Industry & Solutions Marketing VP/Director Enterprise Software Sample Job DescriptionThe industry and solutions marketing team creates and markets targeted industry and functional solutionscomprised of our products, partner products and services. Solutions also include integrations and appropriatestandards compliance, complemented by targeted messaging and a complete solution marketing strategy.For this new function, we’re seeking a strong candidate to establish the team and rapidly create and launch awinning industry and solutions marketing strategy. The successful candidate should already have managed theindustry and solutions marketing function in a software company selling to large enterprises.The VP/director of industry and solutions marketing must have proven leadership skills, management experience,and proven expertise in successfully establishing new marketing processes. The position requires a combinationof strategic thinking and tactical execution. The position will manage a team of industry/solution marketers. Thesuccessful candidate will be able to analyze and understand the market and customer opportunity, and then createthe appropriate industry and solution marketing strategy including targeted messaging, positioning, sales toolsand training.Cross-functional leadership is critical. This position works closely with field marketing, marketing programs,product marketing, corporate marketing, marketing operations, partner marketing, strategic alliances and salesleadership and other key stakeholders.Job Responsibilities: • Evaluate priorities and formulate overall industry and solution marketing plan, including specific measures of success. Work with key stakeholders to create a vision for the new industry marketing function. • Establish a new industry marketing team. • Research, develop and execute industry business plans including market sizing, addressable market opportunity, win/loss analysis, customer requirements, competitive positioning, and more. • Work with product management/engineering and demo teams to guide development of industry-specific solutions, technologies and demos. Work with partners to develop joint solutions. • Work with marketing programs and field marketing teams to develop and execute annual and quarterly go-to-market plans including, for each key industry: lead solutions, awareness, demand generation, sales enablement and partner plans; and supporting materials/content. • Aggressively position and market the company as the leading enterprise software solution provider for each key industry and functional solution area. Develop clear, compelling industry and functional value propositions, based on pain points that resonate with customers and prospects.
Industry & Solutions Marketing VP/Director – Sample Job Description Page 3 • Develop an in-depth understanding of customer and prospect requirements and represent the voice of the customer/prospect within the organization. Provide effective sales and marketing tools that enable Sales to successfully win new business. Provide direction and/or drive the creation of industry- and function- specific content including web content, collateral, white papers, customer presentations, customer case studies, ROI models, and solution demos. • Support social media strategy through value-added industry/functional content creation and by communicating with leading industry bloggers and other influencers. • Perform sales training and participate in sales calls to ensure field effectiveness in positioning and selling.Qualifications: • A minimum of 10 years of experience in industry, solution and/or product marketing in the enterprise software market. • Experience working in and/or marketing to, the target industries and business functions. • Strategic thinking and ability to define and pursue high level objectives. • Proven ability to understand and communicate business processes, business challenges and associated infrastructure requirements effectively within different vertical industries and/or business functions. • Proven ability to provide the overall marketing direction for a solution, or set of solutions in an industry or functional area, including building a market-driven business case, developing a marketing and launch plan, creating compelling messaging based on customer pain points, and working closely with customers, industry experts, press and analysts. • Experience working with technology partners and system integrators to develop and implement partner marketing plans. • Proven personnel management and leadership skills. Ability to lead cross-functional teams and collaborate closely with marketing colleagues. • An entrepreneurial drive and work ethic and attention to detail. • Ability to prioritize in a results-driven, collaborative environment. • Aptitude for technology and ability to connect technical concepts with customer value. • Outstanding written and verbal communication skills. • BA in marketing and/or computer science, MBA preferred.Continued
Industry & Solutions Marketing VP/Director – Sample Job Description Page 3Additional Resources • Hire for Success - http://solutionmarketingblog.com/2010/12/28/hire-for-success/ • Getting Started in-Industry and Solutions Marketing in 7 Steps - http://www.solutionmarketingblog.com/2010/12/20/getting-started-in-industry-marketing/December, 2010 - The Solution Marketing Blogwww.SolutionMarketingBlog.com