Sr. Director, Vertical Marketing and Programs

 •  Charter Com Denver, CO and 2 other locations

11 - 15 years experience  •  Telecommunications

Salary depends on experience
Posted on 11/24/17
Denver, CO
11 - 15 years experience
Telecommunications
Salary depends on experience
Posted on 11/24/17

Reporting to the VP of Product and Vertical Marketing, the Sr. Director of Vertical Marketing and Programs will be responsible for the development and tactical execution of our go-to-market plans in support of our four key verticals: Government (including state, local and federal), Education (K-12 and higher education), Healthcare and Hospitality. The go-to-market plans will contain the strategy for the vertical (along with any applicable sub-verticals) and include detailed tactics to support our market development efforts. 

 

The candidate will also be responsible for the programs that support the selling efforts of the vertical sales teams. This person will lead a team of vertical marketing managers and vertical program managers to build and execute these marketing plans and manage applicable programs like E-rate and various USAC funding programs. They will work closely with the Product Marketing team to translate our product messaging and value propositions into relevant vertical messaging and positioning. These products include: Internet access, Ethernet Services, Hosted Voice, Voice Trunking, Managed Services and Cloud Services. Equally important they will be the subject matter expert in regulatory and compliance needs related to the verticals. They will display industry and vertical thought leadership internally and externally, while working in partnership with sales management, the extended Enterprise Marketing team, executive leadership and others in the company to achieve the business plan. The ideal candidate will have experience in the enterprise network and cloud solutions space and be a proven results-oriented leader in vertical marketing and program management.

  

Key Responsibilities:

Develop and execute Vertical go-to-market plans

• Create the vertical strategies and the go-to-market plans to support them  

• Ensure plans and strategy focus on growing share of wallet from existing clients and penetrating into new customers (new logo customers also known as prospects)

• Build marketing plans to support key contracts, federal funding programs and other attractive market opportunities 

• Partner with the extended marketing teams for the execution of the go-to-market plans

Create and expand vertical programs

• Lead the development and expansion of vertical programs in the Government, Education, Healthcare, and Hospitality verticals 

• Manage the execution, oversight and compliance of E-rate, USAC, Healthcare Connection Fund, CA Connect Fund and similar programs

• Identify and develop new vertical programs based on market data and industry trends  

• Actively partner withsales teams to position Spectrum Enterprise as the provider of choice for vertical customers

Vertical Subject Matter Expert 

• Lead the development of content messaging specific to state and local government, federal government, K-12, and Higher Education, Hospitality and Healthcare marketplace 

• Represent the company at key industry events, industry forums and associations as the subject matter expert 

• Stay current with industry trends to ensure positioning of Spectrum Enterprise products/solutions remain relevant and competitive 

• Build and lead the team to supportsales initiatives by providing technology, product and operational program expertise/support

Compliance Management

• Facilitate adoption of FCC and USAC rules and regulations collaborating with Regulatory, Finance Ops and Sales 

• Participate in formal Lowest Common Price (LCP) pricing review process and member of Customer LCP Escalation Support Review Team (comprised of cross functional leadership from Regulatory, Finance Ops and Vertical Programs) 

• Design and deploy E-rate compliance sales training in conjunction with commercial design team/LMS. Provide product organization with unique requirements to meet the FCC regulations 

• Develop E-rate contractlanguage with legal as needed for E-rate clients 

• Provide SME support as primary interface between sales and specialized billing team to resolve E-rate related billing issues

Vertical Intelligence Tools

Enhance seller’s capability by having access to a wide variety of Industry specific mechanisms for lead generation and identification, negotiate and deploy key lead, revenue generating tools for the company that assist sales in prospecting/mining opportunities within their territories. Execute programs to launch, create awareness and visibility, establish baseline usage and increase engagement within the sales organization. Tools include, but not limited to: Funds For Learning (FFL), E-Rate Productivity USAC Tool and DigitalEducation Navigator

Candidate Profile:

The ideal candidate for this role will lead, develop, and maintain the vertical marketing strategy, supported by market research and competitive intelligence. The Sr. Director will understand both network and cloud services and will lead all vertical and program marketing initiatives including, but not limited to the go-to-market strategy development and execution. He/she will also be able to synthesize data from the external market place and understand customer needs to craft a unique value proposition for Spectrum products. He/she will lead the development of ideas, techniques and programs used to promote the company's products to our vertical audiences. In addition, he/she must have a proven history of delivering materials, messaging and content to drive successful quota attainment of direct field sales teams.

The candidate will be a successful expert who has created and executed marketing strategies, managedbudgets and led hands-on execution. Must possess strong, persuasive speaking skills with an ability to influence at all levels. He/she must also possess clear, strong and precise writing skills along with an ability to synthesize complex market and technology messages into insightful sales value drivers. Possess excellent leadership skills with the ability to extract high performance from team members.  

• 10-12years of progressive experience in marketingnetwork or telecom services to clients in Government, Education, Healthcare and Hospitality verticals (to include 5-7years of relevant leadership experience with building and growing a high performing marketing and program management teams) 

• Demonstrated leadership success in driving go-to-market programs through direct field sales teams

• Experience selling and supporting network and cloud services and solutions in the enterprise, national or vertical account arena

• Knowledge of vertical markets, customers, and internal capabilities to identify key target audiences and personas

• Strong interpersonal communication (verbal and written) and speaking skills

• Ability to gain buy-in and alignment across sales, product, operations, and executive stakeholders

• Strong collaboration skills within function, and across peer stakeholders

• Undergraduatedegreerequired. MBA preferred  

Travel Requirement- up to 25% 

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