• Develop differentiated positioning and messaging frameworks across the full spectrum of solutions. Leverage messaging in all GTM activities and enable the GTM team with key points. • Partner with Product Management to translate complex capabilities AI, automation, integration, and analytics into clear customer value with proven value. • Define product packaging and positioning recommendations in collaboration with product, sales, and sales engineering to ensure a smooth GTM motion. • Own brand narrative alignment across campaigns, website, sales decks, webinars, and analyst communications. • Leverage sales analytics, win/loss interviews, AI and market trends to create competitive playbooks and messaging to leverage across the GTM team. • Drive launch strategy and GTM execution across channels—digital, influencer, events. • Manage product release communications and ensure readiness across all teams. • Strong understanding of analytics and ROI measurement in GTM campaigns. • Track industry influencers, support analyst briefings and manage product-related submissions for market reports and awards. • Maintain a continuous feedback loop with customers and prospects to surface insights on needs, perceptions, and competitive dynamics. • Develop buyer personas and map customer journeys across segments. • Represent the brand as a subject-matter expert in customer and industry events, coordinate with product and customer success for the Customer Advisory Council. • Strategic oversight of webinar, video testimonial, animation and other voice the customer content. • Work with internal resources and agencies to produce compelling, multi-media content to amplify the voice of the customer across all channels. • Build and deliver training content for sales, SDRs, and partners to cover product knowledge, customer proof points, competitive positioning, and objection handling. • Create and maintain a best-in-class enablement library including playbooks, battlecards, demo scripts, and one-pagers. • Lead launch enablement for new product capabilities and features. • Partner with Sales Leadership on pipeline acceleration programs.

• Help shape the technical narrative for Kong’s AI connectivity products • Become a hands-on product expert across Kong’s AI connectivity portfolio • Develop and maintain technical content including solution briefs and white papers • Act as a thought leader in the AI infrastructure and API management space • Collaborate with Product to shape the AI roadmap • Partner with Field Enablement to build sales plays and pitch frameworks • Drive Kong’s category creation narrative around "AI Connectivity" • Work closely with Demand Gen and Content teams to develop integrated campaigns • Monitor the competitive landscape across AI gateway, API management, and agentic AI tooling vendors

• Lead go to market planning and execution for new programmes and new partner launches, from positioning through campaign rollout • Translate product value propositions into compelling messaging, narratives, and differentiation for defined target audiences • Conduct market, competitor, and audience research to identify trends, insights, and opportunities that improve positioning and performance • Develop content and campaign inputs across multiple formats, including blogs, webinars, paid ad copy, video scripts, case studies, and sales enablement materials • Map and optimise customer journeys and funnel flows, using data and qualitative insights to improve conversion and engagement • Coordinate the creation, review, and approval of marketing collateral with internal stakeholders, ensuring clear timelines and sign off • Support the production of marketing and brand assets with internal teams and outsourced providers, ensuring quality and consistency • Act as custodian of partner brand guidelines, providing clear direction to suppliers and ensuring assets remain compliant to brand standards • Gather and synthesise customer feedback and market data, sharing insights to inform continuous improvements to product and marketing strategy • Partner with marketing, sales, design, partnerships, and product stakeholders to support adoption and revenue growth outcomes

• Define and evolve our core “why we win” narrative • Translate product architecture and capabilities into clear, differentiated technical messaging • Lead competitive analysis, threat assessment, and positioning strategy • Develop battlecards and enable sales with actionable competitive insights • Conduct win/loss analysis to identify systemic improvement opportunities • Support strategic deals with competitive and technical guidance • Partner with Product on roadmap insights informed by market shifts