Principal Product Marketing Manager – Field (Expansion & Retention)
Remote, USFull-TimeManagerCustomer Acquisition
Skills
What You Will Own
- Customer-specific value story & messaging (core JTBD)
- Build tailored account narratives that connect Mindtickle capabilities + roadmap to the customer’s business priorities, success metrics, and workflow reality.
- Reframe misconceptions (e.g., “expensive LMS”) into a platform outcomes story: readiness, productivity, coaching, content effectiveness, and AI-driven skill change.
- Create executive-ready “why Mindtickle now” positioning for renewal/expansion decision-makers.
- Expansion, renewal, upgrade, and churn-save plays
- Own the playbook and execution support for high-stakes situations:
- --> Churn saves: change the narrative, re-architect the solution, and drive an adoption/value reset plan.
- --> Renewals & upgrades: package the right capabilities into a clear value ladder and commercial rationale.
- --> Expansion: identify whitespace (teams, geos, use cases) and define the path to value realization.
- Partner with Client Partners to run “save / expand” pursuits with clear strategy, assets, and stakeholder mapping.
- Portfolio-to-account solutioning (including “coexist then consolidate”)
- Build and communicate “land-with-what-they-have” and “consolidate-over-time” paths, especially where customers already use best-of-breed tools (e.g., Gong, Seismic).
- Clearly articulate:
- 1) what value they can unlock today alongside their stack, and
- 2) what incremental value they unlock by consolidating workflows and AI into Mindtickle over time—without requiring 1:1 feature parity.
- Hands-on product leadership in the field (demo + enablement + thought leadership)
- Be credible as a practitioner: know the product in and out, run tailored demos, and coach Client Partners/SCs on demo flows and talk tracks.
- Create and maintain a library of post-sale customer-facing assets: account pitch decks, value maps, adoption blueprints, executive readouts, and ROI narratives.
- Work closely with Product leadership & CX leadership to Co-author and standardize thought-leadership materials that elevate Mindtickle’s strategic partner positioning with customers, including (at minimum):
- --> Value framework (outcomes taxonomy + leading indicators)
- --> Maturity model (capability ladder for Enablement → Behavior change → AI coaching/agentic workflows)
- --> QBR executive decks (standard storyline + modular proof points)
- --> Success Plan blueprint (12-month operating plan template tied to adoption + business impact)
- Standard “customer POV” narratives that are reusable across industries but configurable per account.
- Competitive differentiation + install-base defense (post-sale competitive ownership)
- Develop and continuously refine competitive differentiation narratives grounded in customer stories and product innovation (not feature-by-feature parity).
- Equip and support Client Partners, Expansion AEs, and champion customers to navigate competitive scenarios and acquire whitespace:
- --> Competitive talk tracks, objection handling, land/expand wedges, and “why switch/why consolidate” narratives
- --> Competitive-ready executive readouts (positioning + proof + risk reversal) for renewal and expansion moments
- Protect the install base against competitive threats by proactively monitoring competitive activity in strategic accounts and driving “block strategies,” including:
- --> Account-level threat assessment + stakeholder mapping + counter-positioning plan
- --> Proof-point packaging (references, outcomes, adoption stories) and “executive escalation kits”
- --> Coordination with Product/PMM on roadmap framing and with Services/Support on delivery-risk mitigation
- Voice-of-customer loop into Product + PMM
- Systematically capture patterns from churn/renewal/expansion cycles and translate them into:
- messaging updates,
- packaging guidance,
- enablement improvements, and
- product feedback with clear business impact.
- Partner with Product and Domain PMMs to ensure roadmap narratives are usable in customer conversations, not just internal documents.
Key Partners
- Add these explicitly to your existing list to match the new ownership areas:
- Expansion AEs / Renewals / Post-sale Sales: joint ownership of competitive strategy in renewal/expansion pursuits; whitespace conversion.
- Customer Marketing / Advocacy: turn champion customers + outcomes into usable competitive proof, references, and executive-ready stories.
- Product Marketing (Competitive/AR if applicable): align category narrative, competitive POV, and market-level differentiation with field learnings.
Success Metrics
- Keep your existing metrics, and add the following two lines so competitive + thought leadership are measurable (and not “nice-to-have”):
- Competitive outcomes influenced: competitive renewals/expansions supported; win-rate improvement in competitive scenarios; # of install-base competitive threats neutralized (documented).
- Thought leadership adoption: reuse rate of value framework/maturity model / QBR deck / Success Plan blueprint in strategic account motions; CP/AE satisfaction and exec-level engagement outcomes.
