Sr. Solutions Marketing Manager - Security

Job Summary

Our Solution Marketers are storytellers: simplifying complex concepts, crafting stories that are human and succinct, highlighting customer outcomes, and grounded in an understanding of our services, products & capabilities. We measure our success by our ability to develop relevant positioning and messaging, build comprehensive go-to-market plans and drive programs that bring new customers to SHI.

If you have proven track record in product, solution or services marketing and/or go-to-market execution, we want to hear from you. The main goals of the role are to drive awareness, engagement, and utilization of SHI’s cybersecurity and data center solutions and services offerings with both existing SHI customers and new prospects.

• Translate executive business goals (pipeline, growth, churn reduction) into performance-focused GTM plans
• Develop marketing strategies that address both business decision makers and technical audiences, including analysts, architects, CIOs, CTOs and CISOs.
• Partner with Product Management to understand product strategy and roadmaps, distill key differentiation and value into core product positioning and messaging.
• Partner closely with sales and enablement teams to articulate features, benefits, and competitive differentiators, which includes building robust playbooks, providing actionable competitive intelligence, and creating impactful enablement programs.
• Roadmap our product and services priorities across launches, new releases, content, campaigns, events, and sales enablement.

• Create differentiated security and data center messaging for both sales and customers that conveys how technology drives organization value.
• Differentiate SHI in the market by emphasizing unique value propositions and business outcomes align this with the voice of the customer.

• Conduct market, competitive, and customer research to keep a pulse on the landscape and help different teams (e.g. Product, GTM) act on emerging trends, market shifts, industry news/events, competitive threats, and unmet customer needs
• Own win/loss analysis, translating insights into actionable recommendations.
• Act as the voice of the customer to inform product development, solution packaging and marketing strategies.

• Develop, along with sales enablement, succinct and effective sales training materials (training, FAQs, etc.), making it easy for non-technical sales to understand our complete portfolio of security or data center offerings.
• Craft high-impact enablement assets: messaging frameworks, case studies, ROI stories, demo flows, and battle cards.
• Support advocacy programs with case studies and customer success stories.

• Pipeline Ownership:
  Help achieve demand generation goals by creating and executing campaigns that will drive leads, MQLs, and pipeline.
• Develop a wide range of compelling content that resonates with the IT and procurement buyers and guides them through the purchase journey. This includes product demos, customer success stories, webinars, social media, and website copy.

• Support security and data center thought leadership programs by creating white papers, research studies, reports, etc.
• Build strong relationships with analysts and influencers to enhance SHI’s security and data center positions in the market.

• Define and track key performance indicators (KPIs) to measure the success of marketing initiatives and continuously optimize strategies based on data and feedback.
• Provide updates to senior leadership on key strategic initiatives and plans.

• Analytical Thinking:
  Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
• Business Acumen:
  Can evaluate market trends and competitive landscape to identify opportunities and risks.
• Communication:
  Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Creativity:
  Can generate innovative ideas that…