Senior Growth Marketing Manager, Equinix

• 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
• The position requires a strategic and entrepreneurial mindset with technical capabilities, and a passion for building platforms from the ground up
• 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

Desirable

• Equinix is looking for a passionate and experienced growth marketer to join our growing Product Led Growth (PLG) marketing team and play a key role in evolving our customers’ journey’s
• 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
• 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
• 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
• After first product deployment, own revenue growth until/including transition to sales
• Determining customer IaaS workload/use case
• Determining likely journey milestones to deploy use case solution
• Managing the development of effective use case deployment content
• Positioning content to customers in-product and out of product
• Driving progress of customer along use case deployment journey
• After initial use case deployment, optimizing criteria to pass to sales
• Setup, manage and report on Product Qualified Lead (PQL) process in collaboration with RevOps and sales
• Devise on-demand revenue growth plays for existing accounts in collaboration with success and/or sales
• Develop required content and marketing, success and/or sales plays
• Execute plays