Adi Sukani

Product Marketing Manager

GTM Strategy • Positioning • Customer Insights • B2B SaaS

6+ Major Product Launches Led
40+ Sales Enablement Assets Created
65+ Customer & Market Interviews
5+ Years GTM & Positioning
GTM Strategy Product Positioning Sales Enablement Market Research B2B SaaS
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Professional Summary

5+ Years Driving Growth Through Strategic Positioning

Product Marketing Manager with proven expertise in GTM strategy, positioning, messaging, customer insights, and sales enablement across B2B SaaS and telecom sectors. Delivered measurable outcomes: €3.2M influenced pipeline, 25% adoption increase, 35% higher win rates, and 30% faster onboarding through data-driven strategy and outcomes-focused execution.

Currently leading product marketing initiatives at Vodafone Ireland, previously at Meta (Facebook). Specialized in complex B2B landscapes, enterprise sales motions, and multi-market GTM execution.

Core Capabilities

🎯
GTM Strategy & Execution
End-to-end market entry planning, product launch orchestration, and cross-functional execution for high-impact initiatives.
💡
Positioning & Messaging
Frameworks, messaging hierarchies, value propositions, and competitive positioning for product portfolios.
🤝
Sales Enablement
Battle cards, one-pagers, playbooks, and training materials that drive adoption and win rates.
👥
Customer Insights
Research synthesis, buyer personas, segmentation strategy, and voice-of-customer program leadership.
📊
Market Research
Competitive intelligence, market segmentation, customer interviews, and data-driven strategic recommendations.
🚀
Cross-Functional Leadership
Collaboration across Product, Sales, Marketing, and Account teams to drive aligned organizational outcomes.

Case Studies

€3.2M Influenced Pipeline Through Strategic Positioning
Challenge
Cloud and cybersecurity portfolios lacked clear differentiation in a crowded market. Sales struggled with complex value stories across enterprise segments.
Approach
Developed positioning frameworks and messaging hierarchies for 6+ major product launches. Created 40+ sales enablement assets including battle cards, competitive matrices, and launch playbooks.
Impact
€3.2M influenced pipeline +25% Adoption
35% Higher Win Rates Through Competitive Enablement
Challenge
Sales teams lacked structured competitive battle cards for head-to-head enterprise scenarios, leading to inconsistent messaging and lower win rates.
Approach
Built comprehensive competitive positioning framework and battle cards against key competitors. Trained sales teams on differentiation and value messaging.
Impact
35% higher win rates Head-to-head Deals
30% Faster Onboarding Through Enablement
Challenge
New sales hires required 3+ months to become productive. Lack of structured enablement materials slowed ramp time.
Approach
Developed comprehensive enablement playbooks with positioning guides, one-pagers, case studies, and training modules. Structured knowledge systematically.
Impact
Reduced onboarding time by 30% Faster Ramp
25% Regional Adoption Through Localized Strategy
Challenge
Regional advertiser segments had varying needs. Generic positioning wasn't resonating across UK, DACH, and France markets.
Approach
Built advertiser segmentation strategy and created localized messaging for each market. Trained 50+ regional sales representatives across EMEA.
Impact
25% adoption increase Multi-market Expansion

Strategic Approach

📈
Data-Driven Decisions
Every strategy grounded in customer insights, market research, and competitive intelligence. Decisions backed by evidence.
🎯
Outcomes-Focused Execution
Relentless focus on measurable business impact. Track KPIs throughout campaigns and continuously optimize based on results.
🤝
Cross-Functional Collaboration
Strong partnerships with Product, Sales, Marketing, and Account teams. Alignment drives faster execution and better outcomes.

