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Solutions Marketing Manager/Director
Posted on 2020-04-27
- Experience: Mid-Level
- Position: Full-Time
- Location: North America
About the opportunity:
ABOUT THE JOB:
This is a leadership role both externally and internally to inform, influence and INSPIRE audiences with the creation and delivery of solutions-oriented outbound marketing programs and assets for that ultimate impact the acquisition of the company’s offerings while shortening sales cycles and improving customer engagement experience. As a market SME with deep understanding and ability, this role will define target markets, customer roles, suite of use case scenarios, customer pain points and buying criteria. Responsibilities include developing go-to-market programs, materials, and campaigns to awareness, consideration and preference. Track and report ROI of programs through all RTM channels. This leader works closely with marketing team and marketing contractor to create a marketing communication sequence connects to the growth of revenue.
In addition, this role will lead and execute the creation of compelling content in all formats (written, audio, video) in order to communicate value propositions for various use cases and vertical markets. Attention to detail, technical knowledge within the data management market, familiarity with product and solutions marketing practices, and skills in digital marketing in order to successfully deliver on all key responsibilities. This position will lead in all solutions centric outbound marketing development and execution.
You will wear many hats as we scale the business and your contribution will help accelerate our rapid growth to shape the company’s future.
WHAT YOU GET TO DO:
Content Marketing / Storytelling
-Lead on content (copy) creation as SME on product, solution and target markets -Develop differentiated product positioning and messaging (collaboratively & aligned) -Identify influencing content is needed, lead the development and create final product that communicates the value proposition across a variety of mediums -Identify and develop effective sales tools for use by sales reps, SDRs, and channel partners to drive opportunities ranging from battlecards, sales guide, training, TCO calculators and more -Identify new opportunities such as podcasts, to market the Aparavi solution -Engage with channel partners on collaborative go-to-market plan and execution focused on (1) partner customer bases, (2) new lead generations, (3) Customer content and tools to capture, retain and grow customer -Stays curious, consistently learn new marketing techniques and translates that to new ideas for Product Marketing overall strategy Domain Expertise
-In the information domain and associated sub technologies continual development of strategies to change the game, leapfrog competition and forge new categories -Provide market intelligence and be the expert on buyers, how they buy, their buying criteria and most importantly how they are typically influenced to adjust Aparavi marketing touch -Function as subject matter expert on the competition and how to make irrelevant -Develop competitive battlecards and selling against training for sales and channels along with tracking and reporting on competitors’ products wins and losses for more effective marketing strategies -Drive innovation and push boundaries in order to identify and develop assets to reflect the Aparavi business case -Understand channel dynamics, especially for Service Providers and what they need to be successful; help develop excellent channel relationships that translates to sales. -Evolve Product Marketing strategy to reflect what is occurring in effective modern marketing practices Customer Attraction
-Alongside the CMO, develop strategy and manage marketing programs to drive demand working with digital marketing team to define and refine lead nurture paths from marketing funnel to accelerating sales pipeline -Identify content to fill in nurture paths, and theme-based campaigns -Develop marketing campaigns that aid channel partners in effective valued-based selling -Function as a Aparavi Brand Evangelist, seeking opportunities to effectively build the Aparavi brand -Represent the company at all times and with virtually any audience to explain the customer-led benefits of the solution -Deliver highly effective story telling techniques in all marketing assets (including video) -Collaborate with CMO & Business Development to create great content with compelling stories on the value of Aparavi -Sales Enablement Including Channel
Selling guides target -Business Decision Maker -Technical Decision Maker -Sales tools, i.e. TCO, Battle Cards -Comprehensive training of sales force and partners -Train Direct, VAR/SI, Distributors -Sales wins – communicate back to sales – “How the deal was won” -Revenue programs under Sol Domain -Aparavi-branded, In-depth campaigns: webinars, account days, PR · OEM programs · ISV partners – content, funding and joint programs · “Meet in the Channel” – Aparavi, ISV, IHV, and Systems Integrator co-marketing · Thought Leadership - speaking venues, webinars, technical proof points, “How Aparavi impacts business results” WHAT YOU GET:
-Position can be remote across United States, travel occasionally to Aparavi offices (San Francisco & Los Angeles) -Competitive Total Rewards (salary, commission, bonus, equity incentive plan) -Trust from your peers, CEO and leadership team -Opportunity to drive innovation within an industry that hasn’t changed in 30 years -Flexible Environment (telecommute option), 401K program & -Paid Time Off -Generous Company Paid Premium Contribution (Medical, Dental, Vision insurance) -Continuing Education -Membership to Cross Campus co-office locations across Los Angeles WHAT YOU HAVE:
-Minimum 10 years’ experience in product marketing positions in related industries -Strong Domain knowledge in information/data management software, storage, B2B SaaS solutions -5 years in leadership directing & identifying the strategy of product marketing -Demonstrated success in positioning and launching products that meet and exceed business revenue goals -Experience with solution selling and promotion -Experience in product management a plus (to understand the -Product Management process to understand how long it takes to develop features as well as find market opportunities) -Demonstrated experience with best practices in product marketing processes; formal training a plus -Adept at written, presentation, and oral communication skills
About the company:
Aparavi provides advanced data intelligence and automation solutions. Organizations must control AND capitalize on their data! Simplicity, lowering costs and risk while gaining insight is paramount in today’s data-centric world. Aparavi’s technology enables data-driven companies to easily discover, classify, protect, and optimize their data at the edge, on-premises, and across hybrid and multi-cloud storage. Aparavi offers answers to demanding use cases across all industries. Data governance, compliance, data consolidation and scale, analytics, and machine learning are just a few.