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Director, Midmarket Segment Marketing - Spectrum Enterprise

Company: Spectrum
Location: Stamford
Posted on: July 22, 2021

Job Description:

At a glance:

  • Are you an experienced midmarket expert skilled at crafting an engaging product story and developing the go-to-market product program strategy?
  • Can you partner with sales leadership and training teams to execute integrated sales enablement strategies, product selling and training?
  • Do you desire an influential role in shaping the progress of a technology leader?

Our company:

At Spectrum Enterprise, our goal is to foster an engaging work environment that encourages our team members to reach their full potential. We promote a culture of excellence that celebrates diversity, innovative thinking and dedication to consistently exceeding client expectations.

Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions serving America's largest businesses and communications service providers. The broad Spectrum Enterprise portfolio includes networking and managed services solutions: Internet access, Ethernet access and networks, Voice and TV solutions. Spectrum Enterprise's industry-leading team of experts works closely with clients to achieve greater business success by providing solutions designed to meet their evolving needs. More information about Spectrum Enterprise can be found at enterprise.spectrum.com.

Highlights:

As the Director of Midmarket Segment Marketing, you increase revenue sold for fiber internet access, network, managed services and cloud services. You excel at promoting the Spectrum Enterprise product story and developing the go-to-market (GTM) product program strategies. You develop compelling product positioning and messaging programs, GTM strategies and industry thought leadership. You collaborate with sales leadership and training teams to execute integrated sales enablement strategies, product selling and training.

You serve as a strategy and subject matter expert on midmarket intelligence and dynamics, including market sizing, opportunity, industry insights and sales motion. You achieve segment market share and sales goals by partnering with the Demand Generation team to develop and execute end-to-end programmatic sales and marketing programs. You maximize marketing efforts through partnerships with Product Management, Sales Operations and the extended marketing team. You report directly to the Vice President of Enterprise Marketing Segments for goals and guidance.

Position benefits:
  • Competitive salary with a long-term incentive plan.
  • 100% company match 401(k) up to 6%.
  • Pretax childcare spending account.
  • Paid holidays, vacation days, personal days and sick days.

What you will do:
  • Drive revenue by leading the annual development of the GTM and business development strategy for the Spectrum Enterprise Midmarket segment.
  • Inform product development and positioning, segment value propositions and client incentives using market, industry analyst and competitive research and insights.
  • Develop targeting and segmentation, personas and route-to-market designs across identified high opportunity and differentiated sub-segments based on dynamics such as firm site counts, industries and geographies.
  • Partner with client marketing demand generation team to nurture existing client relationships and tell great client stories.
  • Differentiate Spectrum Enterprise in the marketplace by identifying competition and how to effectively position against it.
  • Work with Product Management, Marketing, Demand Generation and Sales to plan the marketing launches of new products and feature updates.
  • Uncover future product needs and packaging by sub-segment and champion internal requirements to bring needed products or services to market.
  • Work with Product Marketing teams to translate product messaging and value proposition into relevant messaging and positioning.
  • Generate offers and programs that deliver the right products and solutions to clients by owning segment marketing as defined by client and sales strategy.
  • Manage and coordinate with the Demand Generation team to guide the operational design, implementation process and optimization of programs and campaigns for the midmarket segment.
  • Lead the analysis of the sales funnel, actual revenue and the development of monthly and quarterly reviews versus target, forecast and market demand.
  • Produce a wide variety of formats by partnering with Creative Production and Demand Generation teams, including content, product videos, social media and slide shares.
  • Support sales leadership and management by owning and delivering the GTM content, product positioning and selling tools and strategies.
  • Execute programs to launch, create visibility, establish baseline usage and increase engagement within the Sales organization.
  • Improve sales by establishing and managing the midmarket program return on investment based on sales quota attainment correlated to sales representative usage and engagement.
  • Expand into new markets by partnering with Strategy, Marketing Analytics and research teams to identify and opportunities and adjacencies.
  • Promote product knowledge and marketing strategies by working in tandem with Sales leadership.
  • Build relationships with industry technology organizations, forums and thought leaders to remain current on leading industry technology trends and developments.

Required keys for success:
  • Five or more years of relevant leadership experience partnering with Sales leadership and training teams to execute GTM strategies.
  • Seven or more years of relevant leadership experience building and growing a high performing marketing or product management team larger than five team members.
  • Ten or more years of progressively responsible experience in product marketing of business-to-business (B2B), midmarket, enterprise and strategic and vertical markets serving enterprise clients.
  • Demonstrated success driving product launches and GTM programs through direct field sales teams and alternate channel teams.
  • Experience selling and supporting fiber network, managed and cloud services and solutions in the midmarket space.
  • Knowledge of external markets, clients and internal capabilities to identify key target audiences and personas for buying groups across multiple decision-maker titles.
  • Solid interpersonal communication skills.
  • History of managing team members and collaborating with cross-functional partners.
  • Ability to gain buy-in and alignment across sales, product, technical, operations and executive stakeholders.
  • Track record of effectively leading change and transformation.
  • Proven collaboration skills within function and across peer stakeholders.
  • Prior experience with executive networking with client executives.
  • Product marketing experience, including product launch and promotion, GTM strategy development and execution, product and sales training development, client and market requirements and market research.
  • Proficient in Microsoft Word, Excel, PowerPoint and Outlook.
  • Effective written and spoken English communication skills with all levels of an organization.

How you will stand out from the crowd:
  • Familiar with Spectrum Enterprise products and services.
  • Experience in business-to-business (B2B) marketing for midmarket accounts.

Your education:
  • Bachelor's degree in marketing or a related field, or an equivalent combination of education, training and experience (required).
  • Master's degree in business administration (preferred).

284715-2 284715BR

Keywords: Spectrum, Stamford , Director, Midmarket Segment Marketing - Spectrum Enterprise, Other , Stamford, Connecticut

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