Chief Marketing Officer
Remote, USA | PROS
Industry:Computer Software / Computer Games
Job Description:56 people have viewed this job
PROS is seeking to recruit a motivated, ambitious Chief Marketing Officer (CMO) who will view this opportunity as the highlight of their career thus far, excited to join the company and lead it through its exciting next phase of growth.The CMO will be responsible for aligning the marketing strategy with the company’s overall strategic direction and executing operationally to achieve that marketing strategy.
“PROS sees a world where buyers and sellers increasingly operate in a digital capacity. The ideal candidate is clued in to the motions today’s buyers go through, making sure PROS is present where its buyers are, provides them relevant information at every step of the journey, and makes it easier for prospects to make an educated buying decision when it comes to PROS’ software solutions.”
Reporting to the COO, the CMO will be a member of the executive leadership team and a key contributor to overall company strategy and should contribute broadly to the strategic and operational success of the business.This position requires a dynamic marketing executive with stage presence and the ability to articulate their company’s vision – a motivating communicator who is highly creative, who can think big on how to market to the existing company strategy while keeping operational plans on track, and who leads from the front, yet desires to work in a highly collaborative teaming culture.This is an opportunity to help evolve a market and brand by telling the story and to ride an incredibly fun company and technology growth wave.
The role can be based anywhere in North America, with the expectation to spend time at company headquarters in Houston when not in the field – expect to travel up to 50% of the time.
Global Go-to-Market Strategy Execution.Develop a comprehensive marketing strategy that leverages current products and markets to drive consistent growth.Develop and execute segmentation strategies to penetrate identified markets and to maximize and retain customers.
Brand & Awareness.Be creative and visionary in developing the approach to elevate the PROS brand, the share of ‘voice’ in our chosen segments and the resulting share of pipeline of opportunities.Evolve our marketing strategy to strengthen the PROS brand in our chosen markets.Act as the company face at external events and manage relationships with key influencers.
Digital Marketing Transformation.As suggested by Ray Wang, founder of Constellation Research, in his paper “The four personas of the Organizationern CMO in the digital world”, the PROS CMO should drive the top 20 Organizationern marketing success factors (not in order of importance) including
Delivering on a creative to commerce vision
Improving marketing automation and optimization
Adjusting to fragmentation of channels, segments, and trends
Investing in audience development
Targeting with precision and less false positives
Dealing with data driven approaches
Building for intention driven design in customer experience
Developing in-house ad networks and programmatic strategies
Mastering data and data management platforms
Re-positioning the corporate brand for a digital world
Empowering communities and audience development
Attracting and retaining the right skill sets for digital marketing transformation
Identifying potential new agency and consulting partners to augment efforts
Improving internal employee virtual first digital and social engagement
Building a culture behind the brand promise
Creating a P2P Organizationel
Aligning marketing strategy with marketing technology
Companyfting compelling contextually relevant content
Getting ahead of the latest disruptive technologies
Positioning & Messaging.Operationalize our current positioning and messaging strategy.Continually review and refine the company’s market messaging and positioning to align with the market conversation.
Product, Portfolio, Partner and Customer Marketing.Leverage our customers, partners, and influencers such as analysts, thought leaders, media, and industry associations with targeted messaging and awareness campaigns.Drive a market-driven approach to customer needs, partner needs, product launches and new market introductions.Produce compelling product marketing and sales enablement materials.Provide marketing support for the development of key partner relationships including Microsoft, other CRM and ERP providers such as Salesforce and SAP, and leading commerce players such as Adobe/Magento, and global system integrators.
Communications.Establish the company as a thought leader both internally and externally. Play a leadership role as company spokesperson. Drive the company’s external communications including press releases and media relations. Build marketing influence into all of PROS communication.
Demand Generation.Define and drive effective lead generation activities including digital and direct field marketing that target top-of-the-funnel programs to fuel pipeline growth for the sales organization.Focus on the buyer’s journey to produce not only leads into the pipeline but tracking through to revenue for the business, including a focus on lead conversion efficiency.
Marketing Operations.Ensure marketing systems infrastructure and data provide the right insights to support consistent growth.Ensure internal and external events are run smoothly and positively promote the PROS brand.Manage a multifaceted marketing budget to achieve our strategic goals in an efficient and fiscally responsible way.Establish a set of key performance indicators and provide consistent reporting against the marketing team’s objectives including forward-looking insights into the health of the business.
Marketing Productivity & Scalability.Drive efficiency in our marketing efforts.Across all areas from demand generation to marketing operations, frugally manage expense vs. budget to execute against current goals while also focusing on how to continually improve team and program productivity for future scalability.
