Mindtickle is looking for a hands-on Principal PMM – Field who can translate Mindtickle’s full portfolio (Platform + AI + Agentic + Services) into customer-specific stories, demos, and expansion plays that land with executive stakeholders and frontline teams. This role is built for the post-sale motion: driving renewals, upgrades, expansion, and churn saves by ensuring customers understand—and adopt—the full value of Mindtickle (beyond “an LMS”).
In addition, you will own competitive differentiation in the post-sale context—arming Client Partners, Expansion AEs, and champion customers to win competitive scenarios, protect the install base, and unlock whitespace—while co-authoring and standardizing thought-leadership assets that elevate Mindtickle’s strategic partner positioning.
What You Will Own
Customer-specific value story & messaging (core JTBD)
Build tailored account narratives that connect Mindtickle capabilities + roadmap to the customer’s business priorities, success metrics, and workflow reality.
Reframe misconceptions (e.g., “expensive LMS”) into a platform outcomes story: readiness, productivity, coaching, content effectiveness, and AI-driven skill change.
Create executive-ready “why Mindtickle now” positioning for renewal/expansion decision-makers.
Expansion, renewal, upgrade, and churn-save plays
Own the playbook and execution support for high-stakes situations:
--> Churn saves: change the narrative, re-architect the solution, and drive an adoption/value reset plan.
--> Renewals & upgrades: package the right capabilities into a clear value ladder and commercial rationale.
--> Expansion: identify whitespace (teams, geos, use cases) and define the path to value realization.
Partner with Client Partners to run “save / expand” pursuits with clear strategy, assets, and stakeholder mapping.
Portfolio-to-account solutioning (including “coexist then consolidate”)
Build and communicate “land-with-what-they-have” and “consolidate-over-time” paths, especially where customers already use best-of-breed tools (e.g., Gong, Seismic).
Clearly articulate:
1) what value they can unlock today alongside their stack, and
2) what incremental value they unlock by consolidating workflows and AI into Mindtickle over time—without requiring 1:1 feature parity.
Hands-on product leadership in the field (demo + enablement + thought leadership)
Be credible as a practitioner: know the product in and out, run tailored demos, and coach Client Partners/SCs on demo flows and talk tracks.
Create and maintain a library of post-sale customer-facing assets: account pitch decks, value maps, adoption blueprints, executive readouts, and ROI narratives.
Work closely with Product leadership & CX leadership to Co-author and standardize thought-leadership materials that elevate Mindtickle’s strategic partner positioning with customers, including (at minimum):
--> Value framework (outcomes taxonomy + leading indicators)
--> Maturity model (capability ladder for Enablement → Behavior change → AI coaching/agentic workflows)
--> Competitive-ready executive readouts (positioning + proof + risk reversal) for renewal and expansion moments
Protect the install base against competitive threats by proactively monitoring competitive activity in strategic accounts and driving “block strategies,” including:
--> Account-level threat assessment + stakeholder mapping + counter-positioning plan
--> Coordination with Product/PMM on roadmap framing and with Services/Support on delivery-risk mitigation
Voice-of-customer loop into Product + PMM
Systematically capture patterns from churn/renewal/expansion cycles and translate them into:
messaging updates,
packaging guidance,
enablement improvements, and
product feedback with clear business impact.
Partner with Product and Domain PMMs to ensure roadmap narratives are usable in customer conversations, not just internal documents.
Key Partners
Add these explicitly to your existing list to match the new ownership areas:
Expansion AEs / Renewals / Post-sale Sales: joint ownership of competitive strategy in renewal/expansion pursuits; whitespace conversion.
Customer Marketing / Advocacy: turn champion customers + outcomes into usable competitive proof, references, and executive-ready stories.
Product Marketing (Competitive/AR if applicable): align category narrative, competitive POV, and market-level differentiation with field learnings.
Success Metrics
Keep your existing metrics, and add the following two lines so competitive + thought leadership are measurable (and not “nice-to-have”):
Competitive outcomes influenced: competitive renewals/expansions supported; win-rate improvement in competitive scenarios; # of install-base competitive threats neutralized (documented).
Thought leadership adoption: reuse rate of value framework/maturity model / QBR deck / Success Plan blueprint in strategic account motions; CP/AE satisfaction and exec-level engagement outcomes.
