Principal Product Manager,ISPM

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Job Description: PM / Sr. PM, ISPM

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Product Manager – Identity Security Posture Management (ISPM)
Location: Pune, India
 

The Position
Qualys is seeking an experienced Product Management leader for ISPM, a new initiative under ETM (Enterprise TruRisk Management). The ideal candidate will have complete 360-degree ownership of the Identity Security initiatives, both inbound and outbound product management responsibilities. The ideal candidate must have excellent written and spoken communication skills. You are expected to be a subject matter expert in Identity Security, its ecosystem, and its emerging security needs. You will work closely with team members to align product roadmap plans with customer requirements within both the private sector and federal and government space.
 

Business Ownership and Responsibilities
 

• Be the ‘Business Owner’ of product and constantly think about how to grow the revenue, every feature being prioritized and shipped, think about monetization.
• Do the regular business analysis of the product’s revenue and understand and report on various metric such as cross-sell, up-sell, expansion, renewal and come up with business plan to improve on each of the metric and present to leadership team
• Pipeline and Lead Generation -come up with campaign ideas to generate the leads for the business and execute the plan to convert pipeline to close won.
• Pricing and Packaging – evaluate various monetization options including freemium, premium and packaging with other Qualys products etc. to drive the customer adoption and revenue growth
• Product-led-growth (PLG) / Product-Led-Sales (Sales) – Come up with new ideas to drive PLG/PLS sales motion to build and drive Pipeline – be innovative and think about the various digital marketing and demand gen campaign to manage leads – acquire, nurture and convert them to paid customers

Outbound Product Management Responsibilities:
 

• Develop sales enablement collateral including customer product presentations decks and demo scripts.
• Establish relationships with customers and use their input to distill the many requests into a roadmap that achieves maximum impact.
• Develop messaging and product positioning content.
• Research the competitive landscape, determine how competitors are positioned and develop optimized positioning strategies and support documents for the ISPM product line. Educate the sales team on how to address competitors in the field.
• Develop collateral and be an expert on technology and terminology.
• Be an expert in explaining the product to sales and be involved with demos and presentations to customers.
• Foster strong relationships with customers to gather feedback, understand pain points, and translate insights into product requirements.
• Develop use case-based demos for appropriate personas.
• Design, deliver and train the Qualys Sales Team on value-based demonstration of our products
• Create thought leadership content, including white papers, webinars, emails, presentations, etc.

Inbound Product Management Responsibilities:
 

• Own entire feature set and roadmap of ISPM.
• Define, evangelize, and maintain the strategy, vision, and execution including GTM strategy.
• Contribute to running a cross-functional team (Product Management, UX, Engineering, Sales).

What We Need from You
 

• Significant experience in Active Directory and Identity and Access Management space.
• Bachelor’s degree in science, technology, or engineering; MBA or equivalent experience preferred.
• 5+ years of experience in product management or 8+ years of experience in technical leadership, solution architecture, or pre-sales engineering, with a focus on cloud security products and solutions.
• Nice to have an understanding of adjacent areas of Identity governance, Identity attack path analysis etc.
• Proven development of external-facing and enablement collateral.
• Proven track record of use case demo creation
• Strong presentation skills.
• Passionate about trying out new ideas to promote the product, testing hypotheses, and making data-driven decisions to course correct.
• Proven ability to effectively articulate and showcase technology for different use-cases.