Job Description
Roles/Responsibilities
- Develop and leverage an in-depth understanding of customer needs within a vertical segment
- Define the market opportunity for an industry and categorize what form of product/solution should be promoted (product/service, marketecture, bundle, or integrated)
- Monitor market and industry trends (e.g., industry regulations, technology trends, macroeconomic conditions, business processes, challenges) and terminology
- Lead a team of direct reports to find creative solutions to address complex projects, product lines, markets, sales processes, and customers
- Maintain market visibility refreshes, identify themes and opportunities
- Support annual and ongoing business strategy and plan
- Act as an industry subject matter expert
- Write or curate content in the industry vernacular (e.g., playbooks, case studies, blog posts, sales training materials)
- Understand the demand type within an industry (new concept, new paradigm, established market)
- Map out the customer buying process, isolate nuances, and specific buying patterns
- Contribute to or build industry-specific buyer personas, or refine existing buyer personas based on industry knowledge
- Identify target buyer audiences within the industry
- Build relevant industry content to support go-to-market activities
- Develop strategies to drive demand and awareness within specific target segments or verticals
- Collaborate across business units to connect with sales resources, buyers, and channel partners to develop and implement a well-defined sales enablement plan
- Perform competitive analysis to identify opportunities for growth and impending risks
Skills and Experience
- A minimum of 10 years of Industry marketing experience or relevant experience in related roles
- Industry expertise/fluency required
- Bachelor’s degree required, preferably in business, marketing, or related field
Desired Characteristics
- Previous sales enablement and/or channel marketing experience a plus
- Strong writing, presentation building, verbal communication and presenting skills
- Project management
- Ability to link vertical offering launches to organizational campaign themes and goals
- Strong business acumen
- Highly collaborative, able to work across functional teams
- Executive presence and demeanor
- Creative problem solver
- Attention to detail in all aspects of the role
- Understanding of relevant industry market trends, including regulatory, legal and technology trends
- Best practices and emerging trends related to innovation and go-to-market strategy
- Master’s degree/MBA preferred
Remote: Washington, United States Of America
