Job Description
We’re hiring at Pitney Bowes, where top talent builds meaningful careers and lasting impact. We Move fast, Deliver excellence, and Win together…that’s The Pitney Bowes way. Here, how we work matters just as much as what we achieve.
We’re looking for people who:
- Act with urgency, accountability, and purpose
- Deliver high quality work with consistency and pride
- Collaborate effectively and elevate those around them
- Focus on outcomes that drive impact and growth
Job Description:
Position Summary
The Manager of Competitive & Market Intelligence is the company's authority on the competitive landscape in the mailing industry. This role exists to ensure we know more about our competitors than they know about themselves, and to turn that knowledge into a continuous pipeline of displacement opportunities for the sales organization. Operating at the center of a fast-moving market where carrier pricing, postal regulation, and digital disruption are constant variables, this person builds the intelligence infrastructure, competitive narratives, and field-ready tools that give our sales team a decisive edge. This is a high-visibility, high-impact role that reports findings directly to sales and commercial leadership and influences go-to-market strategy at the company level.
Landscape Monitoring & Competitor Profiling
- Own deep, continuously updated intelligence on key competitors and emerging digital entrants, covering pricing structures, product positioning, sales motions, contract terms, and customer retention tactics
- Monitor carrier rate announcements, USPS regulatory filings, PRC proceedings, and FedEx/UPS surcharge changes to identify market shifts that create switching opportunities or competitive vulnerability
- Track competitor earnings calls, analyst reports, job postings, product release notes, and customer review platforms to surface early signals of strategic change
- Develop and maintain differentiation frameworks and competitive narratives that clearly articulate why customers should switch to us, grounded in real buyer decision drivers and documented customer outcomes
- Lead scenario planning sessions that pressure-test our positioning against likely competitor moves and prepare the sales team to respond
Competitive Takeaway Pipeline
- Build and own a systematic, intelligence-driven pipeline of competitive takeaway targets by identifying accounts where competitor relationships are vulnerable due to contract cycle timing, price increases, service disruptions, product gaps, or regulatory changes
- Develop a scoring and prioritization framework that ranks competitive targets by displacement probability and revenue potential, directing sales effort toward the highest-value opportunities
- Partner with sales leadership to set quarterly competitive takeaway targets and align prospecting strategy to the intelligence pipeline
- Serve as an embedded strategic resource on active competitive pursuits, advising on deal strategy, competitive positioning, objection handling, and stakeholder mapping
Win/Loss Intelligence
- Design and manage a structured win/loss program that captures buyer decision drivers, competitive objections, and switching barriers from every contested deal
- Synthesize win/loss findings into quarterly intelligence reports that identify competitive patterns, expose positioning gaps, and drive measurable improvements to sales messaging and field tactics
- Use win/loss data to continuously refine competitive narratives, battle card content, and displacement playbooks, ensuring field tools reflect what buyers actually say, not just what we assume
Sales Enablement & Field Activation
- Build and maintain a competitive enablement library including battle cards, displacement playbooks, objection-handling guides, competitive talk tracks, and pre-call briefings tailored to the mailing and shipping competitive set
- Partner with Sales Enablement to embed competitive content into onboarding, ongoing training, and pre-call preparation workflows so reps are equipped before every competitive conversation
- Track battlecard usage, content adoption, and competitive win rates to measure enablement effectiveness and continuously improve the program
- Champion competitive awareness across the sales organization through deal coaching, regular intelligence briefings, and a clear internal channel for field reps to surface new competitive signals
Cross-Functional & Strategic Impact
- Deliver regular competitive briefings to commercial and senior leadership that connect market intelligence to pricing strategy, product roadmap priorities, and go-to-market decisions
- Partner with product marketing to ensure competitive insights directly shape messaging, positioning, and campaign strategy
- Develop and maintain dashboards that track competitive deal performance, win rates by competitor, and pipeline health across competitive takeaway targets
- Establish a structured feedback loop between field intelligence and internal strategy so the organization learns systematically from every win, loss, and at-risk renewal
Qualifications
- 5+ years of experience in competitive intelligence, product marketing, market strategy, or sales strategy in a B2B environment; experience in mailing, shipping, logistics, or adjacent industries strongly preferred
- Demonstrated ability to build and run a competitive intelligence function, including monitoring systems, competitive profiling, and win/loss programs that drive measurable sales outcomes
- Deep familiarity with how buyers make switching decisions; able to translate buyer psychology and decision drivers into competitive narratives and field guidance
- Experience tracking regulatory and pricing environments, such as postal rate changes, carrier surcharge cycles, or government procurement timelines, as competitive intelligence inputs
- Hands-on experience with CI and sales intelligence platforms such as Klue, Crayon, AlphaSense, Clozd, Gong, ZoomInfo, or 6sense
- Proficiency with CRM platforms (Salesforce preferred) and the ability to connect competitive intelligence directly to pipeline and revenue outcomes
- Executive-level communication skills; able to synthesize complex market data into clear recommendations and present confidently to sales leadership
- MBA or advanced degree in business, marketing, or strategy is a plus
What Success Looks Like
- Competitive win rates improve year-over-year, with the win/loss program providing clear evidence of what drove the change
- Sales leadership can point to a live, prioritized pipeline of competitive takeaway targets at any given time
- Field reps cite competitive intelligence as a material factor in how they prepare for and win contested deals
- Competitive insights visibly shape product, pricing, and GTM decisions at the leadership level
Compensation:
$105,000 - $150,000 base salary, commensurate with experience.
Eligible for annual performance bonus.
We will:
- Provide the opportunity to grow and develop your career
- Offer an inclusive environment that encourages diverse perspectives and ideas
- Deliver challenging and unique opportunities to contribute to the success of a transforming organization
- Offer comprehensive benefits globally(PB Benefits and Wellbeing Programs)
Pitney Bowes is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard for race, color, sex, religion, national origin, age, disability (mental or physical), veteran status, sexual orientation, gender identity, or any other consideration made unlawful by applicable federal, state, or local laws.
All qualified applicants, including Veterans and Individuals with Disabilities, are encouraged to apply.
All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link.
Originally posted on Himalayas
