Director of Product Marketing & Enterprise Presales for IoT/IIoT Platform

We are looking for a Director of Product Marketing & Enterprise Presales — a senior, market-facing leader who combines deep technical expertise, product vision and evangelism, technical marketing, and enterprise presales leadership.

This role owns how our products are understood, positioned, sold, and trusted by the market.

It sits at the intersection of Product, Sales, Marketing, and Engineering, and plays a critical role in driving revenue growth, strategic deals, and long-term product success.

Key Responsibilities

Product Vision, Positioning & Evangelism

• Own and articulate the product vision, value propositions, and positioning across target industries and markets.

• Act as the chief product evangelist, translating complex technical capabilities into clear business value and competitive differentiation.

• Represent the product externally in customer CxO briefings, executive meetings, conferences, webinars, and partner events.

• Establish the company as a thought leader in IoT, automation, and digital platforms through expert content and public presence.

Technical Product Marketing & Enablement

• Own technical product marketing for complex software and software-hardware solutions.

• Lead the creation of high-impact product and sales enablement materials, including:

  • Product presentations and demos

  • Technical and solution briefs

  • Case studies and whitepapers

  • Competitive comparisons and battlecards

  • Website and landing-page content

  • Expert-level content for third-party websites

• Ensure Sales and Presales teams are equipped with clear, consistent, and technically credible messaging.

Enterprise Presales & Strategic Deals

• Lead and scale the enterprise presales function, including presales engineers and solution architects.

• Personally support and lead strategic, complex, and high-value deals.

• Act as a trusted technical and product advisor to customers, partners, and prospects, including CxO-level stakeholders.

• Shape solution narratives that connect customer problems → architecture → product differentiation → business outcomes.

• Own presales-related KPIs such as win rate, deal quality, sales effectiveness, and revenue contribution.

Market Intelligence & Product Feedback

• Conduct continuous market, customer, and competitive analysis.

• Monitor product adoption, usage patterns, and sales feedback, turning insights into go-to-market and roadmap recommendations.

• Feed structured market intelligence into Product Management and Engineering to influence prioritization and product evolution.

Cross-Functional Leadership

• Work closely with Product, Engineering, Sales, Marketing, and Data teams to ensure alignment from strategy to execution.

• Define presales methodologies, tools, standards, and KPI-driven processes.

• Contribute to internal training, mentoring, and the development of technical and commercial excellence.

Essential Requirements

Technical & Domain Expertise

• Deep technical expertise in one or more of the following domains:

  • Internet of Things (IoT / IIoT) platforms and technologies

  • Industrial automation / SCADA / MES

  • Building automation and smart cities

  • IT infrastructure and network monitoring

  • Analytics, BI, machine learning, and AI/LLM/MCP

• Strong overall IT background with the ability to understand complex, distributed, and high-load systems.

• Solid understanding of software architectures, integrations, and platform-based products.

Presales, Product & Market Experience

• Proven experience in enterprise presales, product consulting, solution architecture, or product management for B2B software.

• Track record of working on large, complex software deals with multiple stakeholders.

• Strong understanding of go-to-market and sales processes for complex IT products.

• Ability to balance customer-specific needs with scalable, market-driven product strategy.

Communication & Public Presence

• Excellent verbal, written, and presentation skills.

• Experience speaking at industry events, conferences, webinars, or writing expert content.

• Confidence communicating with technical teams, business leaders, and C-level executives.

• Ability to clearly articulate why the product wins, not just how it works.

Leadership & Mindset

• Experience leading or mentoring presales, engineering, or cross-functional teams.

• High level of ownership, independence, and decision-making capability.

• Strong learning mindset and passion for building and promoting technically sophisticated products.

• Comfortable working in a KPI-driven, revenue-oriented environment.

Languages

• Fluent English, written and spoken (Advanced / C1 minimum, Proficient / C2 preferred).

Nice to Have

• Experience in software vendors, hardware manufacturers, system integrators, or engineering companies.

• Hands-on technical background (e.g. Java or JavaScript teams leadership).

• Experience with high-load NoSQL or time-series databases.

• Understanding of machine learning, especially time-series analysis.

• Prior experience launching products or entering new markets.