Location: Santa Clara, CA or Marlborough, MA
Summary:
The Director, Product Marketing will own the creation and execution of Go-To-Market strategy for all Egenera solutions including marketing communications and competitive analysis. This individual will clearly define the overall strategy to market Egenera solutions in alignment with company messaging and differentiation working closely with product management, marketing and sales leadership to position Egenera as the clear leader in data center infrastructure virtualization.
This position along with the entire Product Management team will help define key messages and value proposition, develop winning customer collateral and effective sales tools and provide strategic sales training and support for all Egenera solutions. This individual will also serve as an internal and external evangelist for overall Egenera solutions, particularly for the PAN Manager product family, and will be a key marketing voice with customers, prospects, press and analysts in addition to defining and developing an aggressive blog and internet presence.
The Director, Product Marketing will also provide deep market, customer and competitive insight to support fact based decisions about business priorities and resources through consistent market research, win/loss reporting and inspire customer interest through thought leadership marketing.
Essential Responsibilities and Duties:
The Director, Product Marketing will focus a majority of his/her time on defining and driving Egenera solutions Go-To-Market strategy, inspiring customer interest through thought leadership marketing and serving as an internal and external evangelist for Egenera solutions messaging.
1. Solutions Go-To-Market Strategy:
- Drive marketing plans to grow Egenera solutions working with Product Management
- Work with Marketing to ensure solutions messaging alignment with overall company messaging
- Provide Sales with the right tools and support to sell Egenera solutions
- Ensure timely availability of customer collateral and sales tools as applicable for new releases, new channel partners and new target markets
- Define products’ web content messaging and positioning
- Continually define key market issues that should form the foundation for blog activity and viral marketing
2. Thought Leadership Marketing:
- Provide deep customer, market and competitive insight through consistent market research and published findings
- Conduct quarterly win/loss interviews with customers/prospects to provide a 360 degree view of market adoption of Egenera products
- Demonstrate new points of view about business and industry through whitepapers, analysts and press interviews
- Set the intellectual direction for marketing programs and campaigns planning
- Inspire and engage customers and partners to participate and validate new industry trends and Egenera solutions direction
3. Internal and External Evangelist:
- Work across Marketing and Sales to build consensus on strategic marketing priorities
- Evangelize Egenera solution adoption at industry events and Egenera-led and partner conferences
- Develop and sustain relationships with key analysts, press, top customers and prospects
- Participate in partner promotion activities
In addition to the stated responsibilities, the Director, Product Marketing will be continually taking a fresh look at the entire end-to-end go-to-market process and adopting best practices from industry experts to drive marketing-led growth.
Skills Required:
- Business building and solutions marketing skills- has experience developing and growing revenue for new and existing solutions (combined technology, services and expertise). Prior experience in developing Go-To-Market strategies (solution definition, packaging, pricing and positioning) for leading technology and services companies is a must
- Outstanding communication and presentation skills- able to represent marketing plans and strategic priorities to senior executives, sales, customers, top prospects analysts and press
- Demonstrated leadership skills- ability to motivate and drive cross-functional teams towards aggressive goals is a must. Need a ‘take-charge and be first to initiate’ attitude. Must be able to articulate and act upon a bold new vision of Product Marketing roles and priorities
- Excellent relationship building skills- Ability to work across the entire organization with senior leaders to build consensus on strategic marketing priorities is a must. Must be able to develop and sustain relationships with key influencers, customers, top prospects and analysts
- Thought leadership skills- Must be able to demonstrate new points of views to the business and industry and set the intellectual direction for marketing Egenera Solutions. Need to possess advanced market research skills and ability to translate raw data into deep market, customer and competitive insights
- Sound business judgment- able to build thorough, fact –based and realistic business cases while considering the speed of industry changes and financial implications.
Minimum Qualifications:
- Bachelor’s degree in Marketing, technology or related field required. MBA is definitely a plus
- Minimum of 4 years experience in server and/or infrastructure virtualization (software).
- Blade hardware experience, a plus.
- Minimum 10- 12 years of successful experience in product marketing or product management with leading technology companies with at least 5 years experience in managing marketing teams
- Demonstrated ability and natural tendency to analytically analyze opportunities and challenges.
- A solid understanding of the details and performance variables of media, demand generation and sales productivity as well as the technical aspects of product lines
- Excellent communication, written, presentation and interpersonal skills; experience blogging and using blogs for viral marketing and brand building
- Demonstrated ability to develop strong, collaborative relationships with Engineering and R&D
- Strength in detail launch and market planning, pipeline performance and quality, and fiscal responsibility and efficiency in executing tactics
- Experience in supporting sales in complex sales cycles.
- Demonstrated experience with briefing analysts and press
- Strong customer service aptitude, ensuring your customers consistently have the information they need, when they need it
- Ability to prioritize work based on business requirements, and effectively escalates issues when and where appropriate
- Demonstrate high level of energy/must be a very strong self starter
- A winning combination of strategic thinking and operational excellence a must
- Global marketing experience is preferred
- Ability to travel 25-40% of the time
We are an Equal Opportunity Employer or EOE, M/F/D/V
