Sr. Sales Enablement Product Marketing Manager

Job Description

Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
Why work for IBM Systems Marketing?
Startups are exciting. That’s why we’ve never stopped. For over a century IBM has been a company of inventors and innovators. We power the most important industries on the planet
from the biggest banks to telecom to scientific research. Our IT infrastructure portfolio features the legendary Z mainframe, new AI-enabling servers and Gartner-ranked best in class Flash and Software Defined Storage. You may not know it but there's hardly a part of your daily life that isn't touched by an IBM Systems client.
You’re a marketing veteran with a strategic mind ready to form and roll out high-impact strategic initiatives. So, let’s talk about what you’ll do. At IBM Systems, you’ll invent things. A new way to tell a story. A smarter strategy. Better ways of working. You’ll be part of a top performing team who has fun, learns from failures and innovates every day. (You don’t get to be 105 years old another way.)
The IBM Systems team has first dibs on just about every cool pilot in the company. We're design thinkers who get to spend time honing new skills. We’ve changed the way IBM does marketing. Oh yeah, and we make mainframes – the Big Iron beneath the hood of just about everything big anyone’s ever done with data – and all the data storage and software that it takes to build the next gen IT infrastructure that can think, learn, predict, and compete in the cognitive era. For most, the future is coming. At IBM Systems, we're already delivering it.
If you like the idea of working on a legendary brand – yes, the one that invented the typewriter, the personal computer, the mainframe, and put a man on the moon – then come create with us and help amplify our voice.
IBM Systems leads in transformation. What we do for our clients, we’re doing for ourselves all the time: reinventing, learning what it takes to stay ahead of technological shifts and building what comes next. We’re good at change because we’ve never been afraid of it. If you’re the same, join us in our next big reveal.
About Your Role
The marketing enablement manager’s role is to help define messaging, drive sales enablement, feed campaigns, and collaborate cross teams to amplify IBM System’s value proposition. This role has a deep understanding of markets and buyers and will amplify the Systems business unit’s overall narrative, marketing priorities among IBM sellers, linking them across IBM connecting our story with other parts of IBM, specifically AI, Cloud, Data and Security, lead teams to uncover and capitalize on strategic opportunities and rapidly changing market conditions.
This role is a critical fulcrum for the team and will work cross-functionally, unifying and motivating peers across various roles within marketing and stakeholder organizations (e.g. product management, integrated marketing, communications, field marketing, sales).
Responsibilities include but are not limited to:

• Apply market and customer research data and insights about target personas, buyer needs and the purchasing decision process for the product to develop collateral and content
• Sales enablement. Ready our sales specialists to carry our message(s) to market with consistency and confidence through programs and curated sales content.
• Conduct trainings to ensure our internal and extended sales forces are fully supported.
• Work together with marketing peers and resources to produce relevant content for target buyers and help socialize among sales teams globally
• Collaborate with stakeholders across IBM Systems and stay in close communication with/present frequently to sales reps and sales leadership. Ability to break down complex concepts into extremely simple and clear terms for sales.
• Lead the co-creation of playbooks, sale rep emails, call scripts and contact cadences, leveraging industry best practices, to improve client engagement
• Develop the competitive comparison guide for use in positioning against similar offerings from competitors
• Communicate and help prepare sellers with the materials and knowledge of commercial product releases
• Develop customer references, testimonials and case studies for external and internal use
• Drive and help operationalize sales plays around product retention and upsell/cross-sell and/or collaborate with others in the marketing function
• Conduct/review interviews and perform ongoing analysis to determine the level of customer product understanding and integrate feedback into messaging and enablement materials
• Regularly elicit feedback from sales reps to better understand the current climate and build / optimize sales enablement materials to meet client needs.
• Monitor and report on the performance sales enablement initiatives, corresponding outcomes and communicate the results of these efforts
• Support coordination of global sales enablement roll-out and communications
• Demonstrated storytelling ability is a must: creating stories for inspiring customers and enabling our sales teams with product materials, demos and value-based narratives.

*Bachelor's degree, or equivalent years of experience required.

NBMBAA
Required Technical and Professional Expertise
• 10-15 years in high-impact product marketing roles • 5+ years preferred experience in technology or infrastructure hardware marketing with companies like Amazon Web Services, Cisco, Dell, EMC, Google, HP, Microsoft, major Cloud service providers • Gather insights and assess market opportunities through market, competitor and customer research • Proven success in creating value propositions and messaging strategies • Demonstrated storytelling ability: creating stories for inspiring customers and enabling our sales teams with product materials, demos, and value-based narratives • Ability to develop strategies for creating pipeline for new offerings as well as upsell, cross-sell and account-based marketing programs to grow existing relationships • Analyze information collected from win/loss interviews and pipeline behavior (conversion rates and velocity) to detect breakdowns in the marketing and sales process

Preferred Technical and Professional Expertise

• Certification in the SiriusDecisions Product Marketing and Management (PMM) Model

About Business Unit
IBM Corporate Headquarters (CHQ) team represents a variety of functions such as marketing, finance, legal, operations, HR, and more, all working together to solve some of the world's most complex problems, help our clients achieve success and build collaborative work environments for IBMers.
Your Life @ IBM
What matters to you when you’re looking for your next career challenge?
Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.
Impact. Inclusion. Infinite Experiences. Do your best work ever.
About IBM
IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.