About the job
The Qualtrics XM Platform™ is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can’t imagine living without.
Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good. A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it. You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness. All so you can do the best work of your career.
We believe every interaction is an opportunity. Are we yours?
Why Qualtrics?
Qualtrics is the technology platform that organizations use to collect, manage, and act on experience data, also called X-data™. The Qualtrics XM Platform™ is a system of action, used by teams, departments, and entire organizations to manage the four core experiences of business—customer, product, employee and brand—on one platform.
Over 10,000 enterprises worldwide, including more than 75 percent of the Fortune 100 and 99 of the top 100 U.S. business schools, rely on Qualtrics to consistently build products that people love, create more loyal customers, develop a phenomenal employee culture, and build iconic brands. Join us on this adventure that can open many doors! Join a company that is dedicated to your ideas and growth, recognizes your unique contribution, fills you with purpose, and provides a fun, flexible and inclusive work environment.
The Challenge
The Qualtrics DesignXM & Research Services team is looking for our next product marketing manager to help drive our GTM, positioning, and vision for our Market Research buyer. The ideal candidate understands the SaaS space, has helped bring new technology businesses to market and grow them, knows how to lead to product / market fit, has proven success building and marketing solutions for Market Research & Insights professionals, can establish a scalable channel strategy across direct sales/GSI/advisory partners, and loves working in a dynamic environment.
The ideal candidate also has 5-10 years of SaaS Product Marketing or adjacent experience. This full-funnel role develops product and GTM strategies that position the company to achieve long-term growth in the experience management space, while meeting annual revenue and profitability goals. You’ll continually identify and develop revenue and adoption acceleration programs and ensure resources are in place to exceed goals.
The Expectation for Success
You’ll know you’re doing a great job when you are exceeding your business performance goals, aligned to the Market Research team’s KPIs on pipeline generation, win rates, and revenue attainment.
Responsibilities
You’ll be customer-obsessed, strategic, detail-oriented, and highly creative driving with the following primary responsibilities
Qualtrics Product Marketing Managers are responsible for GTM leadership for their line of business, defining strategic direction, and driving execution to achieve long-term business goals. You will be expected to know your product, customers and market so intimately that you define and communicate a clear, differentiated, defensible, and monetizable market position.
- Market research expertise: Lead the process for the continuous evaluation, definition and quantification of total addressable market (TAM) and total sellable market (TSM). Work with CS/Sales counterparts to validate trends, opportunities and barriers to increasing market share and adjust strategy to capitalize on shifts in the marketplace.
- Product and GTM strategy: Analyze existing product and markets in terms of the ability to compete, gain market share, grow revenue and sustain or grow profitability. Drive efforts with product management, ecosystem, sales and solution strategy to define an overall product and GTM strategy that will drive the long term growth of the organization
- Competitive intel: Lead the process of obtaining and disseminating competitive intelligence across all relevant markets and product lines. Use data and solicit feedback that allow us to increase win rates quarter over quarter against key competitors.
- Pricing and Packaging: Use data via win loss reports and customer feedback to ensure packaging and pricing are optimized for growth, retention, and expansion.
- Marketing: Develop targeted campaigns in partnership with growth and regional marketing teams. Provide leadership for the development of global strategic marketing plans including objectives and strategy for targeted segments.
- Product/Feature Launches: Develop and execute on launch plans for launching new solution offerings including but not limited to Sales playbooks/target market segments/enablement/certifications
- Monitor Business Metrics: in regard to revenue, pipeline, win rate, renewal and expansion business. Communicate these metrics to the senior management team along with appropriate corrective action plans.
- Partnering with Sales: Establish effective relationships with sales and sales leadership to validate customer/market opportunities, solicit pricing/product/positioning feedback and ensure positioning expertise is in place
- Sales Enablement: Simplify sales assets (demo, pitch deck and customer stories) that increase win rate globally.
- Drive Adoption: Solicit customer feedback (via sales, CS and direct engagement on priority customers) to develop and launch strategies that drive usage and adoption in a scalable way
- Renewals: Determine ways to increase the renewal rate in partnership with the Customer Success team. Determine ways that we can expand and renew this segment.
What Differentiates Us From Other Companies
- Work life integration is deeply meaningful to us - we have frequent office events, team outings, and happy hours.
- We take pride in our offices design aiming at cultivating creativity from our rooftop views to an open and collaborative work space, while supporting the new hybrid work environment so employees can be productive anywhere.
- On top of standard benefits package (medical, dental, vision, life insurance, etc) we provide snacks, drinks, and free lunches in our office.
- We believe in sharing Qualtrics success which is part of the compensation for all employees