The Opportunity

The Senior Product Marketing Manager will play a critical role in translating Merlin Group's technology, cybersecurity, cloud, AI, and mission-focused solutions into compelling market propositions that drive awareness, engagement, pipeline, and growth.

Reporting to the Director, Product & Solutions Marketing, this role will own product marketing initiatives across selected solutions and market segments, including positioning and messaging, competitive intelligence, customer and market insights, sales enablement, go-to-market planning, and developing high-impact marketing content.

The Senior Product Marketing Manager will serve as a connective tissue between Technology Partners, Sales, Marketing, Labs, and Leadership, ensuring that Merlin's solutions are clearly differentiated and consistently positioned around customer needs and mission outcomes.

The ideal candidate is a strategic thinker and strong storyteller who can move comfortably between market analysis and hands-on execution. They understand complex technology and can translate technical capabilities into clear, differentiated value propositions for federal, defense, intelligence, and regulated commercial audiences.

Primary Duties & Responsibilities

Product Positioning & Messaging

• Develop and maintain differentiated positioning, messaging, value propositions, and key messages for assigned products, solutions, and capabilities.
• Translate complex cybersecurity, cloud, AI, and technology concepts into compelling customer-focused narratives.
• Collaborate regularly with PMM counterparts across Merlin's technology partner community to create joint messaging and positioning statements, source documents, and external collateral.
• Develop messaging frameworks and detailed messaging source documents tailored to different buyer personas, industries, agencies, mission areas, and stages of the buyer journey.
• Ensure consistency of product and solution messaging across campaigns, website content, presentations, proposals, collateral, events, and sales materials.
• Generate engaging solutions messaging for field events that drives customer attention, mindshare and adoption across featured solution areas.
• Partner with the Director of Product & Solutions Marketing to establish messaging architecture across Merlin's broader portfolio.

Go-to-Market Strategy

• Develop and execute go-to-market plans for new and existing products, solutions, partnerships, and strategic capabilities.
• Partner with Product, Business Development, Sales, and Digital Marketing to translate product strategies into market-facing programs.
• Identify target audiences, buyer personas, use cases, customer pain points, competitive differentiators, and compelling reasons to buy.
• Support launches and major solution announcements with coordinated messaging, content, campaigns, sales enablement, and internal communications.
• Identify opportunities to increase adoption, cross-sell, and expansion of Merlin's solutions across priority markets.

Market & Competitive Intelligence

• Conduct market, customer, industry, and competitive research to identify trends, opportunities, threats, and emerging customer needs.
• Develop competitive intelligence and battlecards that help Sales and Business Development effectively position Merlin against alternatives.
• Monitor evolving cybersecurity, AI, cloud, federal technology, and mission trends and translate relevant developments into actionable marketing strategies.
• Develop insights that inform product strategy, positioning, campaign priorities, and business development efforts.
• Partner with internal stakeholders to capture customer feedback and incorporate market insights into product marketing programs.

Content & Thought Leadership

• Lead the development of high-value product marketing content, including solution briefs, white papers, case studies, presentations, battlecards, web content, FAQs, sales tools, and executive materials.
• Work with Communications and subject matter experts to develop thought leadership that establishes Merlin's credibility in priority technology and mission areas.
• Develop customer-centric stories that connect Merlin's capabilities to measurable mission and business outcomes.
• Collaborate with Digital Marketing to translate product messaging into campaigns, demand-generation programs, webinars, events, and other customer engagement activities.

Sales & Business Development Enablement

• Develop sales enablement materials that clearly articulate solution value, differentiators, use cases, competitive advantages, and customer outcomes.
• Partner closely with Sales and Business Development teams (including Technical Practice Areas and territories) to understand pipeline priorities, customer objections, capture opportunities, and field requirements.
• Participate in sales meetings, customer engagements, industry events, and other activities to gather market feedback and strengthen solution positioning.
• Equip customer-facing teams with timely, actionable messaging and content for priority accounts and opportunities.
• Support proposal and capture teams with product and solution messaging when appropriate.

Cross-Functional Collaboration

• Serve as a key marketing partner to Technology Partners, Sales, Marketing, Labs, and Executive Leadership.
• Establish strong working relationships with technical subject matter experts and translate their expertise into customer-ready messaging.
• Collaborate with the Director of Product & Solutions Marketing to prioritize the product marketing roadmap and ensure alignment with Merlin's broader marketing strategy.
• Work effectively in a fast-paced, entrepreneurial environment where priorities may evolve rapidly.

Measurement & Optimization

• Establish and monitor product marketing KPIs tied to awareness, engagement, pipeline contribution, sales enablement adoption, and business outcomes.
• Analyze campaign, content, market, and customer data to identify improvement opportunities.
• Use performance insights and stakeholder feedback to continuously refine positioning, messaging, content, and go-to-market programs.
• Communicate product marketing progress, insights, and recommendations to marketing and business leadership.

Qualifications

Required

• Bachelor's degree in Marketing, Business, Communications, or a related field.
• 7+ years of B2B product marketing, product management, solutions marketing, or closely related experience.
• Demonstrated experience developing product positioning, messaging, go-to-market strategies, and sales enablement programs.
• Experience marketing enterprise technology, cybersecurity, cloud, AI, SaaS, or federal technology solutions.
• Ability to understand complex technical concepts and translate them into compelling, customer-oriented value propositions.
• Strong writing, storytelling, presentation, and communication skills.
• Demonstrated ability to collaborate effectively across Product, Sales, Business Development, Marketing, Communications, and technical teams.
• Experience conducting market research, competitive analysis, and customer/industry analysis.
• Strong project management skills with the ability to manage multiple priorities and deliverables simultaneously.
• Highly analytical and able to use data, customer insights, and market intelligence to inform marketing decisions.
• Ability to operate strategically while being comfortable developing content and executing programs directly.

Preferred

• MBA or advanced degree
• Experience supporting U.S. Federal Government, Defense, Intelligence Community, or regulated commercial markets.
• Experience with Salesforce, HubSpot, Google Analytics 4, LinkedIn Campaign Manager, and other modern marketing technology platforms
• Familiarity with federal procurement cycles and GovCon marketing.
• Experience managing marketing agencies and vendor relationships.
• Knowledge of AI-powered marketing technologies and automation tools.
• Active U.S. security clearance or ability to obtain one.

Key Success Metrics (First 12-18 Months)

• Establish clear, differentiated positioning and messaging for assigned Merlin products and solutions.
• Develop and execute effective go-to-market plans for priority products, solutions, and market opportunities.
• Increase adoption and utilization of product marketing and sales enablement materials by Sales and Business Development.
• Improve the quality and consistency of Merlin's customer-facing product and solution messaging.
• Develop competitive intelligence and market insights that strengthen sales, capture, and business development efforts.
• Increase engagement with priority solution content, campaigns, events, and thought leadership.
• Demonstrate measurable contribution of product marketing programs to qualified pipeline and revenue opportunities.
• Establish a repeatable product marketing process for launches, messaging, enablement, competitive intelligence, and market feedback.
• Build strong cross-functional relationships across Product, Sales, Business Development, Digital Marketing, Communications, and leadership.

Benefits & Perks

We want to empower and inspire employees to be and do their best. Our workdays are dynamic, collegial, and fun. Our office features multiple places to work unconstrained by typical office barriers. Our wellness package provides access to an on-site gym and includes medical, dental, and vision insurance along with options for FSA and EAP. We offer 401(k) with employer match, unlimited PTO, and a culture respectful of the reality that not everything in one's personal life is guaranteed to happen only after hours.

www.themerlingroup.com