Principal Product Marketing Manager - Field (Expansion & Retention)

Who we are Mindtickle is the market-leading revenue productivity platform that combines on-the-job learning and deal execution to get more revenue per rep. Mindtickle is recognized as a market leader by top industry analysts and is ranked by G2 as the #1 sales onboarding and training product. We’re honoured to be recognized as a Leader in the first-ever Forrester Wave™: Revenue Enablement Platforms, Q3 2024! Job Snapshot Mindtickle is looking for a hands‑on Principal PMM – Field who can translate Mindtickle’s full portfolio (Platform + AI + Agentic + Services) into customer‑specific stories, demos, and expansion plays that land with executive stakeholders and frontline teams. This role is built for the post‑sale motion: driving renewals, upgrades, expansion, and churn saves by ensuring customers understand—and adopt—the full value of Mindtickle (beyond “an LMS”). In addition, you will own competitive differentiation in the post‑sale context —arming Client Partners, Expansion AEs, and champion customers to win competitive scenarios, protect the install base, and unlock whitespace—while co‑authoring and standardizing thought‑leadership assets that elevate Mindtickle’s strategic partner positioning. 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. $160,000 - $165,000 a year Our budget for this role is USD 160,000 - 165,000 per year (depending on interview performance). Our culture & accolades As an organization, it’s our priority to create a highly engaging and rewarding workplace. We offer tons of awesome perks and many opportunities for growth. Our culture reflects our employee's globally diverse backgrounds along with our commitment to our customers, and each other, and a passion for excellence. We live up to our values, DAB, Delight your customers, Act as a Founder, and Better Together. Mindtickle is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability, protected veteran status, or any other characteristic protected by law. Your Right to Work - In compliance with applicable laws, all persons hired will be required to verify identity and eligibility to work in the respective work locations and to complete the required employment eligibility verification document form upon hire. #J-18808-Ljbffr MindTickle Inc.