San Mateo, California, United States
Product Marketing leader for high growth SaaS and Platform products and solutions in Enterprise and SMB space. Track record of success in Governance, Risk, SOX, Audit and Infosec Compliance, Contact Center, CX/Customer Experience, Virtual Agent, Conversational AI, Gen AI, MS Teams and Platform (Integration, Workflow, Analytics and API/Developer Tools). Proven at Competitive positioning, messaging and pricing market leading products in Gartner Leader Quadrant. Excel at crafting messaging, positioning and competitive differentiation, test product-market fit and create targeted sales and competitive campaigns. Ideate and lead GTM campaigns delivering results on a global scale. Strategic thinker with full stack understanding of platforms/infra, apis, tools, apps and ecosystem delivering value messaging from every layer. Led Competitive Intelligence and Pricing for multi-product SaaS companies. Recognized for being data driven, customer focused, team builder and a highly collaborative hands-on leader.
* Lead CompIntel for GRC: SOX, Audit and Regulatory Compliance, AI Governance, IT and InfoSec Compliance, Risk and ESG. Rebooted Competitive Intelligence program by identifying gaps and defining a remediation plan * Started new comprehensive Product Gap Analysis program distilling learnings from win/loss interviews, CRM, Gong calls, CS/Churn data and competitor research. Presented quarterly to CxO. * Started new Competitor Feature Matrix by scoring product/ component/feature for top competitors to identify gaps for use in battlecards, playbook, campaigns and enablement * Deliver quarterly win/loss report - 3rd party prospect interviews, sales interviews and CRM analysis. Analysis on trends, top issue identification and drive plan of action for remediation each quarter. * Uplevel battlecards to compete playbooks with identification of competitive patterns and prescriptive strategy/tactics to adopt. * Use of AI (NotebookLM) to speed up CI tasks, and build a self serve tool for sales * Tiering competitors and defining cadence for CI Content plan each quarter: Battlecards, win stories, competitive sales plays, competitive campaigns, enablement, value cards. * Work with legal for Cease and Desist against competitors resulting in webpage takedowns. * Create and deliver sales enablement - for monthly sales calls, regular product launches and global SKO * CompIntel support leadership for QBR, new product launch, strategic initiatives and analyst briefings
Lead Product Marketing for UCaaS and CCaaS / Contact Center / Conversational AI. Including Pricing, Packaging, Competitive Intelligence, Partner Enablement / Marketing and GTM/Sales Plays. 8x8 a leader in UCaaS MQ and a niche in CCaaS
* Led Product Marketing for RingCentral's Voice, Video, Messaging and Developer Platform ( Integrations/APIs and Analytics). Revenues grew greater than 3x during tenure. Managed and grew global teams in US, UK, Australia and Manila * Earned Leader position in UCaaS MQ for 2020 and 2021 * Ran Competitive Intelligence, Win/Loss Analysis. Product Tear Downs and Sales Enablement * Led Pricing/Packaging for UCaaS and CCaaS for SMB to Enterprise, Direct and Partner pricing * Launched Product Led Growth Video + Messaging products and numerous direct sales products. * RingCentral Office provides Cloud Phone System (PBX in Cloud), Video Meetings and Messaging with Integrations to Salesforce, O365, Google G Suite, and 160+ other apps as a Zero footprint SaaS Service. RingCentral Connect Platform delivers Communications APIs to embed in user applications.
• Lead PM for SaaS Data Integration: Replication (Golden Gate), ETL and Data Catalog. • Define Product and GTM strategy for wiring SaaS (ERP, HCM, Sales, RightNow/Service, Marketing) to Data Warehouse, Data Lakes and Databases. Own SaaS Connector strategy for Harvesting Metadata for populating Catalog and creating ETL Pipelines. • Define Sales Plays and drive GTM activities, including Value Proposition, Customer Targeting, Pitch by Buyer Personas and Sales enablement. Drive Sales Consultants (US, Romania Hub and India Hub) when driving extended GTM/Sales target campaigns. • Product Ownership includes defining strategy for App/SaaS Data integration (100+ apps), creating MVP feature set, PO role and mapping features to Persona based used cases. • Manage/Define relationship with Partners/OEMs/SIs for outsourced SaaS Connectors.