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Director, Product & Solutions Marketing (San Jose, CA)

​We are seeking an experienced and strategic Director of Product & Solutions Marketing to lead our product marketing team. In this role, you will be responsible for developing and executing the core product messaging that defines ZEDEDA’s solutions in the market, including use case collateral and joint solution messaging with ZEDEDA’s ecosystem partners. This function requires seasoned expertise in product marketing with a domain knowledge of infrastructure software and cloud computing. This role requires a collaborative leader who excels at driving cross-functional initiatives with Product Management, Sales, Solutions Architects, and other teams, ensuring ZEDEDA’s messaging is aligned with market needs and competitive landscapes. The ideal candidate will thrive in a fast-paced environment, anticipating messaging requirements and delivering high-impact materials that support our go-to-market strategies and product launches.​

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ZEDEDA makes edge computing effortless, open, and intrinsically secure - extending the cloud experience to the edge. ZEDEDA reduces the cost of managing and orchestrating distributed edge infrastructure and applications, while increasing visibility, security and control. ZEDEDA delivers a distributed, cloud-native edge management and orchestration solution, simplifying the security and remote management of edge infrastructure and applications at scale.

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ZEDEDA ensures extensibility and flexibility by utilizing an open partner ecosystem with a robust app marketplace and leveraging an open architecture built on EVE-OS, from the Linux Foundation. ZEDEDA delivers instant time to value, has thousands of nodes under management and is backed by world-class investors with teams in the US, Germany and India. For more information, visit www.zededa.com

• Product Messaging: Develop and communicate a compelling product, use case, and solutions messaging that clearly connects with customer needs and highlights ZEDEDA’s differentiated strengths.
• Market Intelligence: Knowledge of relevant software development, delivery, and security trends to position ZEDEDA within the context of an evolving business and technology landscape. Research and use market data to identify and message into emerging trends, customer requirements, and competitive landscape in the edge computing market.
• Product Launches: Define processes and drive the product launches in collaboration with cross-functional teams, enabling continuous product innovation, sales training, and market awareness.
• Team Leadership: Lead and mentor a team of product marketers, providing guidance, coaching, and professional development opportunities to foster a high-performing and collaborative team culture.
• Cross-Functional Collaboration: Collaborate closely with product, marketing, sales, and other stakeholders to drive strategic messaging initiatives for launches, events, and marketing campaigns.
• Sales enablement: Work closely with GTM leadership to train customer-facing teams on product differentiation, buying personas, and customer successes, and regularly learning from sales feedback.
• Go-to-Market Strategy: Partner with business development, product, and sales teams to develop and execute go-to-market strategies, including launches, promotions, and joint partner marketing.
• Customer Engagement: Engage with customers, partners, and analysts to explain ZEDEDA’s offerings, test messaging, and learn about customer challenges, pain points, and decision criteria.
• Ecosystem: Support strategic partnerships with technology vendors, service providers, and ecosystem partners to position alongside our product offerings and expand market reach.
• Goal Alignment and Achievement: Define and track objectives and key results (OKRs) in alignment with company and marketing goals. Effectively prioritize work for the team to support goals and find creative solutions to meet multiple competing goals.

Required Qualifications:

• 8+ years of product marketing experience in enterprise software, cloud computing, or related technology domains.
• Strong strategic thinking, analytical skills, and business acumen with the ability to translate market insights into actionable marketing strategies.
• Excellent written and spoken communication skills, and interpersonal skills with the ability to influence and collaborate effectively across diverse teams.
• Experience in category creation positioning for products in new and emerging software markets.
• Ability to thrive in a fast-paced, dynamic startup environment and adapt to changing priorities.

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Preferred Qualifications:

• 4+ years team management experience preferred.
• Proven track record of leading and developing high-performing product marketing teams, preferably in the B2B enterprise software.

$250,000 - $265,000 a year

Role Overview

The Solution Architect acts as a trusted technical advisor for customers and partners, ensuring that SUSE’s solutions align with their business and technical needs. You will work closely with regional sales and partner teams to drive technical excellence in solution design, positioning SUSE as a leader in the industry.

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The role will leverage specialised knowledge to consult with customers, supporting sales presentations, product demonstrations, proofs of concept, and technical requests. Ultimately, success will be helping customers invest in the right solutions from the SUSE portfolio, giving them a competitive edge.

