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Solutions Marketing Manager - Policy and Services at Venafi
United States of America

We need a solution marketing manager (SMM) who can tell strong stories about the emerging Machine Identity Protection category, who knows how to architect a message, and can inspire people with an elegant interweaving of both words and ideas. Combined with your deep understanding of the buyer’s journey, you will think strategically, define go-to-market activities with Machine Identity Protection messaging precision, and educate prospects, customers and partners on the unique value propositions of our solutions. The SMM 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 enterprise software, SaaS services, enterprise IT environments, and rapidly evolving 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.

The SMM for policies and services works across all of Venafi’s product lines and solution sets to align the way our combined products solve the policy, regulatory, and security framework problems facing our customers. They will become instrumental in educating auditors on how to interpret regulatory standards, policies and regulations in light of Machine Identity Protection needs.

In addition, the SMM for policies and services also creates compelling positioning and messaging that helps our professional services and customer success teams demonstrate the value our customers receive in optimizing Venafi implementations, whether through packaged and custom services, training, or the tools and utilities we have available. This position is based in the Western US and reports to the director of product marketing.

Key Result Areas:

  • Maintains a market-wide view of the security policies, regulatory standards, and frameworks that impact machine identity protection and related IAM technologies
  • Possess recent, relevant and demonstrated success in creating solution marketing programs based around the regulatory standards, polices, or security frameworks that impact information security
  • Creates compelling go-to-market content that helps our sales and marketing teams convey our value relative to global policies, frameworks and standards
  • Crafts compelling messaging that helps our customers understand the benefits and unique advantages of our professional services and training offerings
  • Delivers that messaging and content through creative presentations, demonstrations, collateral, white papers, and positioning documents
  • Assists Venafi’s professional services and education teams in structuring, packaging and pricing specific offerings
  • 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 a policies, regulatory standards and service offerings
  • Provides product support for sales and marketing events, including customer interactions and visits
  • Gathers and analyzes competitive data – relative to services and policy support – and create assets as part of a comprehensive competitive intelligence program
  • Acts as an evangelist for Venafi solutions to market influencers, industry analysts, prospects, and customers at trade shows, industry events, and conferences
  • Works with professional services, education teams, and the PMM of pricing and packaging to establish pricing plans, volume breaks, and pricing packages
  • 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:

  • 6 years+ experience in SMM, PMM, business strategy, or PM roles, for companies bringing enterprise software solutions to market
  • Experience analyzing, educating on, and training on the regulatory standards, policies and frameworks that govern information security
  • A BA/BS degree in business, with a preference for MBAs or advanced degrees
  • Proven experience creating go-to-market programs for complex enterprise IT solutions, with experience preferred in a security software company selling to enterprises
  • Experience with one-to-many training of sales teams on solutions and products
  • Exceptional skills at writing, particularly in creating compelling value propositions for complex products