Columbia, MD, USA
relo=maybe
Reports To: Director, Marketing
Basic Purpose
Responsible for equipping Sourcefire Sales and channel partners with the tools and training necessary to win deals and shorten sales cycles. Works with Marketing and Sales to plan and create “outbound” marketing strategies, tactics, activities and materials for the purpose of conveying the most positive marketing messages to target markets. Oversees the process of creating, packaging and distributing print and electronic marketing materials. Assists with competitive intelligence gathering and analysis, as well as competitive sales tool creation and training. Collaborates with Product Management to offer insights on future product direction. Requires 5 or more years of high-tech Product Marketing and/or Product Management experience. Experience in Network Security preferred.
Essential Duties and Responsibilities
- Create professional, highly effective sales tools:
- Create new collateral, white papers, presentations, FAQs and other marketing materials for internal and external use.
- Review sales tools created outside of Marketing (i.e., Business Development, Technical Services Group, Education, Support) for effectiveness and message consistency.
- Contribute content and assist with reviewing a variety of marketing communications, including press releases, email campaigns, advertisements and web content.
- Update existing sales tools as Sourcefire’s products are updated. Ensure tools posted to internal and partner sites kept up to date.
- Coordinate product-related “field readiness” activities:
- Participate in weekly Sales training presentations and periodic Sales meetings.
- Assist with quarterly and “ad hoc” channel training sessions.
- Serve as a product expert during press and analyst briefings.
- Present during Sourcefire and industry conferences and events.
- Assume ownership of Sourcefire’s customer, partner and internal newsletters.
- Serve as a focal point for company competitive analysis strategies and deliverables:
- Become an “expert” on how Sourcefire products compare to competing products.
- Respond to Sales and SE inquiries in a timely manner, asking the right questions and offering the right content to overcome competitive threats. Participate in sales calls, as necessary.
- Audit quarterly win/loss statistics generated by Sourcefire’s CRM system. Summarize win/loss results into quarterly reports and presentations.
- Constantly monitor the industry for new competitive threats and developments. Subscribe to all relevant news feeds to be among the first to learn about new competitor developments and other technology developments affecting Sourcefire.
- Serve as a “funnel” for collecting and documenting competitive intelligence from Sourcefire employees, customers and partners.
- Generate competitive sales tools and provide competitive training to Sales, SEs and channel partners.
- Provide input and assistance to Product Management:
- Maintain the Sourcefire Master Price List for all products and services, and drive the process for updating the Master Price List.
- Assist with the creation of Product Life Cycle Policies and Product End-of-Life (EOL) announcements.
- Assist Product Management with identifying key “feature gaps” against key competitors for consideration in future Sourcefire products and product updates. Contribute insights on future product direction based on customer, partner and market feedback.
- Assist with other Sales- and Marketing-related initiatives, as necessary, including:
- Participate in sales calls and executive briefings, upon request, to convey new product and/or competitive information.
- Assist Sales with providing product-related content for RFP and RFI responses.
- Contribute to company and product messaging and positioning.
Essential Education, Skill, and Environment
Education and Work Experience
- Bachelor’s degree in computer science or other related discipline or equivalent practical experience. MBA preferred.
- Minimum of 5 years of high-tech Product Marketing and/or Product Management experience. Experience in Network Security preferred.
Specialized Knowledge and Skills
- High-level knowledge of network security technology and vendors
- Experience training both technical- and non-technical personnel on technical concepts
- Excellent verbal and written communication skills
Work Conditions
- General office environment
- Considerable stress may occur at times
- No special physical demands required
- Ability and willingness to travel domestically and internationally 20-30%
If you're interested in this opportunity, please send a current résumé to:
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