Manager, Competitive and Market Intelligence

Pitney Bowes is a company where top talent builds meaningful careers and lasting impact. They are seeking a Manager of Competitive & Market Intelligence to ensure comprehensive knowledge of the competitive landscape in the mailing industry, turning insights into actionable strategies for the sales team.

Responsibilities:

• 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
• 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
• 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
• 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
• 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

Requirements:

• 5+ years of experience in competitive intelligence, product marketing, market strategy, or sales strategy in a B2B environment
• 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
• Experience in mailing, shipping, logistics, or adjacent industries strongly preferred
• MBA or advanced degree in business, marketing, or strategy is a plus