This role will work at the intersection of Product Marketing, Product Management, Sales, Sales Enablement, Revenue Operations and senior leadership. The mandate goes beyond tracking competitors: it is to identify where SOTI can win, where the business is exposed, and what those insights mean for product priorities, positioning, sales execution and strategic choices.
This is a strategic, hands-on leadership role. You will manage and develop a small CI team while personally driving high-impact analyses, leadership briefings and cross-functional initiatives across SOTI’s enterprise mobility, endpoint/device management and adjacent technology landscape.
What You'll Do
Lead the day-to-day competitive intelligence program, including priorities, research methodology, governance, stakeholder rhythms and recurring insight cadence, aligned with Product Marketing and business priorities.
Build a rigorous view of priority competitors and adjacent market shifts, assessing product capabilities, technical architecture, pricing and packaging, positioning, partnerships, go-to-market motions and customer value.
Translate competitive and market evidence into decision-ready recommendations for Product, Product Marketing and senior leaders, including implications for roadmap priorities, differentiation, positioning and commercial strategy.
Own and continuously improve the win/loss intelligence program in partnership with Sales, Revenue Operations and Customer-facing teams, identifying repeatable drivers of wins, losses and competitive displacement.
Create and govern high-value field enablement, including battlecards, competitive briefs, objection-handling guidance and strategic deal narratives, with clear standards for accuracy, freshness and usability.
Partner with Sales Enablement to strengthen competitive readiness through onboarding, targeted training and recurring field programs, while providing prioritized support for strategically important opportunities.
Establish an early-warning system for competitor launches, roadmap signals, pricing changes, partnerships, acquisitions, messaging shifts and emerging market entrants, separating material signals from noise.
Develop scalable CI research methods, source standards, knowledge repositories and tooling that make validated competitive insight easy to access and reuse across the organization.
Partner with Product Marketing and relevant analyst-relations stakeholders to incorporate external analyst perspectives and market narratives into SOTI’s competitive point of view and strategic briefings.
Manage, coach and develop a small team of competitive intelligence professionals, setting a high bar for analytical rigor, ethical research, intellectual honesty and high-quality communication.
Measure the effectiveness of the CI program through adoption, insight quality, stakeholder usefulness, competitive readiness and evidence of influence on product and go-to-market decisions.
Experience You'll Bring
Required Qualifications
7+ years of relevant experience across competitive intelligence, product marketing, product strategy, corporate strategy, technical marketing, solutions/sales engineering or a related function in B2B enterprise software or SaaS.
Demonstrated ownership of a competitive intelligence program or major CI workstream, including the ability to establish repeatable operating rhythms, research standards and stakeholder processes.
People-leadership experience, including coaching and developing analysts or other strategic/technical professionals.
Proven experience turning complex qualitative and quantitative market signals into clear recommendations for senior leaders and cross-functional teams.
Strong understanding of enterprise software buying and selling motions, with the technical curiosity to evaluate product capabilities, workflows, architecture and credible differentiation.
Hands-on experience with competitive positioning, sales enablement and win/loss or structured post-deal analysis.
Exceptional written, verbal and presentation skills, with the judgment and confidence to influence senior stakeholders through evidence rather than assertion.
Strong cross-functional partnership skills across Product, Product Marketing, Sales, Revenue Operations and customer-facing teams.
Commitment to ethical, legally compliant and transparent competitive research practices.
Preferred Qualifications
Experience in unified endpoint management (UEM), mobile device management (MDM), endpoint security, enterprise mobility, rugged/IoT device management, cloud platforms or an adjacent enterprise IT category.
Experience with CI platforms such as Klue, Crayon or equivalent; sales/enablement platforms such as Salesforce, Highspot, Seismic or similar; and win/loss platforms or research vendors.
Exposure to analyst relations and major technology analyst firms, with experience using analyst perspectives as one input into market and competitive strategy.
Experience in product management, solutions engineering, strategy consulting or another role that builds strong technical and commercial judgment.
Comfort using analytics and AI-enabled research workflows to improve synthesis, trend analysis and knowledge management.
Bachelor’s degree or equivalent practical experience; advanced degree is an asset but not required.
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If you want to bring your ideas to life, apply at SOTI today.
Use of Artificial Intelligence in Hiring
SOTI uses AI tools to support parts of our recruitment process, such as reviewing resumes, screening qualifications, and creating interview questions. These tools assist our team only-final hiring decisions are made by people, not automation. For privacy-related questions, please contact privacy@soti.net.
We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at careers@soti.net.
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.
