| The Marketing Communications Manager, Business Development, is a key role focused on creating, managing and distributing messaging around the value proposition and positioning of fiber optic, WDM, Ethernet, Long Haul and IP products and will have ownership of all aspects of Marketing communications in the following areas:
This is an individual contributor role which involves significant interaction and collaboration both within the team and with other departments . In particular, with Product Development and Marketing, and the Regional Marketing team within the Sales organization to insure all Product collateral is up to date, posted as well as consistently telling the firm's Story. Product Management and Marketing will be responsible for specific technical aspects and market positioning and in conjunction with Marketing Communications responsibility together insuring collateral has consistent look, feel and story line.
The emphasis of this position is the marketing communication aspect of the role around creating a “pitch” for each product for internal & external consumption and the ability to articulate a clear, differentiated value proposition.
Working with the various organizations, the development of Press Releases associated with Customer Wins, Technology or Product milestones or launches etc. This position will work with our Legal organization to insure all is proper.
Responsibility for the website and coordinating / developing all content and messaging.
Working with Executive Management in developing the firm's Message / Brand” story and insuring it is consistently delivered in all internal and external communications.
Responsible for developing service application case studies and white papers.
Responsible for developing executive speaker opportunities within the industry.
The Marketing Communications Manager, Business Development, will work in tandem with the Executive Director of Business Development, Regional Marketing Manager and Regional Sales Directors in order to identify and develop Brand Awareness for the Enterprise, Carrier and Indirect Sales Channels.:
• Agents
• Hardware Vendors;
• Hosting Partners;
• Collocation Partners;
• Data Center Partners;
• System Integrators
The Marketing Communications Manager will be the expert for products, with core technical competency in the following disciplines: Fiber Optic Products such as CWDM, DWDM and SONET, IP Services and Ethernet.
The Marketing Communications Manager will leverage their core product competency (feature-function-price-benefits) against competitive products (feature-function-price-benefits) and customer applications to measurably contribute to the revenue growth of the Referral and Agent Channels with integrated marketing approaches, report and follow up with measurable results.
Responsibilities:
•Develop Brand Awareness Internally and Externally;
•Provide input in Developing Standardized Products and Services with the Business Development Team, Partners and Regional Field Marketing Specialists;
•Develop and apply to the Referral and Agent channels:
1)Market specific data, product and application data and how it translates into network offerings to solve customer application needs;
2)Translate technical product specifications into business requirements to develop and deliver sales communications materials for specific markets;
3)Case studies;
4)Internal and External Presentations;
5)Growth trends - buying needs – 3 and 5 year plan;
6)Announcement of new products, network expansion.
•Product communications: includes developing & maintaining product collateral that describes, differentiates and positions each product for internal and external audiences. This includes producing sales collateral for each product and collaborating with Product Development and Marketing and Regional Marketing in distributing and managing it.
•Product visibility: developing product presentations that are conducive to being delivered at conferences and forums where applicability to a topic or theme may need to be considered. A successful candidate may also deliver such presentations. This also includes coordinating and managing participation in product competitions held by various industry organizations and interfacing with market analysts that produce industry market share/ rankings based on product-specific measures (e.g. number of Ethernet port in use, etc). This person will also collaborate with Product Development and Marketing to issue product and technology press releases.
•Competitive product analysis & positioning: this includes researching competitor products and developing market intelligence on the relative positioning of offerings. This includes the analysis of market research data and extrapolating specific measures. This also includes the relative positioning of different products and responsibility for product naming & categorization.
•Product launches: this person will be part of the team in developing new products and will be responsible, in conjunction with Product Development, for the communications aspect of a new product launch including sales communications & training as well as the creation & distribution of product collateral.
•Product training: this includes creating, managing and delivering product training on an as-needed basis to internal organizations including sales, engineering, finance, operations, etc… as part of initial product launch, to support new hires or as periodical refreshers.
•Product & technologist support: participating in the product development process with an eye towards market positioning and supporting the Technologists in conveying specialist technical concepts to a non-specialist audience.
•Additional Responsibilities:
1)Attend Channel Partner meetings to gather first hand intelligence relating to applications, network needs and technical impact from a market perspective;
2)Work with SE team to understand technical aspects of offerings and capture on-going market intelligence to package and position products to drive revenue attainment;
3)Support annual leadership meetings and channel partner meetings.
•The individual must comply with departmental and corporate internal controls and all internal controls processes;
•The individual must possess and employ the highest ethical and business standards and always conduct himself/herself with the greatest degree of professional integrity;
•Miscellaneous other duties and responsibilities as may be requested or required by management.
Requirements:
•Bachelor’s Degree desired;
•5+ years experience in Marketing Communications with a Telecommunications Company;
•This position has 1 direct report;
•Technology and market understanding of Optical/WDM, Ethernet & IP with the ability to elicit respect and credibility;
•Strong preference for telecom service provider background;
•Very strong written and verbal communications skills required—public speaking experience required;
•Travel at a minimum of 25%;
•Assist with yearly budgeting;
•Meeting with US Sales Teams, Partners and cross-functional Departments to discuss and develop marketing communications process and procedures;
•Meeting with Agents, developing collateral, training, automation of processes, promotions.
Other location that will be considered for this position is New Jersey. |
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