Core Expertise

GTM Strategy & Execution
Product Positioning
Messaging Frameworks
Buyer Personas
Competitive Positioning
Launch Planning
Customer Segmentation
Sales Enablement
Voice of Customer
Market Research
Competitive Intelligence
Cross-functional Leadership

Professional Experience

Vodafone Ireland
Product Marketing Manager – Telecom Solutions
2022–Present
  • Led end-to-end GTM strategy and execution for cloud, cybersecurity, connectivity, and SaaS product portfolios.
  • Developed positioning frameworks and messaging hierarchies for 6+ major launches generating €3.2M influenced pipeline and 25% adoption increase.
  • Created 40+ sales enablement assets: battle cards, one-pagers, messaging docs, competitive matrices, launch playbooks.
  • Conducted 40+ customer interviews; built buyer personas and market segmentation strategies.
  • Orchestrated product launches partnering with Product, Sales, Marketing, and Account teams.
  • Achieved 35% higher win rates using competitive battle cards in head-to-head enterprise scenarios.
  • Reduced sales onboarding time by 30% through comprehensive enablement playbooks.
Meta (Facebook)
Associate Product Marketing Manager – Platforms & Payments
2021–2022
  • Supported GTM strategy and regional expansion across EMEA for advertising and payment products.
  • Developed advertiser segmentation strategy; created localized messaging for UK, DACH, France markets.
  • Conducted 25+ advertiser interviews; synthesized insights into positioning and sales strategy.
  • Trained 50+ regional sales representatives across EMEA on product capabilities and positioning.
  • Built competitive positioning against Google, Amazon, and regional competitors with battle cards.
  • Improved regional adoption rates by 25% through targeted value propositions and enablement.

Positioning Framework

The strategic foundation of all go-to-market efforts

Target Market
Enterprise organizations with complex infrastructure and stringent compliance requirements
Buyer Persona
CTO, VP Infrastructure, and IT Directors evaluating managed services solutions
Core Value Prop
Managed security that reduces operational burden while maintaining enterprise-grade protection
Key Differentiators
Local presence, managed services (not DIY), compliance-first approach, Ireland-based support
Proof Points
40+ enterprise customers, proven incident response, regulatory compliance certifications
Why Us vs Competitors
Managed approach vs DIY point solutions; local support vs global vendors focused on US markets

Messaging Hierarchy

Layered value messaging for different audiences and contexts

Primary Message
Reduce security complexity while maintaining enterprise-grade protection. Focus on operational lift reduction.
Secondary Messages
• Compliance achieved with reduced headcount
• Security expertise without building large teams
• Local support for enterprise requirements
Customer Segments
Enterprise: "Managed security expertise at global scale"
Mid-market: "Security protection without the 24/7 burden"
Regulated: "Compliance built in, audit-ready"
Competitive Positioning
vs Specialists: "Managed approach beats point solutions"
vs DIY: "Expert management beats expensive hiring"
vs Global: "Local presence + enterprise reliability"

Customer Research & Insights

Voice of customer drives all strategic decisions

Research Methodologies

Discovery Interviews (40+)
In-depth conversations with buyers, users, and influencers to understand pain points, workflows, and decision criteria
Buyer Persona Development
Synthesized 40+ interviews into 4-5 detailed personas including goals, challenges, and success metrics
Market Segmentation
Identified distinct segments (SMB, mid-market, enterprise) with different needs and messaging
Competitive Analysis
Analyzed 8+ direct and indirect competitors to identify market gaps and positioning opportunities
40+ Customer Interviews
5 Buyer Personas Built
3 Market Segments Defined
8+ Competitors Analyzed

Launch Timeline

Coordinated execution across pre-launch, launch, and post-launch phases

Pre-Launch (Week 1-2)
Foundation Building
Finalize positioning and messaging. Brief sales leadership. Create enablement assets. Gather competitive intelligence.
Launch (Week 3)
Sales Activation
Sales team training and certification. Asset rollout. Launch announcement. Customer communications begin.
Post-Launch (Week 4-8)
Enablement & Optimization
Sales coaching. Performance tracking. Asset optimization based on feedback. Competitive response planning.
Ongoing (Month 2+)
Results & Iteration
Monthly performance reviews. Messaging optimization. New competitor scenarios. Continuous improvement cycle.

