IMImobile is a cloud communications software and solutions provider that enables companies to use mobile and digital technologies to improve and automate customer experience and engagement.
IMImobile's cloud software platform manages over 42 billion messages and 44 billion commerce transactions a year across the world. Organisations that trust us to deliver smarter digital customer engagement include Centrica, AA, O2, EE, BT, Foxtons, Pizza Hut, Vodafone, AT&T, MTN, three of the major retail banks in the UK and public-sector organisations in India, US and the UK.
IMImobile is headquartered in London with offices in Hyderabad, Little Rock, Toronto, Dubai and Johannesburg and has over 1,100 employees worldwide. IMImobile is quoted on the London Stock Exchange's AIM market with the TIDM code IMO.
Purpose of the role
IMImobile are looking for a senior marketing professional to take responsibility for the Group’s product marketing organisation. The successful candidate will support the team to stimulate market demand and accelerate adoption of IMImobile’s flagship IMIconnect platform (alongside associated customer engagement products). We have a robust and attractive SaaS product offering and are seeking a talented and passionate individual to sit between our product and marketing teams, understand the capability of our products and identify opportunities for development in line with market needs.
We are looking for a candidate with the skills to communicate in a concise, informative and relatable manner and excellent storytelling ability.
Principal Accountabilities (responsibilities and duties)
· Product packaging and proposition development
o Develop a deep understanding of our products, value proposition, competition, target customers, target user and buyer personas as well as the macro industry trends within which we operate
o Establish the most compelling use cases in our target sectors; add and refine
o Collaborate with product managers to help shape product roadmap based on market trends, competitive dynamics and other factors
o Work closely with Product Management to extend the current offering for maximum take up and economic impact, including creation of ‘point solutions’ beyond a wider platform approach
o Create and maintain demos for different industry sectors and use cases; train Sales and Pre-Sales on the effective use of demo assets
· GTM planning and execution
o Help define the company’s go-to-market (GTM) plan for IMIconnect and related customer engagement applications suite
o Build differentiated positioning and messaging that resonates with target buyers and users
o Create and execute sales enablement programs
o Work with content developers to generate material for content marketing
o Produce and maintain product collateral such as brochures, data sheets, presentations
o Contribute to execution of campaigns with marketing operations, field sales, inside sales and partners
o Engage with clients and users to create case studies, success stories, testimonials etc.
o Create and manage the company’s customer reference program to build customer advocacy via various channels such as videos, developed case studies and testimonials
o Measure and monitor success and continually evolve the GTM plan as needed
o Deliver effective product and solution presentations to support field sales teams as required
o Define metrics to measure effectiveness of various product marketing activities and help strengthen the company’s data-driven decision-making culture
· Competitive benchmarking and pricing
o Own competitive intelligence end-to-end including producing battle cards and other sales tools
o Continually refine our market positioning vis a vis competition
o Help evolve pricing based on market feedback and as and when new product capabilities are introduced
· Analyst relations
o Own analyst relations; drive awareness of IMI’s products and their value proposition with leading analysts
o Seek market and competitive insights and feed back to Product Management and the wider business
Experience, Qualifications and Technical Knowledge
· Must have at least 5 years of proven product marketing experience in a high growth environment at enterprise SaaS/PaaS companies
· Deep understanding of SaaS/PaaS economics including customer acquisition costs, customer lifetime value etc.
· Experience working with industry analysts such as Forrester / Gartner
· Go to market experience in both the UK and US markets
· Technical education, particularly in computer science / engineering
· Prior experience in product management or product development
· Fresh, original, and critical thinking abilities with capacity for quick decision-making in complex scenarios
· Agility in rapidly iterating through planning and execution cycles, flexibility to test and learn
· Effective written and spoken communication; strong story telling and presentation abilities
· MBA from a premier institution