EMEA Product Lead - Smart Buildings & Offices

Superb, innovative Product and Marketing role taking new PropTech solutions to market whilst reshaping the existing portfolio for a global real estate behemoth.

Function Overview:

This division is modernising the workplace for clients in response to strong demand for bespoke spaces and measurability/agility using digital capabilities. You will be joining the EMEA Product team of a US-listed global real estate and technology firm who are responsible for defining marketing strategies that help each service, industry and product group meet their respective growth goals.

The Product team leverages a deep understanding of the buying process, solution differentiators and competitive offerings to create tools, tactics and - in partnership with the Demand (Digital) team - comprehensive campaigns that drive predictable, repeatable demand. The team is a key face of Marketing to the business and has significant influence on business results and future growth.

Your 3-to-5-Year Objectives:

You will need to undergo some deep learning to understand client demand and product capability, and then develop go-to-market strategies for the division's new tech products and then weave these in with the existing offer to ensure the success of the portfolio.

You will be working cross-functionally, unifying and motivating colleagues from different teams including product management, demand, content, field marketing and sales. You will coach and direct your own team and other collaborators, ensuring they can operate effectively by utilising and complying with the organization's go-to-market processes. You will have direct accountability for revenue targets and marketing budgets for the products within your purview.

Key responsibilities:

• Enhance the partnership and collaboration with the service line/product/industry teams to support their growth plan by delivering results and marketing support that goes beyond their requests
• Maintain deep understanding of the marketplace by securing research to identify global trends, market sizing, segmentation, customer buying preferences, global customer needs, competition, and channel and end-user targets; this will involve spending approximately 10-15% of time in market with customers, prospects and others who can help inform direction
• Provide market and buyer insights to drive the development of campaign strategies including demand creation and reputation building
• Perform research to feed the development of the competitive comparison guide for use in positioning against similar offerings from other organizations
• Assist in service/product naming by providing market, competitive and customer context

• Influence service and product development through well-defined market requirements
• Establish three-year strategic market plan and work collaboratively with the Demand team to develop a 12-18 month marketing plan, including a campaign structure that supports the objectives of the business plan
• Guide and develop product positioning, value propositions and messaging that resonates with buying audience and produce the source messaging blueprint
• Provide oversight and guidance to the Strategic Content team in the development of relevant content for target buyers

• Collaborate with sales enablement and/or sales operations to produce a sales enablement plan
• Cultivate and sustain working relationships with industry key opinion leaders who can play a role in supporting business/marketing objectives
• Drive product retention and upsell and cross-sell strategies and assist Geo/Field Marketing teams in doing so
• Ensure that product marketing managers follow a consistent process for conducting win/loss interviews and perform ongoing analysis to determine the level of customer service and product adoption, providing feedback to the business

• Monitor and report on the performance of services/products in the market and communicate the results of related sales and marketing efforts
• Provide leadership, direction and mentoring to guide the product marketing staff and other collaborators in day-to-day activities

Background:

• A demonstrable track record of success working with and influencing product owners to shape portfolios around B2B buyers; key metrics could include adoption, retention and referrals
• Experience developing solid local relationships across EMEA, The Americas and Asia
• Passion for and product knowledge of B2B technology (hardware, software or solutions) and ability to use brave and innovative marketing techniques
• A research/evidence-backed approach, appreciable numeracy, a commercial edge, willingness to try and fail, cultural tact, diplomacy and firmness