Outbound Product Manager

Job Description

Lightstep enables teams to detect and resolve regressions quickly, regardless of system scale or complexity. We integrate seamlessly into daily workflows, whether you are proactively optimizing performance or investigating a root cause so you can quickly get back to building features. We continue to grow our talented, low-ego, team! We believe that we should always align our actions toward a common purpose, that trust is paramount and must be cultivated, that the most valuable team members multiply rather than add, and that we shouldn’t take ourselves too seriously (except when we’re writing way-too-long sentences about our values). We believe that assembling and retaining an inclusive and diverse team is the best way to grow a successful company.

As an Outbound Product Manager, you will focus on enabling Lightstep’s go-to-market organization to help drive growth for our business, while being the champion and voice of customers providing a business perspective on value during product development.

What you’ll do:

Sales enablement (primary responsibility):

• Work together with product, engineering, product marketing and sales functions to create and deliver collateral and enablement content for our field teams. In this role, you will need to understand the best ways to demonstrate the value of our products to customers during pre-sale and POCs, and create the necessary artifacts. The content you will be responsible for is:
• Customer decks / narrative / stories, explanation of existing and new product capabilities, with emphasis on value-add to customers
• Competitive positioning analysis, message to customers / objection handling, POC qualification criteria
• Design demo workflows that will be used by Lightstep sellers and partners during pre-sale and POCs (the product team will help you build the necessary demo workflows).

External presentations (primary responsibility):

• Selectively join the field teams to demonstrate the product to prospects and existing customers and explain our product roadmap
• Take our messaging into the field by supporting key marketing and industry / analyst events

Product feedback (primary responsibility):

• Design and lead the win/loss retro process after every deal (either new or renewal), among product, sales and customer success functions
• Drive the customer feedback process by enabling key members of the EPD team (including yourself) to meet with the field to understand the needs and requirements of customers and prospects to win new revenue
• Collaborate with product managers to translate customer feedback into actionable insights and then prioritize and communicate roadmap

Go-to-market readiness :

• Lead the process to ensure cross-functional GTM Readiness whenever a new product capability is released. This means ensuring that all required artifacts and processes are completed on time - e.g. enablement content, marketing collaterals, packaging and pricing info, product docs, roadmaps, trainings, etc. (This process will look significantly different depending on whether a given release is part of a ServiceNow family release or not)
• Work with various teams on pricing, positioning and packaging of existing and new product offerings

Competitive intelligence :

• Maintain a firm grasp of the competitive landscape and identify areas of differentiation to inform product and pricing strategy

You would be a good fit if you have:

• 4+ years of experience in pre-sales / consulting, or product management, or product marketing, in a B2B software company
• Industry expertise in the DevOps space (experience in Observability, CNCF landscape and/or OSS products is preferred), including driving competitive intelligence exercises to influence product direction and field messaging.
• Experience and comfort in building and influencing relationships across product, sales and marketing groups
• Experience and comfort in delivering product presentations to customers and prospects (experience with large enterprise customers is preferred)
• Track record of building compelling positioning and thought leadership content for internal and external consumption
• Analytical thinker that can generate and execute on innovative ideas
• Great communicator, great at working in a team (we win as a team)

Lightstep, a part of ServiceNow, is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more. If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an

alternative method or applying, you may contact us at [email protected] for assistance.