Product Marketing Manager, Success Marketing

  • Full-time
  • Department: Marketing

Company Description

Tradeshift is disrupting a stale e-invoicing, procure to pay, and financial solutions market. We are connecting companies of all sizes and providing them with the platform and network needed to create value from old processes like procurement, invoicing,  payments, and workflow. Tradeshift is redefining an enterprise space that has seen little change in many years. We recognize that business is messy and business is social. Understanding these two facts drives the development of Tradeshift - a platform for all your business interactions. 

About The Role

In order to disrupt this market, we need to understand the needs and challenges of our target markets, our customers and the solutions and process they run today.  It is these customer stories that excite the market toward a future of possibilities with Tradeshift.

To help us achieve these goals we are looking for a manager to build and run our “Success Marketing” program.

What is “Success Marketing”?  Success Marketing is a term that we have coined at Tradeshift to describe a role in our product marketing organization that is focused on understanding and celebrating our customers.  Product Marketing is the “voice of the customer” and this role gets right to the heart of the Tradeshift customer experience. Every time a customer signs up for the Tradeshift platform, they are embarking on a journey to transform their business.  We need to understand that journey from the customer’s perspective, capture it and tell it in a compelling way.

Job Description

Customer Case Studies

Develop and manage the Tradeshift Customer Success Function and support the mission of product management to be the “voice of the customer”.

  • Interview customers and do research to understand their unique story
  • Identify the key business challenges
  • Identify the key stakeholders and create a profile of them, as an individual, trying to make their company better
  • Create a narrative and story arc about the stakeholders and how they have undertaken to achieve their strategic goals and interface with our writing team to produce the stories
  • Produce compelling customer success stories based upon your interviews and research
  • Work with internal teams to support marketing and campaigns around our customer case studies designed to support awareness, demand generation, and customer engagement
  • Manage negotiations between Tradeshift and the customers’ executives and legal teams to obtain necessary approvals for use of customer name and logos.
  • Create and maintain strong relationships with Tradeshift customer champions and collaborate with them to participate in references, case studies, speaking engagements, public relations, etc.

Win/Loss Analysis

Develop and manage the Tradeshift Win/Loss analysis program.

  • Work with data analysts to create useful data collection and reporting on sales wins/losses
  • Interview internal stakeholders to see what went right or wrong in the sales process
  • Interview new customers (wins) or unsuccessful prospects (losses) to understand key drivers of the decision making.
  • Identify key variables and trends in the sales conversion process and help us understand why we are winning/losing in the sales cycle.
  • Summarize your results in reports that lead to actionable recommendations for changes in our go-to-market strategy.

Strategic Customer Council

  • Manage the Tradeshift Strategic Customer Council, a forum for customers to exchange ideas, strategic thinking and best practices amongst themselves and with Tradeshift
  • Work with the events team to plan and manage biannual Customer Council meetings
  • Develop and deepen these relationships by facilitating engagement between senior management inside and outside Tradeshift.

Qualifications

  •  
  • Ability to connect with people, listen and ask questions that get to the heart of their wants, needs and motivations
  • Persistent, but not pushy.  Friendly but not easily deterred.
  • Be able to tell a great story that is compelling for the reader and simple enough to be repeated and reused in other formats
  • Willingness, persistence and patience to chase down potential references and figure out how to get them to participate - even if it takes many tries to do so
  • Attention to detail with excellent organizational and communication skills
  • Strong sense of urgency, adaptability, flexibility, and resourcefulness
  • A consistently positive attitude as well as a high level of enthusiasm and initiative
  • Previous experience a plus: case study development, journalism or marketing
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Additional Information

Culture:

Our culture was formed from day one when three Danes poured their heart and soul into creating a platform that could connect every business in the world. We expect each employee to approach their job at Tradeshift with the same amount of pride and passion and embody the Tradeshift culture that makes us the best company in history.

Shifters come from various backgrounds and nations, and we all thrive off challenging the status quo. We take pride in nurturing employee happiness, encouraging personal development, and welcoming teammates from all walks of life.

We value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

The Perks:

  • Career and professional development opportunities

  • Flexible hours and vacation policy

  • Supplemented cell phone plan

  • Lunch provided daily from local SF eateries and snacks

  • Fully paid 6 months parental leave
  • A competitive compensation package + equity

  • 100% covered medical, dental and vision benefits

  • Life, short and long-term disability insurance

  • 401k

  • Wellness and volunteer Programs

  • Fun company events like happy hours, outings and much more!

All your information will be kept confidential according to EEO guidelines.

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