Summary
We are looking for a strategic and customer-centric Director of Solutions Marketing to develop and lead our new Solutions Marketing team. This team will focus on developing and building outcome-focused messaging that reflects the differentiators in our Event Experience OS. The ideal candidate is a strong people manager and is energized by the opportunity to develop solutions-focused messaging. This is a high visibility role that will collaborate closely with Sales, Customer Success, Sales Enablement, Events, Demand Generation, and Business Development.
Role & Responsibilities
- Manage strategic product messaging that nurtures the the Event Experience category
- Ensuring messaging is always up-to-date with the most current customer, competitor, and market insights
- Connect and interlock stakeholders (product, sales, customer success, accounts, enablement) around strategic GTM programs and messaging
- Connect and interlock stakeholders (above) around mature processes to support the product development life cycle from innovation/ideation to commercialization
- Identify revenue opportunities and build revenue models (i.e. new use cases, restructured partnerships, new features, or reimagined audience segments)
- Provide oversight and guidance to collateral like sales decks, product briefs, email scripts, and call scripts that elevate positioning from feature-based to outcome-based
- Develop compelling content assets, customer-facing selling assets and internal sales enablement materials
- Develop and validate messaging, and drive integrated program strategies to bring those insights and messaging to life
- Identify pipeline gaps and partner with revenue marketing and sales to provide focused campaigns and targeted acceleration plays to fill them
- Empower GTM teams to translate company and product positioning into competitive advantage and effectively nurture prospects and close deals
- Manage analyst relations; coordinate briefings, inquiries, etc. and develop content for those engagements; influence the prominence of Event Experience category with Tier 1 analyst firms; and achieve leader positioning in any research assessment involving event management or event experience
- Partner with Research to identify and validate key market segments and personas to pursue
- Build and update persona profiles, compelling value propositions and differentiators to ensure effective content marketing across the buyer journey
- Develop go-to-market plans for new product and solution awareness, lead generation, customer acquisition, and customer renewals
- Lead the distillation and distribution of competitive intel, customer insights, and industry trends and ensure such intel is built into core product messaging and GTM assets
- Engage, empower, and activate the GTM and commercial ecosystem, including partner, customer life cycle marketing, sales, customer success, and loyalty/advocacy infrastructure
- Ideate and build tools that capture/quantify product value (i.e. impact on event organization and attendee experience) and enable friction-less renewals
- Contribute to win/loss strategies and tactics and ensure win/loss learnings are integrated into product messaging at all levels
Qualifications
- Minimum 5 years of experience
- A self-starter who thrives in an rapidly changing environment and enjoys building new things from scratch
- Highly-proactive, self-starter capable of independently leading several projects with limited direction
- Experienced team manager
- Experienced in presentations and messaging
- Strategic, analytical thinker and disciplined tactician
- Creative marketer and storyteller
- Highly skilled at developing polished client-facing deliverables under tight deadlines
- Demonstrated expertise in writing short- and long-form product marketing content
- Proficiency writing about technology solutions, ideally for a marketing persona
- Excellent verbal, written, and interpersonal skills
- High attention to detail
- Excellent communication and presentation skills - should be comfortable training and influencing
- Fast-paced
