Sr. Solutions Marketing Manager - Security

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We've grown every year since, and today we're proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI's concierge approach to help them solve what's next. But the heartbeat of SHI is our employees - all 7,000 of them. If you join our team, you'll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive - in our offices or yours.

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.

Role Description

Go-to-Market Leadership:

• 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.

Positioning and Messaging:

• 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.

Market Analysis:

• 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.

Sales Enablement, Product Launches and Adoption:

• 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 battlecards.
• Support advocacy programs with case studies and customer success stories.

Content and Demand Generation:

• 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.

Thought Leadership and Analyst Relations:

• 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.

Performance Metrics:

• 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.

Behaviors and Competencies

• 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 significantly impact processes, products, or services.
• Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty.
• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
• Project and Goal Focus: Can optimize resources and efforts to ensure project goals are met efficiently.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.
• Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.

Skill Level Requirements

• Excellent copywriting ability - Intermediate
• Ability to understand the audience and adapt communications accordingly. - Intermediate
• Ability to create compelling and exciting messages that help SHI differentiate from our competitors. - Intermediate
• Ability to generate compelling, high-quality content across various digital formats. - Intermediate
• Proficiency in the entire Microsoft 365 Suite. - Intermediate
• Strong stakeholder management skills - Intermediate
• Excellent time management and organizational skills. - Intermediate
• Ability to manage a high-volume role and multi-task several projects at once. - Intermediate
• Ability to take ownership of assigned workload/projects and follow through to completion in a fast-paced environment. - Intermediate
• Ability to work effectively within all levels of a large, distributed organization, internally and externally. - Intermediate

Other Requirements

• Completed Bachelor's degree or relevant work experience required
• 5+ years of product, services or solutions marketing experience, preferably at high-growth B2B SaaS, hardware or IT services companies
• Experience in B2B marketing, with exposure to both enterprise and SMB businesses
• Ability to think strategically and develop comprehensive go-to-market plans
• Strong technical literacy (particularly in AI) with the ability to understand and simplify complex concepts for different audiences
• Proven ability to execute successful product launches that drive awareness and pipeline.
• Strong ability to craft compelling messaging and positioning for technology products and services.
• Excellent written and verbal communication skills; comfortable crafting and presenting various content pieces
• Ability to work on multiple projects simultaneously, while focusing the right level of effort on each
• Demonstrated critical thinking and decision-making skills to navigate obstacles, propose solutions, and resolve issues
• Metrics-driven and focused on driving incremental results
• Natural curiosity and empathy for customers and their challenges
• Position may require up to 25% travel

Preferred Skills:

• Outstanding organizational skills to define and balance multiple projects with tight deadlines effectively within a dynamic environment.
• A natural collaborator with a willingness to drive hands-on tactical execution
• A winning attitude that inspires optimism, fun, and the desire to always be learning

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The estimated annual pay range for this position is $130,000 - $150,000 which includes a base salary plus bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity - M/F/Disability/Protected Veteran Status