Product Marketing Director - Strategy and Operations

Contrast Security is the world’s leader in Runtime Application Security, embedding code analysis and attack prevention directly into software. Contrast’s patented security instrumentation disrupts traditional AppSec approaches with integrated and comprehensive security observability that delivers highly accurate assessment and continuous protection of an entire application portfolio. The Contrast Runtime Security Platform enables powerful Application Security Testing and Application Detection and Response, allowing developers, AppSec teams, and SecOps teams to better protect and defend their applications against the ever-evolving threat landscape. Application Security programs need to modernize and Contrast empowers teams to innovate with confidence.

About the Position

The Product Marketing team at Contrast Security focuses on driving growth of our business by quarterbacking the go-to-market strategy. We do this by understanding technology, market drivers, competition, and customer needs with the responsibility of, communicating product messaging and value to internal and external audiences, and of creating compelling offers to generate demand, drive adoption and the overall success of our products. We are currently seeing a highly experienced Product Marketing Director, Strategy & Operations to join our dynamic team. 

In this role, you will be responsible for supporting and operationalizing the pricing and packaging approach for Contrast's products, solutions, and services offerings that drive revenue growth and profitability, conduct win/loss analysis to identify opportunities for competitive advantage, and support Contrast's overall competitive intelligence program. You will do this via market research and internal performance analytics to ensure strategies are data-driven and reflect where performance and the market is headed. You will also be responsible for building a scalable program to monitor and collect critical signals of market intelligence and competitor behavior. You will use this process to track and identify trends that help the team understand what customers want and what competitors are doing in the market.

As a key leader, you will also drive process improvements, operationalize pricing models, and provide guidance to the Sales teams. You will serve as a subject matter expert for proactively analyzing sales metrics and market trends to make informed pricing recommendations that align with business goals. You should be willing to roll up your sleeves, dig in, learn, problem solve, be creative and do what it takes to win the market.

Responsibilities

• Conduct win/loss account reviews to identify opportunities for competitive advantage.

• Build a scalable program to collect critical signals of market intelligence and competitor behavior.

• Support and implement pricing strategies that align with business goals and drive revenue growth and profitability.

• Drive qualitative and quantitative pricing & customer research - including surveys, conjoint studies, and customer value interviews to inform go-to-market decisions. 

• Partner with key stakeholders such as Sales, Marketing, Product Management, Legal, and Finance to drive consensus on product metering, license entitlement, and compliance policy and drive all associated business requirements for subscription management. 

• Identify new packaging and bundling opportunities to simplify the sales motion and increase platform penetration.

• Manage and maintain an internal and Partner pricebook, including discounting guidelines. Publish on a monthly basis.

• Enable RSMs and Partner teams on Contrast pricing and deal strategies (including sales tools and insights) to measurably improve sales outcomes.

• Manage the competitive intelligence platform to continuously track and identify trends that aid the Sales team in understanding what customers want and what competitors are doing in the market.

• Project management and change management of pricing-related initiatives

• Assist Deal Desk with deal management and sales processes

• Support the go-to-market teams as needed on customer elasticity, competition, and broader market factors to help support the go-to-market pricing strategy. 

• Continuously evaluate pricing and discounting performance and recommend improvements based on market changes and business needs

Qualifications

• 8-10 years of experience in Product Marketing, Competitive Intelligence, Pricing, Sales Operations, and/or Finance. Preferably in the software or technology industry.

• Excellent analytical skills, strategic thinking, and the ability to influence and lead cross-functional teams.

• Experience marketing technology products to large and/or mid-market buyers

• Strong organizational, prioritization, project management and time management ability with a deadline focus

• Emotional intelligence to navigate ambiguity, take initiative and work collaboratively to deliver insights, provide solutions to challenges and recommendations based on analysis

• Strong right brain, left brain balance — analytical + creative

• Excellent written and verbal communication skills

• Pro-active and driven to solve problems and find innovative solutions

• A profound sense of ownership and accountability is required

• Strong acumen about new technologies and commercial acumen in the software industry

• Strong business acumen and the ability to forge and maintain relationships

• Exceptional communication skills including the ability to influence, guide, and work with senior executives to achieve joint objectives

• Experience of working in collaboration with a diverse range of business functions and customers to drive change and achieve delivery

• Demonstrated problem solving ability and attention to detail to deliver high quality output

Salary and Other Compensation

This position's standard base pay range is $200,000 - $230,000 annually. This position is also eligible for a equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.

Benefits

Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.

We are changing the world of software security. Do it with us.  

We believe in what we do and are passionate about helping our customers secure their business.

If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR. As a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”). Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.

Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.