The posting
At Salient, some of the most important conversations about our products happen when nobody from Salient is in the room. An integrator is advising a school district on a new security system. A sales engineer is explaining how a manufacturer can use the cameras it already owns. A customer is deciding whether a platform that looks good in a demo will hold up across dozens of sites.
We need a product marketer who can make those conversations clearer, sharper, and easier to win, even when we’re not there to help. You would be our first dedicated Product Marketing Manager, with ownership of how we position the portfolio, equip our sales team and partners, and learn from the deals we win and lose.
Why Salient, and why this role
Salient Systems makes CompleteView, an open video management platform for organizations managing security across many sites. In plain terms: we take the video from a customer’s cameras, record it, and put it in front of the people who need it. That might be an operator watching live, an investigator piecing together what happened last Tuesday, or an administrator making sure every camera is still online. Customers choose their cameras, and we make them all work together.
We also build the recording platforms underneath it for customers who want a system that’s ready to go. Much of this market still runs on-premise, and we’re building toward a hybrid cloud future. That combination gives us an interesting story to tell, but not one that fits neatly on a single slide.
We sell through integrators and distributors. A message isn’t finished when everyone here approves it; it has to be useful to a partner who may be explaining us to a customer three weeks later. You’ll have the scope to build the product-marketing practice around that reality, not inherit a content calendar and call it strategy.
This is a chance to put several consequential pieces of a go-to-market system together: positioning, pricing and packaging research, launches, sales enablement, competitive intelligence, and win/loss. The work gives you room to build a product-marketing practice with a measurable commercial voice, not just a portfolio of finished assets. We do need someone who can make the assets, too.
Requirements
What you’ll do
- Give the portfolio a clear story. Develop positioning, messaging, and packaging for CompleteView and our recording platforms. Translate product briefs into language that works for security leaders, IT teams, integrators, and distributors. Carry that language through sales, marketing, our revenue-operations partner, and the channel so it gets used, not merely approved.
- Build tools that help people sell. Own the living sales deck, create a total-cost-of-ownership model that can stand up to scrutiny, and develop competitive guides, objection handling, and other tools around the points where real deals stall. Partner with Sales on a demo narrative and script that others can deliver well. A deck that lives in someone’s Downloads folder does not count as enablement.
- Lead major product launches. Connect the product’s value to the release, build the internal and partner-facing plan, and make sure the story holds together across training, web content, sales materials, and demand generation. Work closely with the people running partner programs; this role owns the product story and the materials those programs use, not the co-marketing funds or partner-event calendar. You’ll also spend time with partners at the events where this market comes together.
- Make market evidence useful. Run pricing and packaging studies, maintain a practical view of competitors, and build a repeatable win/loss practice. Bring Product, Sales, and Finance recommendations they can act on. Build customer references and case studies with proof beyond “improved efficiency.”
- Get the details right. Work with Product and the hardware lead so specifications, compatibility statements, and feature descriptions in customer-facing material stay in step with what we ship, even as products and configurations change. In a portfolio with this many moving parts, keeping everything current is part of the craft.
We use AI in our own work and see room to make training, documentation, and partner education much more useful without assembling a small army to produce them. We’d like you to bring both fluency with the tools and the judgment to know when a human needs to check the work.
What you’ll bring
- About seven or more years in B2B product marketing for a technical product, with real ownership of positioning, packaging, and sales enablement.
- Experience running a pricing or packaging study and turning the findings into a recommendation you could defend.
- Experience learning systematically from wins and losses, then changing something because of what you found.
- A working understanding of a partner, reseller, distributor, or integrator-led sales model. You know the partner has to choose to tell your story.
- Clear writing, sound commercial judgment, and the curiosity to check a technical claim before making it louder.
- Examples of using AI thoughtfully to build or improve useful work, not just generate a first draft.
Physical security or video-management experience is helpful, but we’re also interested in people from adjacent technical markets. If you’ve worked across software and hardware, even better. We care more about what you have built and learned than a particular credential.
What a good first year looks like
Sales and partners have a consistent, credible way to explain the portfolio. The sales deck, TCO model, demo story, and competitive tools are current and in use. Major releases have a repeatable launch motion; a pricing or packaging study has informed a decision; win/loss is feeding Product useful signal; and the customer-facing claims people rely on are accurate. We care about whether all of that improves sales conversations and win rate, not how many files it creates.
You won’t be doing that alone. You will, however, be the person who makes the pieces work together. If that’s the kind of ownership you’ve been looking for, we’d like to meet you.
Benefits
Additional Requirements Candidates will be subject to a background check in accordance with federal and state regulations.
Equal Employment Opportunity
Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.
