Product Marketing Director

Strategic Position Summary:

The Product Marketing Director holds responsibility for the successful launch, adoption and market penetration of SciQuest's products in a vertical market segment - a position that is critically important to the profitability and success of SciQuest.

The Product Marketing Director is an externally focused subject matter expert for the vertical market segment and SciQuest product suite. The position will develop strategies and plans to ensure SciQuest will be successful in new vertical market segments. The position will size new market segments, identify targeted accounts, develop messaging/positioning, create customer-facing sales support materials and identify/prioritize industry analyst/association and business development opportunities.

The Product Marketing Director will lead cross-functional efforts within the company to ensure vertical market success. To accomplish this, the Product Marketing Director will need to foster strong peer relationships with the sales force, business development, product management, the professional services group and key customers/prospects. The Product Marketing Director will leverage internal resources for lead generation activities, including marketing campaigns and events, promotional and sales materials, and prospect-focused events such as webinars, executive briefings, and conferences.

Working closely with the sales force, the Product Marketing Director may also provide assistance, as needed for demonstration, proposal writing and subject matter purposes. They may also assist in scoping the customer solution, performing ROI analysis, interfacing with Professional Services to ensure proper positioning of our proposals, etc.

Key measurement criteria will be based on lead generation, pipeline growth & market segment revenue. This will be measured quarterly via activities that target quality and quantity of generated leads, improvements in the sales cycle, and ultimately net new closed business.

Tactical Responsibilities:

• Develop market segment strategy and plans
• Size and segment market vertical markets
• Develop, test and refine messaging and positioning statements
• Analyze competitive landscape
• Establish pricing
• Track and analyze results

Product Support

• Identify and prioritize product needs
• Participate in product launches
• Provide functionality recommendations to Product Management
• Oversee management and execution of focus groups
• Secure and oversee customer reference accounts

Sales Support

• Identify, prioritize and deliver sales support materials (e.g., ROI calculator)
• Produce head-to-head competition reports for sales
• Develop scripts for self running demos for the website and trade shows
• Assist when necessary in the preparation of proposals, RFPs, RFIs

• Identify account prospects through research and list/database purchases
• Track and report marketing and sales activities in Salesforce.com
• Manage relationships with industry analysts and associations
• In coordination with the Mar/Com Manager:
• Develop and deploy marketing campaigns
• Recommend and support analyst tours
• Recommend and support media tours
• Recommend advertising placement
• Secure speaking engagements
• Select and manage trade shows
• Develop and deliver events such as webinars, executive briefings, advisory board, etc.

• Oversee all marketing language for targeted market
• Oversee analyst calls and references
• Support production of all press releases
• Support the development all sales and marketing collateral
• Drive the product/segment's web site presence
• Develop scripted PowerPoint presentations
• Develop white papers and case studies

Position Requirements:

• Prior software and product/segment marketing experience is required (6 years minimum).
• Experience in the healthcare and/or state & local government verticals is preferred.
• Ability to be a cross-functional team leader and self-driven individual contributor is needed. Multi-tasking skills are essential.
• Excellent oral and written communications and strong public speaking skills.
• Bachelor's degree required in Business or Marketing. MBA preferred.
• Ability to travel up to 30% is required.