KPI Dashboard

Track what matters: pipeline, adoption, win rates, and customer satisfaction

💰
Pipeline Influenced
€3.2M
↑ 45% YoY
📈
Adoption Rate
25%
↑ 12% vs target
🎯
Win Rate Lift
35%
↑ Competitive deals
⚡
Onboarding Time
30%
↓ Reduction
🛠️
Sales Assets Built
40+
Used in 95% of deals
👥
Sales Reps Trained
50+
EMEA region

Sales Enablement Gallery

40+ assets built to empower sales teams and accelerate deals

🎯
Battle Cards
📋
One-Pagers
💬
Messaging Docs
🎬
Demo Scripts
📊
Case Studies
🔄
Competitive Matrix
🗺️
Buyer Journey Maps
📈
ROI Calculators
🎓
Training Decks
📞
Objection Handlers
🎨
Visual Assets
📱
Email Templates

Competitive Analysis

Deep competitive positioning and market intelligence

Direct Competitors
Palo Alto Networks, CrowdStrike, Microsoft Defender, Fortinet - all point-solution focused
Indirect Competitors
Accenture Security, Deloitte, EY - consulting-led security with higher cost
Win Against Strategy
Emphasize managed approach, reduce headcount needs, showcase local support model
Key Differentiators
Ireland-based support, managed services (not DIY), compliance-built-in, proven customer base

Competitive Feature Matrix

Feature / Capability Our Solution Palo Alto CrowdStrike Accenture Security
24/7 Managed Services ✓ ✗ ✗ ✓
Local Ireland-Based Support ✓ ✗ ✗ ✗
Compliance-First Approach ✓ Partial Partial ✓
Enterprise Integration ✓ ✓ ✓ ✓
Proven SMB/Mid-market Focus ✓ Enterprise-focused Enterprise-focused Enterprise-focused
Cost-Effective Model ✓ Premium Premium Premium
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Adi Sukani

Product Marketing Manager | GTM Strategy | B2B SaaS

📍 Dublin, Ireland | 🏷️ Stamp 4 ✉️ adityasukani1106@gmail.com 📞 +353 871151111
Professional Summary

Product Marketing Manager with 5+ years delivering GTM strategy, positioning, messaging, customer insights, and sales enablement across B2B SaaS and telecom. Proven outcomes: €3.2M influenced pipeline, 25% adoption increase, 35% higher win rates, 30% onboarding reduction through data-driven strategy and outcomes-focused execution.

Core Expertise
GTM Strategy & Execution
Product Positioning
Messaging Frameworks
Buyer Personas
Competitive Positioning
Launch Planning
Customer Segmentation
Sales Enablement
Voice of Customer
Market Research
Competitive Intelligence
Cross-functional Leadership
Professional Experience
Product Marketing Manager – Telecom Solutions
Vodafone Ireland
2022–Present
  • Led end-to-end GTM strategy and execution for cloud, cybersecurity, connectivity, and SaaS product portfolios.
  • Developed positioning frameworks and messaging hierarchies for 6+ major launches generating €3.2M influenced pipeline and 25% adoption increase.
  • Created 40+ sales enablement assets: battle cards, one-pagers, messaging docs, competitive matrices, launch playbooks.
  • Conducted 40+ customer interviews; built buyer personas and market segmentation strategies.
  • Orchestrated product launches partnering with Product, Sales, Marketing, and Account teams.
  • Achieved 35% higher win rates using competitive battle cards in head-to-head enterprise scenarios.
  • Reduced sales onboarding time by 30% through comprehensive enablement playbooks.
Associate Product Marketing Manager – Platforms & Payments
Meta (Facebook), Dublin
2021–2022
  • Supported GTM strategy and regional expansion across EMEA for advertising and payment products.
  • Developed advertiser segmentation strategy; created localized messaging for UK, DACH, France markets.
  • Conducted 25+ advertiser interviews; synthesized insights into positioning and sales strategy.
  • Trained 50+ regional sales representatives across EMEA on product capabilities and positioning.
  • Built competitive positioning against Google, Amazon, and regional competitors with battle cards.
  • Improved regional adoption rates by 25% through targeted value propositions and enablement.
Education

MSc, International Business Management | University of Galway & Toulouse Business School