Director of Product Marketing- (TPRM/SaaS)

Aravo delivers the market's smartest risk and resilience solutions, powered by intelligent automation.

For more than 20 years now, Aravo's combination of award-winning technology and unrivaled domain expertise has helped the world's most respected brands accelerate and optimize their supplier and third-party management programs, delivering better business outcomes faster and ensuring the agility to adapt as programs evolve.

Known for innovation and excellence, Aravo is a category leader across supplier risk and performance management, third-party risk management and IT vendor risk management. The company is now on an exciting expansion journey to solve one of the industries greatest challenges - integrating risk and resilience management across the extended enterprise.

Aravo's customers include mid-size and large enterprise organizations, and include the world's biggest, most respected brands such as Google, Microsoft, Deloitte, Ford, Pfizer, Fidelity International, Visa, British Petroleum, Nike, P&G, Unilever and many others.

Throughout Aravo's history there has been one important constant - its people. Aravo's people are core to our success and together we innovate, drive customer success and create ongoing positive change in the world.

Aravo is headquartered in San Francisco. We have been ranked as one of the top 50 private enterprise technology firms to work for.

The Role:

We're looking for an accomplished Product Marketing leader, who has the right combination of domain, technical and marketing expertise to define and drive go-to-market programs and help develop new solutions that support developing industry-leading TPRM, Risk and Resilience, and ESG solutions. You will be an evangelist for communicating the Aravo story, and will be responsible for go-to-market strategy and execution, developing compelling product positioning and messaging programs, sales enablement, and industry thought leadership.

This is a highly visible and diverse role, where you will have the opportunity to:

• Lead our product marketing efforts for multiple TPRM applications and demonstrate a clear line to growth
• Provide a valued voice, where ideas and creative approaches are welcomed
• Feel a sense of accomplishment as you are empowered to deliver in a dynamic, fun and fast-paced environment
• Celebrate successes and grow with us!

You're a Third-Party Risk Management domain expert, having worked in a senior product marketing and/or product management role for a TPRM software/ SaaS firm. You've played a significant role in bringing successful solutions and applications to market and can operate at both the strategic and hands-on level. You're passionate about keeping up with market trends and have built strong relationships with industry practitioners, thought leaders and analysts. You will lead our talented product marketing and analyst relations team and, as it grows, continue to attract the very best talent to it.

Main Responsibilities:

• Customer evangelist - develop a deep understanding of our clients, the challenges they face, how they buy and why they buy. Lead and develop our customer advisory boards and other client-centric events. Understand customer use-cases and develop and maintain personas and buyer journeys.
• Product evangelist - become the expert in the Aravo platform and applications. Understand configuration capabilities, and in tandem with client and internal (Product/Professional Services/Technology) stakeholders, help to define and deliver new TPRM applications that our customer base need to comply with changing regulations and business drivers. Work with product management to provide design guidance to application engineering teams during release planning.
• Go-To-Market strategy & execution - develop and execute on GTM plans, including market segmentation, the development of compelling value propositions, positioning and pricing, product launch plans, and campaign support materials to drive lead generation.
• Sales enablement support - create and communicate the core value proposition and messaging about our solutions to the sales team and develop sales tools that support the selling process, including: decks, case studies, total economic impact assessments, sales sheets, thought leadership, etc.
• Market intelligence - maintain competitive intelligence and ensure we continue to be strongly positioned in the market. Monitor industry trends, enforcements and hot topics.
• Thought-leadership - help create and source thought leadership content including: thought-leadership papers, webinars, infographics, social media and blog posts. Represent the company at in-person events.
• Analyst relations - work with industry analysts to ensure we communicate our solutions in an effective way that leads to positive placement in analyst research and reports. Engage with analysts to understand and share market trends, developments and opportunities.
• Associations relations - work with relevant industry associations such as OCEG, SCCE etc. to contribute to thought leadership, councils, and knowledge sharing initiatives.
• Partner relations - work closely with the Chief Product Officer to optimize partner alliances and identify new opportunities for channel growth.

Requirements

• 7+ years in product marketing/product management roles with 3+ years in TPRM/Supplier Risk SaaS software preferably at a small company or startup. Deep TPRM domain expertise.
• Experience with Agile Software Development Lifecycle processes and principles.
• Experience taking new products through the entire launch and evolution cycle.
• Exceptional writing skills with the ability to synthesize complex market and technology information into compelling and insightful benefits-based messaging
• Ability to think strategically and follow through with strong hands-on execution
• Strong, persuasive speaking and presentation skills with an ability to influence at all levels
• Product pricing and monetization experience. Micro-transaction experience within enterprise applications would be a bonus.
• Strong "executive presence", able to quickly build credibility and confidence cross-functionally, with senior management and with senior client and industry professionals.
• Proficient at building strong relationships with influential industry analysts (Gartner/Forrester etc.) to not only drive current business but also refine strategy
• Experience working with geographically dispersed teams

Skills

• Self-motivated with a can-do, positive attitude and a flexible, solutions-based approach to work.
• Results-oriented, organized and decisive with the initiative to prioritize projects and adjust as needed
• Ability to develop product demos for sales and marketing use.
• Intellectuality curious with a passion for what you do.
• Strong communication and presentation skills.
• Team oriented - works well with cross-functional teams and demonstrates positive support of colleagues.
• Solid business acumen - with a focus on ROI.
• Comfortable operating autonomously while being accountable for decision-making.
• Adheres to the highest ethical standards and conduct, honors commitments, and treats people with kindness, compassion, trust and respect.

Benefits

• 100% Employer Paid Medical / Dental / Vision Insurance Premiums for the Employee and Family
• Paid Maternity and Paternity Leave
• Life and AD&D Insurance
  • Long-Term Disability Insurance
  • 401K with Company Matching
  • Equity Participation
  • 4 Weeks of Vacation
  • Fully Stocked Kitchens
  • Company-Sponsored Charitable Day of Giving Events
  • and many more!
Aravo Solutions Inc is registered as an employer in many, but not all, states. If an applicant is not in or able to work from a state where Aravo Solutions Inc is registered, they may not be eligible for employment. The eligible states include: FL, GA, IL, MA, MO, NC, NH, NJ, NV, OR, PA, SC, TN, TX, AND WA.