and navigate unforeseen obstacles gracefully.
• Self-starter who truly enjoys working in a fast-paced, innovative cloud services company.
• BS/BA degree in Marketing, Business, Engineering, or related field