Canonical is looking for a business product marketing manager to lead the marketing of our portfolio of enterprise products and technologies. The objective is to increase the profile, market penetration and user-base of Ubuntu’s business products such as Ubuntu Cloud Infrastructure.
All technology companies face the problem that they think in terms of tech, but users think in terms of how a product benefits them in their specific situation. This often leads to a sales and marketing gap. In Canonical’s case Ubuntu is an operating system platform that’s used by a variety of consumer and enterprise audiences. Although our server and Cloud products are generally for enterprise users, there’s over-lap in the desktop area which is used by both. So the product marketing manager role will market Ubuntu products to businesses and organisations – whether global enterprises, academia or government.
Technology companies tend to subtly vary the way product marketing is defined, and particularly the line between product management and product marketing. As an aside there’s a nice article at Silicon Valley Product Group about this. In Canonical product managers are responsible for defining the strategic direction for a product and work closely with the engineers who are developing and delivering the technology. The product marketing managers are part of our marketing and communications department with the responsibility for defining and leading the marketing activities. By definition the two roles are closely related, but product marketing is inherently focused outwards communicating the benefits of the products to prospective users.
In order for Ubuntu to succeed in an enterprise the benefits must be clear to both the technologists (e.g. Sysadmin) who will implement it, and the management decision maker (e.g. CIO) who will sign-off its use. Consequently, our marketing activities speak to both audiences, though with more focus on technologists. On a day-to-day basis we’re a pragmatic organisation where everyone rolls their sleeves up and gets on with it. So you’ll need to use quantitative and qualitative approaches to identify addressable segments for marketing programmes. You’ll work with product management to create and polish propositions and with other members of the Comms team to form messaging. You’ll then put together marketing programmes that achieve the best ROI, iterating and improving how we reach the segment as necessary. In many instances you’ll want to take advantage of ways we can team-up with our passionate advocates to get the message out.
Canonical is a deep technology company so to be successful in this role you need to be excited about the technologies we’re developed and capable of understanding and communicating their advantages. You’ll understand how the Cloud is revolutionising enterprise IT and be able to clearly communicate where, why and how it’s impacting DevOps. Ubuntu is a key part of that equation so you’ll understand how our technologies, such as Juju, are part of that revolution. Importantly, you’ll act as a bridge to enterprise users, explaining the features and benefits of these products in the context of the challenges they face. You’ll need the capability to clearly explaining technologies, understanding the business problems they can solve for customers and undertaking marketing activities to communicate this.
The next year is full of challenges and opportunity. In April we’ll be launching 12.04 LTS which is a major enterprise release and the spring-board for our activities in the business segment over the next two years. We’re focused on expanding Ubuntu’s use in the public cloud where we are the most popular OS on platforms like Rackspace Cloud and Amazon Web Services. We believe that private and hybrid clouds will be an important part of the future for enterprises and we’re working with partners such as HP and VMWare to help them get the most from Ubuntu Cloud in their data centres. In other words it’s an important moment and we’re full steam ahead!
As an open source company our first challenge is to make sure our products are widely known and used in a playing field where proprietary vendors can outgun us in marketing spend. So the measure of success in this role is whether Ubuntu is increasing market penetration compared to the large proprietary cloud vendors such as Microsoft and Oracle. Having built-up an extensive user-base the product marketing manager also works with field marketing to convert users into customers for commercial services such as Ubuntu Advantage.
At a personal level Canonical is a dynamic organisation so you’ll need to be entrepreneurial, high-energy and collaborative – your colleagues are based around the globe ranging from offices in Taipei to being sat at home in California. I think the biggest reward will be to work with an amazing set of people at one of the most innovative technology companies around, during a time of massive industry change. If that sounds like heaven then get your application in ponto!
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