Senior Director, Product Marketing (297-109)

Stem Millbrae , CA 94030

Posted 3 months ago

The Senior Director of Product Marketing is responsible for the development and leadership of the Product Marketing Department. The Senior Director of Product Marketing's role is to synthesize market, customer, product, and competitive inputs into driving the highest possible revenue and market share for the business. The Senior Director of Product Marketing leads and hands-on performs activities including product strategy, product placement and positioning, product differentiation, competitive analysis, product pricing, as well as deal support including pricing scenarios and competitive positioning.

Key Responsibilities

Leadership: The Senior Director of Product Marketing plays a leadership role in the business, leading all product marketing efforts and collaborating closely with product development, marketing, and sales to develop product features, pricing and positioning, competitive analysis, and marketing initiatives inclusive of consumer case studies, product videos, website content, and much more. In this capacity, the Senior Director also acts as a supervisor and mentor to product marketing personnel, constantly assisting and guiding them in the performance of their functions.

Product Positioning: The Senior Director of Product Marketing is responsible for the product's positioning and messaging. The Senior Director studies and understands the consumers' needs and behaviors. This responsibility is pivotal for the success of the product as it differentiates the product by ensuring that it always stays in line with customer and partner needs as well as market trends.

Product Launches: The Senior Director of Product Marketing, in conjunction with the Product Development and Marketing teams, is tasked with overseeing new product launches. The Senior Director's objective at this capacity is to ensure a successful and integrated product launch for the product, its features and solutions.

Collaboration: The role of the Senior Director of Product Marketing is a collaborative one and you are, therefore, tasked with working with others including the product development, marketing and sales teams in the formulation of optimal pricing strategies, models, sales collateral, product education / training, and execution of competitive counter-tactics to achieve or exceed the product's market share targets. In this capacity, the Senior Director of Product Marketing will also work closely with the Senior Vice President of Market Enablement and the Policy, Markets, and Business Development teams to acquire knowledge and direct activity in response to new market opportunities, new policy and market initiatives and trends, and partner/customer feedback.

Specifically, as Senior Director of Product Marketing, you will:

  • Own market intelligence - be an expert on our customers and partners, who are they, how they buy and their key buying criteria.

  • Own product pricing develop a competitive product pricing strategy using sound analytics, direct customer and partner feedback, and provide pricing tools and options to sales to win deals while maintaining target margins and providing outstanding value to our customers and partners.

  • Own, manage and automate pricing tools and models to increase throughput and reduce turn-around-time for pricing requests from sales.

  • Understand the competitive landscape - be an expert on our competition and how they are positioned.

  • Collaborate with product management and marketing to develop product positioning and messaging that resonate with our target buyer personas.

  • Act as a primary thought leader for our products, including participating in speaking engagements and events to promote Stem and its products.

  • Understand and support our sales channels; train them on the problems we solve for our buyers and users; develop internal tools and external collateral and teach them how and when to use it.

  • Develop product messaging that differentiates Stem's products from others in the market.

  • Communicate the value of new products to the sales team and develop sales tools that facilitate the selling process.

  • Through interviews, surveys, focus groups and sales data, gain insight into customer use of current products, untapped opportunities and buyer personas.

  • Establish timescales for development of new products with product management and engineering, manage the new product request process for the company.

  • Create product content such as case studies, videos, website copy and blog posts

  • Research competitor offerings and react when appropriate

  • Recruit, retain, train and develop a team of product marketing professionals

  • Manage expenses to a budget

Required Skills

Analytical Skills:
The candidate will have to demonstrate strong analytical skills, as well as passion for products analysis, completive analysis, and market dynamics.

Leadership: The candidate must display an ability to influence and motivate people towards a single unified direction. The candidate will also have an apparent and seasoned business judgment that will earn him or her the trust and respect of peers with a proven ability to engage in a product and lead it to commercial success. The candidate will also have a people-focused enthusiasm and empathy that will genuinely and positively improve how the organization performs its functions.

Communication Skills:
The candidate will possess excellent written and verbal communication skills and an ability to clearly and concisely present complex material to technical teams, business leaders, sales personnel, and customers alike in a way that relates to each audience. Comfortable with tools such as Salesforce and Slack to manage workflow and communications.

Required Experience

  • Bachelor's Degree in Marketing, Advertising, Information Technology, Economics, Business Administration, Engineering, Psychology or another relevant field. A Master's Degree is strongly preferred.

  • Minimum of 5 years working with renewable or energy storage contracting in the electricity industry either with a load-serving utility (IOU, Co-Op, Muni), an independent power producer (IPP), or relevant commercial experience with a company in the energy value chain.

  • At least 5 years in a senior role in product marketing, marketing, and/or sales in the renewable and energy storage industry. The candidate must bring relevant work experience in the field of marketing, dealing specifically with product positioning, competitive analysis, pricing, and product launches.

  • An ideal candidate will also have had vast experience in the creation and execution of highly detailed go-to product market plans in the energy storage market.

Stem is the global leader in AI-driven energy storage. With more than 800 systems on-line or being installed in 75 jurisdictions across six states and three countries, and a groundbreaking contract with Southern California Edison to deliver 85MW of grid stabilizing capacity and customer-sited energy storage, Stem has more experience installing and operating advanced energy storage systems than every other provider combined.

By pairing energy storage with Artificial Intelligence (AI), Stem helps building operators and energy managers lower energy costs automatically while supporting a modernized, sustainable electric grid. Stem's Athena, the first AI for energy storage, lets you buy electricity when it's affordable and use it later when it's suddenly more expensive. Athena links facilities into a powerful network that can instantly form virtual power plants that allow you to earn demand response revenue and participate in other grid modernization opportunities as soon as they arise.

With Stem's energy services agreement, customers receive guaranteed savings immediately without having to pay anything upfront. Stem manages the installation, operation, remote monitoring and maintenance. Systems are designed for safe, seamless integration into a facility.

Headquartered in Millbrae, California, Stem is funded by a consortium of leading investors including the Ontario Teachers' Pension Plan, Activate Capital, Temesek, Iberdrola, GE Ventures, Constellation Technology Ventures, Angeleno Group, RWE, Total Energy Ventures, Mithril, and Mitsui & Co., Ltd. The breadth and depth of Stem's resources and capabilities are unmatched in the industry.

Stem, Inc. is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws. Stem, Inc. complies with all applicable state, federal and local laws, regulations and ordinances prohibiting discrimination in places where we operate.


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Senior Director, Product Marketing (297-109)

Stem