Team Leadership.Attract and develop strong talent.Build and structure a marketing team that efficiently executes the company’s overall and go-to-market strategy.Help create an inclusive, dynamic working environment that brings out the best in reporting managers and creates clear path for staff growth both within marketing and across organizational lines.Foster a culture focused on making those around you better.
Cross Functional Collaboration.Be highly collaborative to leverage the great people we have across all departments.Participate with other executives in defining the company’s overall strategy.Collaborate with our sales leaders when defining demand generation strategies and targets.Partner with our sales enablement team on how to best support and train our field organizations.Team with the Product Management and Development and Sales organizations when launching new product capabilities.
Develop a close relationship with the analyst community and achieve positive positioning for the company and its products against competitors.
Within the lead generation program (i.e. including events, programs and campaigns), establish expected volume and financial performance metrics, reliably measure against those metrics and achieve the established goals.
Establish expected volume and financial performance metrics regarding press coverage and reliably measure against those metrics and achieve the established goals.
Develop strategic plans in a collaborative and integrated way, respecting and building on global plans and guidelines to synthesize business objectives into strategic marketing plans which lead to increased brand awareness worldwide.
Work collaboratively with the leadership team to establish agreed upon company revenue and pipeline targets and deliver consistently against those targets.
PROS to be recognized as a leader with best in class solutions, while delivering/executing the strategic marketing plan within the agreed upon marketing budget.
The ideal candidate will be a transformative marketing leader from a successful global b2b or b2b software company. They will have deep experience leading brand transformation initiatives, ideally towards or inside a SaaS platform model, as well as demand generation, branding, positioning and messaging experience with technical products.The individual should have proven success as an innovator, brand builder and marketing strategist and will think about marketing towards a business function and not as much an IT-centric focus.
The CMO must be excited about telling the company’s story in a compelling manner and harbor a passion for partnership with the sales organization, believing that marketing is just as responsible for revenue growth as the sales team. They are able to translate marketing trends and commercial insights to strong branding and demand generation strategies and will exhibit strong product marketing expertise across an industry vertical.Functional marketing knowledge, operational understanding, strategic thinking and communication are critical skills for success in this role; the role’s objectives can only be met through very strong people leadership and collaboration with business and other internal and external partners.
The candidate should have a strong executive presence suitable for addressing the board of directors, the financial community, industry analysts, key partners and customers regarding strategy and corporate direction. This executive will have an extraordinary ability to help the team set priorities and rally the entire company around the priorities and lead the team to an outcome driven culture.
Minimum of 10 years of software product marketing experience. Ideally with significant involvement in developing, implementing and supporting enterprise SaaS products. Two to five years of experience as a senior b2b marketing executive is desired.
Brand growth and development. Experience leading a marketing organization in a b2b technology company seeking growth in the company’s brand. Experience establishing strong brand identity and/or experience working in a corporate culture where brand identity is a core competency.
SaaS market experience. Ideally this person will have led a b2b technology company from an on premise / legacy model to a SaaS platform.
Scope of leadership. Management of a growing marketing team of scope, global reach and solution complexity, ideally building a business from $150m to $300m in revenue.
Vertical marketing. Experience with vertical or industry marketing to drive market growth in targeted verticals.
Education. Bachelor’s degree required.M.B.A. or M.S. in marketing or a related field is a plus.
CRITICAL LEADERSHIP CAPABILITIES:
Engages peers on the PROS leadership team in a dialogue to gain commitment and bring them “on board”, linking their perspectives to the intent.
Adapts his/her own approach to the audience, anticipating the impact of words and actions, preparing for possible resistance and responding in an appropriate style, using a range of influencing styles.
Resolves conflicts and builds consensus by discussing individual perspectives.Strong executive intelligence that can see complex business problems from multiple perspectives.
Knows that people, organizations, markets and segments often respond differently.Can tailor communications appropriately.
Builds strong rapport and excellent personal chemistry with the executive team.
Adopts a long-term perspective about PROS business, both with regard to customer segments, and the external competitive environment.Develops hypotheses or alternative scenarios of how critical issues will play out beyond the year and uses these to set challenging goals with a future payoff or outcomes.
Translates business goals into well-defined performance plans for the organization and communicates link between current activities and goals. Thinks beyond annual goals.
Understands and explains specifically how changes in competitors, customers, and market segments affect PROS’ own business.
Passionately articulates existing product vision and strategy based on a complete understanding of customer and market needs and requirements.
Seeks regular customer feedback and distinguishes patterns specific to categories of customers, including validating with regular customer data-gathering.
Thinks 2-3 years ahead.
Engages people in discussion around the business direction, conveying PROS organizational vision and direction.
Delegates projects with a clear set of agreed objectives/measures of success.
Translates business goals into priorities and individual performance measures aligned with goal progress measures and communicates regularly about long-term goals to reinforce the larger intent.
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