• Product Marketing, Principal

    Location US-TX-Austin
    Job ID
    2018-11556
    # Positions
    1
    Category
    Product
    Position Type
    Permanent
    Business Group
    SolarWinds
  • Overview

    SolarWinds provides powerful and affordable IT management software to more than 100,000 customers worldwide from Fortune 500 enterprises to small businesses. Focused on the real-world needs of IT professionals, SolarWinds products are downloadable, easy to use and maintain, and provide the power, scale, and flexibility needed to manage today’s complex IT environments.

     

    SolarWinds is one of the fastest growing software companies and has been featured on the Top Small companies in America list by Forbes magazine in 2012 and 2013! SolarWinds is a fast paced, results-oriented dynamic company with a strong vision in a growing global market. We're changing the way enterprise software is marketed and sold and we need someone who can execute on the sales model and the vision.

    SolarWinds is actively seeking a Sr. Product Marketing Manager to lead our outbound marketing activities for our security product line.  You’ll be responsible for presenting our products in ways that will strengthen our brand and boost sales. 

     

    For this role, you be a creative and quantitative thinker. You should be familiar with various product marketing techniques, like email campaigns, launch strategies, performance monitoring, and pricing strategies.

     

    Your goal will be to develop and implement the most profitable plans to position and promote our products.

    Responsibilities

    Go-to-Market Strategy 

    Product Marketing is responsible for revenue attainment and growth for individual products. This role will be responsible for the go-to-market strategy and for influence leadership into all the areas of the business that impact performance, starting with a close relationship with sales and demand generation teams.

     

    Customer and Competitive Intelligence

    Identify and validate urgent, pervasive problems in the market by interviewing customers, recent evaluators and potential buyers. Map their needs with target markets and analyze competitor and alternative offerings in the market, assess their strengths and weaknesses, and develop a strategy for winning against the competition.

     

    Product Positioning and Messaging

    Describe the product in terms of its ability to solve market problems, and create crisp and compelling messages that drive market acceptance and growth. Capture the imagination of IT professionals with a fresh and creative approach.

     

    Thought Leadership

    Generate insightful & compelling content (webinars, blogs, e-books, etc.) to influence customers, buyers, industry specialists, research analysts, key editors in the press and other third parties. Act as spokesperson for the SolarWinds security product line.

    Sales Tools.  Work closely with Sales to understand their challenges and needs relative to selling the offering, and create and maintain a playbook of sales tools to help Sales succeed, including characteristics of good/bad opportunities, buyer insights, key messages and sales collateral.

     

    Event and Sales Support

    Provide product and market expertise for tradeshows, webinars and seminars. Provide ongoing support for the sales channel.

     

    Sales Training

    Design and deliver training programs to help salespeople focus on how to sell the SolarWinds MSP Security Suite, not how to use it.

     

    Product Marketing's job is to sell the product and answer all questions with marketing material before the future customer gets to sales. Inside sales reps expect prospects to understand their need and why our products can help them. We have a clear message in market and hand-off high quality prospects to sales.

     

    Product Marketing works closely with the marketing department to ensure we have effective content and are driving demand and new customer acquisition.

     

    Working with a global team of A-players

    You will be working with a tightly coupled cross-functional team of highly talented and experienced professionals. There is a high focus on execution and organization, but we don't let formal processes get in the way of opportunity or experimentation.

     

    Business Model

    Unique business model and well-defined processes have proven to be tremendously successful resulting in continued hyper-growth for the company. It is critical to understand how SolarWinds goes to market and our sales model to create a business plan that will be successful. This is why this role is challenging, if you try to work how you have in previous companies you will not be successful.

     

    Minimal Travel

    SolarWinds has too many customers to visit each one. To reach our end users we rely on a combination of phone interviews, web meetings, surveys, and community interactions at industry events.

     

    Qualifications

    Requirements

    • 5+ years’ experience in product marketing
    • Knowledge of IT security software
    • Excellent communication skills, both written and verbal, including the ability to express technical concepts in the form of crisp, value-based messages
    • Ability to navigate and thrive in a cross-functional, highly matrixed environment, on a global scale
    • Experience producing creative, technical content, and acting as a key influencer and spokesperson in the market
    • Strong understanding of IT the industry and IT buyers: professionals who are responsible for managing and monitoring IT infrastructure and applications.

     

    Preferences

    • Experience marketing or selling to both IT Security Professionals and Managed Service Providers (MSPs) strongly preferred
    • Experience connecting with and relating to both Product Management and Sales to act as the bridge between the two
    • Experience as a sales engineer or similar role

     

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