Equinix

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals. 

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.  

Growth Marketing Senior Manager

Job Summary

As an experienced Growth Marketing Manager, you’ll join our fast-moving PLG marketing Team and focus on accelerating our new users’ journeys to becoming scaled and happy customers, in collaboration with colleagues across our marketing, sales, customer success and product teams. This will likely include onboarding and pipeline acceleration plays in collaborating with sales as part of a “hybrid PLG and full-service sales” motion. You will also be responsible for helping us design, implement and operate a new to Equinix Product Qualified Lead (PQL) process to nurture self-service customers to critical mass and then pass them to sales to help support their further growth.

As an experimenter you would use your creative problem-solving skills to run A/B tests and drive business decisions through reliable and reproducible analyses. One day you might be defining a way to infer customer use cases to support new users’ product onboarding journey more efficiently and working with SMEs to build technical guides to fuel these programs. The next day, you might be representing our team in the design of systems and process to route, report and optimize our new PQL process.

The ideal candidate will be a growth marketing expert with a consumer-first mindset and a clear track record of creating innovative programs, campaigns and sales plans to accelerate the adoption of B2B tech platforms. She or he will enjoy working closely with other marketing, IT, product, customer success and sales teams to develop and integrate product functionalities that deepen our relationship with users and meet the needs of our users at the right time. The position requires a strategic and entrepreneurial mindset with technical capabilities, and a passion for building platforms from the ground up.

This is a fantastic opportunity to help build up a bottom-up growth program accelerate revenue at a category leading, successful Fortune 500 B2B tech company. Your work will be a critical driver for our company’s next chapter.

Responsibilities

Roadmap Vision, Detail and Portfolio Marketing

• Works with Business Development, Channel, Partner Marketing, and Sales to promote their product/product line within the context of the broader product portfolio
• Ensures broad alignment and understanding of product vision and roadmap among key stakeholders

Product GTM and Cross-Functional Alignment

• Works with Marketing Content & Programs, Brand Management, Digital Marketing and Vertical teams to ensure cross functional alignment and marketing effectiveness of product commercial objectives

Product Positioning and Messaging Development

• Owns the development of global product positioning and messaging that establishes the need for Equinix products in the market and differentiate them against the competition and substitutes

Competitive Analysis

• Plans and executes competitive bench marking projects
• Supports cross functional awareness of competitive findings

Technical Positioning and Proof Points for Value Prop

• Conducts market research, understands customer needs, relative quantitative and qualitative technical advantage of competitors and substitutes for the portfolio
• Identifies technical architectures to differentiate our portfolio

Partner GTM Strategy

• Collaborates with Channel Marketing on effectively scaling reach to Partner customers

Product Content and Collateral Creation

• Provides guidance to marketing teams on themes for campaigns and events, ensuring they are equipped with content to deliver to customers and prospects

Sales Activation and Enablement

• Works with Product Management and Sales Enablement to support an effective selling process including the creation of sales tools and training

Product/Domain Expertise

• Demonstrates expertise in the product, the market and the buyer

Functional Knowledge

• Regarded as the expert in their particular job family
• Requires in-depth and/or breadth of expertise in own job family and broad knowledge of other job families within the job function

Business Expertise

• Anticipates business and industry issues; recommends product, process or service improvements

Leadership

• Leads programs with notable risk and complexity; develops the strategy for program execution

Problem Solving

• Solves unique and complex problems with broad impact on the business; requires conceptual and innovative thinking to develop solutions

Impact

• Impacts the direction and resource allocation for program or services; works within general organization functional policies and industry guidelines

Interpersonal Skills

• Communicates complex ideas, anticipates potential objections and persuades others, often at senior levels, to adopt a different point of view

Qualifications

• Experience driving user growth at a cloud or SaaS provider that has integrated the self-service (PLG) and enterprise selling models using pipeline acceleration programs, Product-Qualified-Leads (PQL) and/or other similar methods
• A successful track record of contributing to the building and optimizing a growth marketing (post-acquisition revenue growth) function at a B2B tech platform.
• Understanding and experience designing and implementing processes and systems to bind PLG adoption pipelines to sales organizations using best IT practices and/or third-party PLG SaaS apps.
• Experience analyzing customer data and product usage patterns to identify opportunities for growth. Use metrics across stages such as acquisition, activation, retention, and referral to track the effectiveness of your marketing efforts and make informed decisions.
• Understanding of target audience and their needs. Segment our customers based on factors including intended workload/use case, functional role, firmographic data and behavioral data. Creating and aggregating targeted messaging and content to cater to these segments.
• Experience continuously testing and iterating to validate marketing strategies, messaging, and channels for maximum impact. You don’t shy away from a challenge and find joy in integrating systems and stitching apps and data together to find insights.
• Strong comfort with analytics, metrics, and love to look for patterns that can accelerate and optimize the customer journey

What experience is it nice to have (but not mandatory)?

• Data warehousing and analysis tools including AWS redshift or Google BigQuery or Tableau
• Ideally you are comfortable with code and large data sets, integrating systems and automating flows/journeys/behavior

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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