• Lead the annual and semi-annual target-setting cycles. • Define top-down targets while collaborating with department heads to ensure bottom-up feasibility. • Develop unique target setting methodologies across segments of our business and drive development of targets for each. • Lead the development and maintenance of customer segmentation. • Identify the "tipping points" in the customer journey to help set targets that encourage customer movement from lower-value to higher-value segments. • Work with Sales and Finance to ensure that targets and their underlying methodology will enable Twilio to achieve their broader strategic goals. • Present target proposals to senior leadership, providing data-backed narratives to gain buy-in. • Refine the planning process to reduce "planning lag" and improve the accuracy of our projections.

• Develop joint value propositions, messaging frameworks, and positioning that articulate how CData enables AI applications to access enterprise data sources • Serve as the primary marketing point of contact for partner initiatives, owning the narrative and go-to-market positioning for each strategic partnership • Design and execute co-marketing campaigns with AI partners, including joint webinars, content collaborations, and event participation • Develop partner-specific marketing plans with clear goals, timelines, and success metrics • Coordinate cross-functional teams to deliver integrated marketing programs • Create compelling messaging and positioning for AI use cases that leverage CData connectivity solutions • Partner with the Technology Evangelism team to develop technical marketing content that demonstrates CData's value in AI architectures (whitepapers, solution briefs, blog posts, use cases) • Create enablement materials for partners including co-branded collateral, demo scripts, and technical guides • Represent CData at AI-focused industry events, conferences, and partner summits • Build thought leadership around data connectivity for AI applications through speaking engagements and content creation • Partner with Product Management to ensure AI-related features align with ecosystem needs and partner feedback • Collaborate with Developer Relations to create technical resources for AI developers • Coordinate with Demand Generation to integrate partner campaigns into broader marketing initiatives • Provide market intelligence to leadership on AI ecosystem trends and partnership opportunities

• Develop positioning of Embedded offerings across ISV use cases—analytics, copilots/AI features, workflow/automation, and data ingestion. • Define competitive strategy against build-in-house, unified API providers, and embedded iPaaS grounded in technical accuracy. • Help lead market development for embedded connectivity in the AI era, reinforcing CData as the standard for enterprise-grade embedded data access. • Partner cross functionally to define and execute quarterly and annual GTM strategies, owning growth performance for the embedded market. • Overhaul and uplift embedded GTM presence (collateral, sales enablement tools, website) with exciting new AI-oriented visual identity and brand voice (in process, Q’1-2 timing). • Create technical content that meets the expectations of engineering evaluators—architecture guides, implementation patterns, integration reference docs, and security explanations. • Build clear value narratives around the core pillars of Embedded: Connectivity (350+ enterprise sources), Context (feature-complete coverage), and Control (resilience to API changes, security, high-volume workloads). • Serve as the subject-matter expert for embedded products, equipping sales, customer success, and marketing with technical messaging and differentiation. • Lead customer, market, and buyer research to inform messaging for both Tier 1 enterprise ISVs and Tier 2 high-growth SaaS teams. • Translate customer feedback and competitive insights into roadmap input—especially around coverage gaps, performance expectations, and feature needs. • Partner with product on launches for new products, features, security enhancements, and developer-tooling improvements (packaging, configuration experiences, metadata discovery, authentication flows, and test-environment support). • Plan and execute complex marketing programs end-to-end, including product-wide release cycles and major embedded GTM programs. • Stay current on ISV, SaaS, and AI platform trends—especially how ISVs are embedding copilots, agents, and analytics that depend on deep connectivity. • Conduct first-party research with prospects, and embedded customers to refine narrative and validate value propositions. • Monitor competitive activity (unified API and embedded iPaaS providers) and develop counter-strategy position frameworks. • Track and analyze business performance metrics related to embedded engagement, opportunity development, and pipeline health. • Adopt AI tools to improve productivity and help pilot AI-driven processes across the marketing organization. • Provide mentorship to other PMMs to raise team-wide technical and strategic capability.

• Serve as the bridge between product capabilities and customer needs • Create clear messaging and materials for Developers, Product Owners and Technical leads • Create compelling content • Translate technical features into value-driven messaging • Engage with our developer community and customers