Responsibilities

• Develop and maintain category growth outcomes and customer segment intelligence, TAM/SAM assessment, market definition, customer segment insights, competitive analysis, and Voice of Customer (VOC) synthesis to inform category strategy and go‑to‑market priorities.
• Translate market and customer insight into prioritized actionable customer segment plans, supporting category strategy with clearly defined customer segment priorities, use cases, and growth opportunities.
• Own customer segment-level value propositions, messaging, and commercial claims, partnering closely with GM, Sales, Product Line Ownership, Engineering, and Legal to ensure positioning is differentiated, accurate, and defensible.
• Develop and translate strategy into execution and measurable impact by owning customer segment-level go‑to‑market plans, sales playbooks, and enablement aligned to category and commercial priorities.
• Lead commercially facing content strategy for assigned categories and customer segments, ensuring content supports priority use cases, buyer roles, and selling motions across direct and channel environments.
• Own customer segment-level industry event and trade show strategy and execution, including event selection, objectives, messaging focus, booth/content alignment, and post‑event follow‑through in partnership with Sales and Revenue Operations.
• Partner closely with Sales and Revenue Operations to develop, deploy, and optimize customer segment–specific sales plays, tools, and performance tracking.
• Work closely with Sales and Product Line Ownership to identify and address gaps in positioning, messaging, packaging, pricing, or enablement that limit commercial effectiveness within priority customer segments.
• Support product and portfolio launch, coordinating cross‑functionally to ensure customer‑segment‑specific readiness, adoption, and commercial impact through Phase 0 NPI involvement.
• Incorporate customer feedback, sales input, and performance insights (e.g., SFDC, win/loss, event outcomes) to continuously refine customer segment positioning, sales plays, and execution plans.