Senior Director, Product Marketing - INFRA 360
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AI Summary
We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.
We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Director, Product Marketing and help us do what we do best: propelling business forward. This will be a remote role though due to being a global team, the ideal candidate will be on the East Coast of the US.
Progress is transforming how enterprises run, secure, and scale mission-critical infrastructure—and we need a world-class product marketing leader to drive a unified platform narrative in an AI-era market.
As Senior Director of Product Marketing for our INFRA Business Unit, you will own the global go-to-market strategy for one of Progress's most strategically important portfolios: a full-stack infrastructure management platform spanning network monitoring, security, observability, configuration automation, and application delivery. This is not a support function—this is a seat at the table where product strategy, revenue performance, customer insight, competitive positioning, and market narrative converge.
You will lead the commercial evolution and unified narrative of four industry-proven products—WhatsUp Gold, Flowmon, Chef, and LoadMaster—as we accelerate a deliberate transition to SaaS, unify the portfolio under the INFRA 360 platform experience, and embed AI-driven intelligence across the stack. You will own how the market sees Progress INFRA as an integrated solution, not four separate products—and drive the growth that proves it.
This role also has a critical mandate: to lead Progress PMK's transformation into an AI-era function. The right leader will bring a modern, solutions-marketing approach to narrative architecture, competitive strategy, analyst relations, win/loss intelligence, and field enablement—using AI and data to move faster on execution while keeping humans focused on the irreplaceable work of strategic judgment, positioning rigor, and narrative differentiation.
In this role, you will:
INFRA 360 Platform Narrative & Positioning
- Define and own the unified INFRA 360 positioning framework that connects product capabilities to enterprise priorities: infrastructure modernization, hybrid/cloud migration, application resilience, security and compliance, DevOps transformation, and AI-assisted operations.
- Ensure the platform narrative is the organizing principle for all go-to-market strategy, sales plays, competitive positioning, and field enablement. Success = one clear story about what INFRA 360 solves and why it matters, not four separate product narratives.
Competitive Strategy & Analyst Relations (Core Strategic Moat)
- Competitive Intelligence Synthesis: Build and maintain a competitive intelligence function powered by AI tools (Klue, Crayon, Common Room, etc.) for signal ingestion and pattern detection. Your role: executive synthesis, strategic framing, and competitive response planning—not data collection.
- Analyst Relations (AR) Strategy: Cultivate and own relationships with leading infrastructure analysts (Gartner, Forrester, IDC) to shape Progress INFRA category perception, secure favorable positioning, and influence buyer evaluation criteria. Analyst relations is a strategic defense and offense motion—not a support function.
- Create competitive battlecards, positioning frameworks, and sales plays grounded in real competitive differentiation, not rhetoric. Update continuously as the market and competition evolve.
Revenue & Market Intelligence (Win/Loss & Sales Strategy)
- Win/Loss Program: Establish a rigorous win/loss system to understand why deals close or slip—across transaction type (new, renewal, expansion, competitive displacement) and buyer segment. Use findings to improve positioning, inform sales strategy, contribute to roadmap decisions, measure competitive win rates, and track SaaS adoption.
- Pipeline & Performance: Drive marketing contribution to pipeline, ARR, and revenue OKRs in partnership with Demand Gen, Sales, and Channel teams. Own success metrics: pipeline contribution, technical win rates, sales play adoption, SaaS migration velocity, competitive displacement, attach rates, cross-product adoption.
- Pricing & Packaging: Partner with Product and Finance on value-based pricing and packaging strategy for infrastructure offerings, including subscription, usage-based, pooled, and enterprise models.
Sales Enablement & Field Impact
- Deliver sales plays, technical messaging, competitive assets, discovery frameworks, demo narratives, and enablement content that improve win rates and accelerate deal velocity in complex enterprise environments.
- Support the full enterprise sales cycle—from awareness through technical validation (POCs) to executive close—with the right strategic narrative and validation assets.
- Partner closely with Sales and Customer Success to capture field feedback and turn it into sharper positioning, stronger proof points, and informed product inputs.
Customer Proof & Outcome Narrative
- Build customer proof, ROI narratives, outcome stories, and technical validation assets that support competitive displacement, SaaS migration, expansion, and executive selling. These are not volume outputs—they are strategic, replicable proof systems that demonstrate platform value and differentiation.
AI-Era PMK Function Design & Transformation
- AI Integration & Workflows: Architect how PMK workflows leverage AI for research, competitive synthesis, content orchestration, localization, and sales enablement. This is a structural redesign, not just productivity tooling.
- Tooling & Governance: Ensure responsible, compliant use of AI across research, competitive intelligence, messaging, and customer communications.
- Team Model & Operating Principles: Lead a lean, strategically focused product marketing function—emphasizing positioning rigor, narrative architecture, competitive strategy, and analyst relations over asset volume. Design team workflows and skillsets around these strategic levers.
Cross-Functional Partnership & Executive Leadership
- Lead integrated execution across Demand Gen, Digital, Customer Advocacy, Partner Marketing, Field Marketing, and Product teams—ensuring strategy translates into coordinated GTM motion tailored to INFRA buyer segments and regional dynamics.
- Partner deeply with Product Management to bring voice-of-customer, competitive intelligence, product usage signals, market trends, and sales feedback into roadmap decisions.
- Represent INFRA marketing in executive forums, QBRs, and strategic planning—bringing strong market perspective and influencing company-level strategic direction.
Your background:
- 10+ years of Enterprise Infrastructure software product marketing
- Bachelor's degree required; MBA or advanced technical/business degree preferred
- 7+ years leading and scaling strategic product marketing functions in global, matrixed enterprise environments
- Proven success leading GTM for complex, technical product portfolios in competitive or rapidly evolving markets
- Experience driving a SaaS transition, portfolio consolidation, or platform-level go-to-market strategy
- Demonstrated mastery of April Dunford-style competitive positioning and category narrative development
- Proven track record of cultivating strategic partnerships with industry analysts (Gartner, Forrester, IDC)
- Experience using AI tools to transform PMK workflows—competitive intelligence orchestration, research synthesis, and sales enablement
- Strong understanding of win/loss programs and operationalizing market intelligence for strategic decision-making
- Proven partnership across Product, Engineering, Sales, Finance, Customer Success, Demand Generation, and Executive Leadership
This position is also eligible to participate in our performance-based annual corporate bonus plan. Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
If this sounds like you and fits your experience and career goals, we’d be happy to chat.
What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:
- Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
- Competitive salary, bonus, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.
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