Sr. Solutions Marketing Manager

Senior Solutions Marketing Manager

 

OVERVIEW

Juniper has invested heavily in expanding its business into the Enterprise. It is now the right time to leverage our core strength in our and industry leading product line to offer solutions targeting key business and IT requirements.  We are at a very exciting point in our company’s growth, having made a commitment to taking our offerings to the next level by developing highly sought after solutions for the marketplace.  In order to make this marketing effort successful, we need a leader to help drive the definition, development, launch, and lifecycle management of our solutions.  The Solutions Marketing Manager will be responsible for all marketing aspects of the solutions development process, including, but not limited to, assessment of the solution opportunity pipeline, delivery of MRD documents, and program management of the solutions and lifecycle process.  By working cross functionally across the organization, this role will own the orchestration of the solution lifecycle elements associated with bringing a solution to market.  As the job progresses the focus and responsibilities of the job could change/expand/narrow as conditions warrant moving forward.

 

GENERAL DESCRIPTION AND OVERALL OBJECTIVES

 

• Planning, prioritization, resourcing & execution across solutions development activities in support of Juniper’s targeted solutions offerings.

• Orchestrator of the overall solutions development plan including all applicable product lines, partners, campaigns, theatres, channels, etc.

• Gather potential requirements and objectives from field, channel, field marketing and BU organizations, assigning priorities and identifying any gaps/issues.

• Drive execution through the core and extended teams to deliver the plan, including issue resolution, status reporting and metric measurement.

• Interact with key Juniper stakeholders and educate on the value that the proposed solution brings and the requirements from each group.

• Prepare and present material to customers, partners and industry leaders to expand the understanding of the solution’s business value to the Enterprise

• Serve as subject matter expert on relevant technologies, industry trends, competitive landscape, and in linking Juniper portfolio capabilities with the solution(s).

• Market, customer, and internal research to identify, quantify, and prioritize solution opportunities in the marketplace.

• Create MRD to detail the business opportunity.

• Work with Solutions Line Management, to identify and ensure any gaps are addressed.

 

KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES

 

• Internal

CMO teams, business groups,  sales, to identify key-•  trends, prioritize opportunities, define solutions, and drive overall GTM execution for assigned solutions

Product and Technical Marketing lead within the-•  business groups to ensure consistent marketing messages of products and solutions

• Business groups and Solution Engineering teams to- prioritize the development of solutions requirements

Act as a domain and subject matter expert for the-•  business groups, Field, and CMO organizations

 

• External

  • Interact with customers and partners for- education and feedback

  • Business/IT Consultants on projects and- key deliverables

  • Press and Analysts for message testing,- briefings and to gain acceptance by both communities as a solutions subject matter expert

 

 

DECISION MAKING AUTHORITY

  • Development and lifecycle management of- Enterprise solutions

  • Develop marketing collateral that- communicates solutions propositions

 

MAJOR ACCOUNTABILITIES

  • Accountable for roll out and adoption of- enterprise solutions defined and executed on the solutions roadmap

  • Develop internal and external solutions- marketing collateral, and communicate solutions to both audiences

  • Support of partner and customer meetings,- including both formal presentation and open discussion of Juniper solutions

 

COMPETENCY REQUIREMENTS

  1) Knowledge and Experience-

 

Candidate will work cross functionally with product marketing, field/programs, vertical segments, alliance marketing, and sales to identify key trends, prioritize opportunities and drive overall marketing execution for the enterprise solutions portfolio.  Knowledge of enterprise trends, drivers and requirements as they relate to the JNPR portfolio of network infrastructure, security and application performance solutions required. An ideal candidate would have experience in defining requirements or managing IT infrastructure for a mid-size to a large-size enterprise.  Must bring strong skills in market analysis and specification of customer requirements; market positioning and messaging; product/solutions marketing management, and the development of technical and marketing material for enterprise accounts. Must be a self-starter with excellent presentation and written communication skills, including prior experience presenting to customers and in public forums.

 

Additionally, the candidate shall possess:

a) Well rounded knowledge of Information Technology and Networking (WAN/LAN) markets; background in hardware/software, applications or Web Services is preferred.

b) Bachelor in Computer Sciences, Electrical Engineering, or similar degree is required.

c) MBA Degree highly desirable.

d) Solid knowledge of advanced data and Internet products/services.

e) Deep understanding IP Networking industry.

f) Proven, demonstrable and successful product and/or solutions marketing track record.

g) Solid understanding of typical corporate/medium size business customers’ requirements.

h) 10+ years of product management or product marketing experience at infrastructure technology companies (networking, server or storage), preferably with involvement in market-leading products.

i) Industry experience in architecting, defining requirements, or managing Enterprise IT infrastructure is highly desirable

 

2) Skills and Attributes

 

a) Ability to manage and lead cross functional teams.

b) Excellent communication skills with the ability to influence at executive and senior management levels.

c) Cross-functional and relationship management skills; ability to foster relationships.

d) Excellent oral, written and presentation skills.

e) Extremely self-starting and able to drive agendas and objectives to completion.