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Exciting employment opportunities within the Tenaya Capital portfolio.

Competitive Intelligence Manager at Zuora
San Mateo, CA, US

Hello world! We’re Zuora We are a SaaS company and the world’s foremost evangelist of the Subscription Economy®. Zuora’s leading subscription relationship management platform helps enable businesses in any industry to launch or shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, open new revenue streams, and disrupt market segments to gain competitive advantage. Zuora serves more than 800 companies around the world in every industry. The Subscription Economy Index (SEI) demonstrates that SEI companies are growing revenues approximately nine times faster than the S&P 500. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Denver, San Francisco, London, Paris, Beijing, Sydney and Tokyo. Do you have a knack for competitive strategy? Can you sit side-by-side with a Product Manager to influence their roadmap based on the latest competitive intel you’ve gathered? Can you create a killer battlecard to arm the Sales team? And do you have a burning desire to understand the competitive landscape and how every competitor stacks up? If so, this just might be the role for you. It takes a strategic mind and top-notch communications skill to be an amazing Competitive Intelligence Manager. This is your chance to: Be the CEO of competitive intelligence and build this program from the ground up Work alongside a world class product team Collaborate with a creative marketing team Partner with a winning sales team Take Zuora’s positioning and market message to the next level Why Zuora? One of the fastest growing and most innovative SaaS companies in Silicon Valley. Revolutionizing the Subscription Economy, a global shift from products to services. Experienced team from companies like Salesforce.com, Oracle, SAP, Zappos, Paypal. Strong financial backing from Tier 1 investors Competitive Intelligence is a new role at Zuora. As such, we need well-rounded “driver” who can: Be an expert on the products & strategies of order-to-cash vendors in the subscription management space. Understand Zuora at a deep technical level and know the competitive feature sets inside and out. Stay curious by constantly researching our competitors – from changes in their web presence to new product launches – and use the information to guide the field with Battlecards, briefings, and other assets. Develop a point of view on Zuora’s competitive strategy and influence the sales process and product roadmap. Work cross-functionality between product, marketing, sales, and sales enablement teams to develop and share competitive intelligence across the company Responsibilities: Manage and execute on a comprehensive competitive intelligence program, including win/loss analysis, competitor product launches, objection handling, and more. Research and keep current on market/competitor trends and news. Gather, analyze, and synthesize information about the subscription order-to-cash market, focusing on both existing and emerging competitive landscapes. Influence process improvement and product roadmap based on analysis and insight derived from competitive learnings. Develop and maintain a network of information sources, including internal teams, partners, customers, and analysts. Develop up-to-date tools (such as battle cards, internal and external presentations, etc.) with a view toward improving sales effectiveness. Provide field support for sales teams engaged in competitive discussions with prospects or customers. Brief internal teams on a quarterly basis around new competitor technologies, competitive messaging, and positioning issues. Help foster and drive internal competitive information sharing. Work with some of the best and industry renowned product management and marketing executives in the business. Make a measurable impact on one of the fastest growing companies in Silicon Valley. Requirements: Past product marketing experience a plus but not required Past SaaS experience a plus but not required 4+ years experience in sales engineering or management consulting at a high tech company Knowledge of subscription billing, CPQ, CRM, ERP, etc. is preferred Proven track record of crafting compelling customer facing presentations or field enablement materials (you will be asked to provide samples) Be Scrappy. You’ll need the ability to successfully drive projects in a startup environment (with minimal guidance, limited resources) Strong skills in communication, presenting, writing and ability to work well cross-functionally MBA a plus but not required