Solutions Marketing Manager
Micro Focus International
Houston, TX / Provo, UT / or Virtual (Home Based)
The Solutions Marketing Manager (SMM) plans, creates and delivers content as part of an overarching content strategy that fuels global campaigns, go-to-market and demand generation activities for the Micro Focus Security Solutions portfolio. The content provided helps to drive sales opportunities that enable Micro Focus to achieve its business goals.
The Security portfolio provides an integrated set of identity, access and governance solutions designed to protect business-critical applications, infrastructure and data from both external and internal threats. For enterprises with mainframe, hybrid or cloud computing environments, the Micro Focus Security portfolio delivers comprehensive authentication, authorization, analysis, monitoring and reporting capabilities to protect host, client-server, web, mobile and cloud assets.
The Solutions Marketing Manager role is highly visible across the organization and requires a team-oriented, marketing professional with creativity, a mindset for both the strategic and tactical along with strong leadership, initiative and an ability to effectively collaborate. Micro Focus is seeking marketing candidates with the ability to identify and prioritize both strategic and tactical activities with a focus to 'get the job done.'
Act a Voice of the Customer across the organization demonstrated by consistent interaction with the market, key influencers, customers and partners.
Develops Buyer Personas along with target markets and segments.
Identifies and socializes key market trends, drivers and initiatives and creates a Messaging Framework that connects Solution value propositions with buyers and their challenges.
Defines and maintains a Buyers Journey that outlines the different stages of the buy/decision cycle, the buyers involved, their goals, and the required content to support each stage of that journey.
Creates and executes a Content Plan in alignment with global campaigns and regional field activities. Delivers content to support both strategic and tactical go-to-market activities.
Develops Sales Plays in collaboration with Sales Enablement teams that act as the playbook for go-to-market teams leveraging active campaigns and key solutions based messaging.
Provide Press and Analyst support as needed, e.g. brief analysts and journalists.
Act as a Micro Focus Spokesperson as needed, e.g. by creating and presenting content at software industry conferences and events.
Participates in marketing campaign and field planning and execution activities to support demand generation goals, pipeline development and revenue contribution.
Uses marketing reports, market data and key performance indicators to analyze results, optimize performance, and report results to management team as required. Provide regular communication on marketing performance of the solution portfolio, pipeline status, and effectiveness of messaging to target buyers.
Become an expert in the software security market, understanding key use cases, value propositions, trends, and competitive landscape.
Interface with key customers and partners to validate and enhance messaging platforms, organizational buying behavior and buyer personas. Feedback buyer-oriented research into Product Management to enhance solutions offerings.
Develop and align solutions marketing activities to support go-to-market teams in effectively positioning and selling a comprehensive security solutions offering.
Own in-bound go-to-market plans that influence global campaigns, market awareness, demand generation and sales readiness requirements.
Provide market segmentation analysis that defines target influencers and buyers. Develop messaging platform and content plan that aligns to target audiences and support the buyer's journey.
Develop messages that matter – messages that reflect the 'Voice of the Customer'
Work closely with the sales enablement team, a world-wide, direct sales force and a virtual network of content producers to ensure they understand how to effectively leverage your targeting, messaging, and content – presentations, sales guides, conversation cards, etc.
Support B2B customer nurturing programs through content creation that supports maintenance renewal initiatives and reinforce the value of solutions to existing customers.
Regularly communicate strategies and tactics to marketing colleagues, sales leadership and executive management.
Create relevant and compelling content for marketing collateral and campaign fulfillment such as web site content, marketing emails, landing pages, blog posts, social media, solution briefs, white papers, web casts, press releases, solution demos, and customers success stories.
Interface with key industry press and analysts.
Collaborate with Product Managers in the creation of marketing content to ensure key solution capabilities are represented.
5 – 10 years of solutions or product marketing experience, with 2+ years of experience in B2B enterprise software marketing
Knowledge of B2B enterprise software marketing and sales process
Technical literacy and Subject Matter Expertise (SME) in IT security markets, trends and technologies specifically aaS solutions.
Excellent verbal and written communication skills
Proven ability to work independently
Strong organizational skills and ability to meet deadlines
Digital marketing, content marketing and social media experience a plus
Strong public speaking and presentation skills to internal and external audiences
Teamwork – Proven ability to forge strong relationships and effective collaboration with Marketing counterparts, Sales, Product Management, AR/PR and other departments.
Travel is a requirement of this position. Approximately 30% of time may be spent traveling.
Source: Working Nomads
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