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About Us

Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.

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SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the "open" back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.

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We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.

• Engage with customers to understand both their technical and business needs - building valued relationships and developing as a trusted technical advisor. Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring that solutions are tailored to meet both immediate and future needs.
• Take full responsibility for the technical aspects of deal progression, from qualification to closure. Champion the technical validation process, including product demonstrations, technical presentations, managing proofs of concept (PoCs), addressing customer objections, and ensuring that the technical value of SUSE’s solutions is fully realised.
• Serve as the voice of the customer by actively gathering and communicating customer feedback and requirements, to SUSE’s Product, Strategy, and Engineering teams. Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops, and support escalations to ensure product improvements align with customer expectations and maximise value.
• Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans to drive solution adoption and ensure customer satisfaction throughout the sales lifecycle.
• Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeo’s and booth demo’s.
• Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases.
• Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs).
• Transfer knowledge to pre-sales peers and contribute to internal education through mentoring, peer training, and sharing insights on product innovations and technical solutions.
• Consistently maintain CRM hygiene by updating all activity, for each opportunity - Use Case, Success Criteria, Technical Close Status (TCS) and Next Steps in the technical close process.
• Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Technical Sales professional, and deepening your expertise in the SUSE value proposition.

Required Qualifications

• Experience in technical consulting, pre-sales engineering, or solution architecture, with a focus on enterprise software solutions.
• Practical skills with Linux systems, open-source software, and related infrastructure solutions, with experience in cloud computing and container technologies like Kubernetes.
• Proven ability to articulate complex technical solutions clearly and effectively to diverse audiences up to CXO level, translating technical concepts into business value and demonstrating how they align with customer objectives.
• Experience in creating technical demonstrations and whitepapers to illustrate product value through use cases.
• Strong problem-solving abilities, capable of addressing complex technical problems and delivering innovative, value-driven solutions.
• Experience collaborating cross-functionally with sales, engineering, and customer success teams to deliver comprehensive solutions and ensure customer satisfaction.
• Experience in designing and delivering complex enterprise solutions, ensuring scalability, security, and reliability.
• Exceptional consultative-selling skills, fostering meaningful customer relationships, guiding engagements, and serving as a trusted technical advisor through collaboration.
• Proficiency in competitor analysis and solution positioning, showcasing SUSE's advantages over peers.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines, track technical validation, and measure solution success.

• What We Offer:
• We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.
• SUSE is a dynamic environment that is evolving rapidly, requiring agility, strong entrepreneurship, and an open mind.
• This is a compelling opportunity for the right person to join us as we continue to scale and prosper.
• If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!
• We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills, and perspectives. A truly open community where everyone is welcome, has a voice, and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.
• SUSE Values:
• We are passionate about customers
• We are respectful and inclusive
• We are empowered and accountable
• We are trustworthy and act with integrity
• We are collaborative
• We are SUSE!

SailPoint is the leading Identity Security solution and the only multi-tenant SaaS solution on the market. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customers demand.

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SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the SLED sales regions in Tennessee and Georgia. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives.

• Actively participate in the sales process and work closely with the direct and channel sales teams
• Discover and understand customer requirements and align our solutions to those requirements
• Present SailPoint business functions, value, and competitive differences
• Provide product demonstrations to prospective customers
• Assist in developing RFP responses in coordination with our RFP response team
• Participate in onsite and remote Proof of Value (POV) evaluations
• Provide feedback to Product Management on product enhancements

Required Qualifications:

• 8+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B)
• Excellent written and verbal communications skills
• A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required
• Conversant in modern SaaS architecture

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Preferred Qualifications:

• Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable
• 3+ years working with Identity, Governance and Access Management solutions is preferred

Must-have attributes include exceptional communication skills, high EQ, expertise in discovering customer requirements, and the ability to articulate and demonstrate enterprise solutions aligned to business outcomes.

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Location:

• Residence in the Tennessee or Georgia is required.
• We anticipate 25% travel and flexibility to travel within the US (primarily in the TN/GA) will be necessary.

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Education:

• BA/BS or global equivalent; 8 years of related experience

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Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

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As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

$114,660 - $163,800 - $212,940

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Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution

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SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.