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Director of Product Management – CNAPP – Cloud Security
Location: Foster City, California (Min 3 days mandatory in office)
US Remote: For exceptional candidate with perfect CNAPP background
The Position
Qualys is seeking an experienced director of product management for TotalCloud, its Cloud Native Application Protection Platform (CNAPP). The ideal candidate will have complete 360-degree ownership of CSPM, CWPP and/or CIEM product line for multi-cloud end to end, both inbound and outbound product management responsibilities.
The ideal candidate must have excellent written and speaking communication skills. You are expected to be a subject matter expert in the public cloud, its ecosystem, and its emerging security needs. You will work closely with team members to align product roadmap plans with customer requirements within both the private sector and federal and government space.
What You Will Be Doing
Product Ownership: CSPM, CWPP and CIEM across multi-cloud environment
Business Ownership And Responsibilities
• Be the ‘Business Owner’ of product and constantly think about how to grow the revenue, every feature being prioritized and shipped, think about monetization.
• Do the regular business analysis of the product’s revenue and understand and report on various metric such as cross-sell, up-sell, expansion, renewal and come up with business plan to improve on each of the metric and present to leadership team
• Pricing and Packaging – evaluate various monetization option including freemium, premium and packaging with other Qualys products etc to drive the customer adoption and revenue growth
• Product-led-growth (PLG) / Product-Led-Sales (Sales) – Come up with new ideas to drive PLG/PLS sales motion to build and drive Pipeline – be innovative and think about the various digital marketing and demand Gen Campaign to manage leads – acquired, nurture and convert them to paid customers
Inbound Product Management Responsibilities:
• Own multiple features of CSPM, CWPP and CIEM across multi-cloud environments.
• Define, evangelize, and maintain the strategy, vision, and execution including GTM strategy.
• Contribute to running a cross-functional team (Product Management, UX, Engineering, Sales).
• Establish relationships with customers and use their input to distill the many requests into a roadmap that achieves maximum impact.
Outbound Product Management Responsibilities:
• Develop sales enablement collateral including customer product presentations decks and demo scripts.
• Developing messaging and product positioning
• Research the competitive landscape, determine how competitors are positioned and develop optimized positioning strategies and support documents for the TotalCloud product. Educate the sales team on how to address competitors in the field.
• Develop collateral and be a expert on cloud technology and terminology
• Be an expert in explaining the product to sales and be involved with demos and presentations to customers.
• Foster strong relationships with customers to gather feedback, understand pain points, and translate insights into product requirements.
• Develop use case-based demos for appropriate personas.
• Design, deliver and train the Qualys Sales Team on value-based demonstration of our products
• Create thought leadership content, including white papers, webinars, emails, presentations, etc.
What We Need From You
• Significant experience in cloud security and understanding of the terminology and current and emerging landscape. Deep experience specific to cloud native application protection platforms (CNAPP) focusing on one or more area such as CSPM, CWPP, CIEM
• Bachelor’s degree in science, technology, or engineering; MBA or equivalent experience preferred.
• 5+ years of experience in product management or 8+ years of experience in technical leadership, solution architect, or pre-sales engineering, with a focus on cloud security products and solutions.
• 2+ years in product management for cloud security focusing on CSPM, CWPP, CIEM, CDR and SaaSPM market is mandatory.
• Proven experience in building security products for the cloud. Understanding of the various aspects of cloud security including but not limited to cloud security posture management, cloud workload protection, cloud detection and response, and Kubernetes and container security.
• Deep understanding of the public cloud, its ecosystem and emerging security needs and the ability to explain such concepts to sales team.
• Proven development of external-facing and enablement collateral.
• Proven track record of use case demo creation
• Strong presentation skills.
• Exhibitable sales and marketing experience in the form of creating technical documentation and/or speakership appearances.
• Passionate about trying out new ideas to promote the product, testing hypotheses, and making data-driven decisions to course correct.
• Proven ability to effectively articulate and showcase technology for different use-cases, and to different types of audiences within the federal space.
Annual Salary Guidelines: $175,000 – $200,000
Qualys is an Equal Opportunity Employer, please see our EEO policy.
