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Solution Marketing Manager - DevOps at Venafi
United States of America

The work we do has powerful ramifications in the worlds of digital transformation and DevOps. We provide security and assurance without slowing down DevOps pipelines. We reduce risk without introducing burdensome processes. The successful candidate for our solution marketing manager (SMM) role understands the friction between DevOps, InfoSec and digital transformation efforts, and can speak to these gaps in the industry at large. They will lead go-to-market activities, alongside the PMMs for our on-prem and cloud-based products, but oriented towards complex DevOps and digital transformation problems. These go-to-market activities will encompass traditional positioning and messaging, development of sales collateral, engagement and evangelism in the target markets, as well as education and training.

We need someone who can tell strong stories about the emerging Machine Identity Protection category, but through the unique lenses of DevOps and digital transformation. We want someone who knows how to architect a message, and who can inspire people with an elegant interweaving of both words and ideas. Combined with your deep understanding of the DevOps space, you will think strategically, define go-to-market activities with Machine Identity Protection messaging precision, and educate the market, our customers and our partners on the unique value propositions of our DevOps-oriented solutions. You must be a strategic thinker that understands how to communicate unique positioning to the market and is able to create compelling messaging that supports demand generation activities, development of world-class content, and the creation and delivery of sales enablement assets. If you are self-motivated, proactive and comfortable working in a fast-paced, dynamic environment this is the right place for you.

The position requires strong marketing and communications skills, as well as an understanding of digital transformation, DevOps practices, SaaS services, and rapidly evolving information security technologies. You must be comfortable, embrace and enjoy working closely with sales, sales engineering, product management, and marketing, as well as bringing an exceptional solution that delights prospects, customers and partners.

This position is based in the Western US and reports to the director of product marketing.

Key Result Areas:

  • Has deep, referenceable experience in creating go-to-market programs for DevOps audiences
  • Possess recent, relevant and demonstrated success in creating solution marketing programs in support of information security products
  • Creates compelling go-to-market content that helps our sales and marketing teams convey the unique value of our solutions in a highly competitive marketplace
  • Crafts compelling messaging that helps our customers understand the benefits and unique advantages of our DevOps-oriented solutions as a part of our broader Machine Identity Protection platform
  • Delivers that messaging and content through creative presentations, demonstrations, collateral, white papers, and positioning documents
  • Develops sales enablement assets focused on helping internal and field sales teams understand target markets and buyers, buyer personas, pains points, and key messages relative to SSH key usage and security
  • Provides support for sales and marketing events, including customer interactions and visits
  • Works with the director of competitive intelligence to gather and analyze competitive data and create assets and educational tools as part of a comprehensive competitive intelligence program
  • Acts as an evangelist for Venafi DevOps-focused solutions to market influencers, industry analysts, prospects, and customers at trade shows, industry events, and conferences
  • Works with the PMMs of our flagship TLS Series product and our Cloud-based product to refine positioning and messaging so that it appeals to combined DevOps and InfoSec audiences
  • Works with the PMM of pricing, packaging and licensing, as well as sales, finance and marketing teams, to establish pricing plans, volume breaks, and pricing packages for their products
  • Trains internal teams – including but not limited to sales staff and solution architect teams worldwide – on appropriate usage of content and go-to-market materials for policies, services, and education programs

 Minimum Skills and Experience required:

  • 5 years+ experience in SMM, PMM, or marketing roles for companies bringing DevOps-oriented solutions to market
  • Experience speaking to DevOps audiences on current issues and emerging technologies
  • A comprehensive, active Rolodex of DevOps thought leaders and market leaders
  • Experience speaking to DevOps audiences at events and forums
  • A solid understanding of the most commonly used InfoSec tools and services
  • A BA/BS degree in business, with a preference for MBAs or advanced degrees
  • Proven experience creating go-to-market programs for DevOps solutions, with experience preferred in a security software company selling to enterprises
  • Experience (and accolades) in delivering in-market presentations to industry audiences
  • Proven writing skills, particularly in conveying compelling value propositions for complex products