Principal Product Marketing Manager - IIS

Accountabilities

• Own and develop the positioning, value propositions, messaging architecture, proof points, and repeatable marketing materials for the in-house IT and security segment, addressing its key buyer personas and industry verticals.

• Conduct ongoing market research, competitive analysis, and buyer insights to refine segment strategies and strengthen go-to-market effectiveness.

• Represent the voice of in-house IT and security buyers in product launches, roadmap discussions, and strategic marketing decisions, ensuring solutions address their specific challenges and priorities.

• Collaborate with product marketing colleagues to adapt portfolio and platform messaging, content, and resources to the needs of the target audience and relevant industries.

• Partner with Campaigns and Growth Marketing teams to translate audience insights into effective demand generation initiatives, including nurture campaigns, outreach programs, livestreams, buyer guides, industry-specific content, competitive comparisons, and business-case tools.

• Develop compelling mid- and bottom-of-funnel marketing assets, including demo narratives, sales materials, and conversion-focused content that supports pipeline growth and business development.

• Equip Sales Development Representatives (SDRs), Account Executives (AEs), and Customer Account Managers with effective sales enablement resources, including talk tracks, discovery questions, objection-handling guides, and relevant content.

• Support channel partners by developing industry-specific content, competitive battle cards, and core messaging used to train value-added resellers (VARs) and distributors, in collaboration with Channel Solutions Engineers.

• Collaborate with strategic technology alliance teams to develop and refine partnership positioning and marketing content, highlighting how integrated solutions help customers maximize the value of their existing technology investments.

• Leverage AI tools to create repeatable workflows for market research, buyer analysis, and content development, ensuring all outputs are carefully validated for accuracy, relevance, and quality.

• Continuously evaluate marketing performance and refine messaging, enablement, and demand generation strategies to improve engagement, pipeline contribution, and business outcomes.

Requirements:

• At least 6 years of product marketing experience, including 3 or more years in B2B cybersecurity software, with a proven track record of delivering measurable marketing results.

• Demonstrated experience marketing to in-house IT and security professionals, ideally within small and midsized business environments.

• Strong understanding of buyer behavior, including customer pain points, purchasing triggers, buyer personas, decision-making processes, and desired business outcomes.

• Ability to translate complex technical cybersecurity concepts into clear, compelling messaging that resonates with both business decision-makers and technical practitioners.

• Hands-on experience collaborating with Campaigns or Growth Marketing teams to develop demand generation programs, nurture campaigns, and content initiatives that contribute to pipeline growth.

• Proven experience working closely with sales teams and channel partners, including value-added resellers (VARs) and distributors, to support market penetration and revenue generation.

• Strong strategic and analytical skills, with the ability to use market research, customer insights, and performance data to inform positioning and go-to-market decisions.

• Excellent communication and storytelling skills, with the ability to develop persuasive messaging and create effective marketing and sales enablement materials.

• Strong stakeholder management and collaboration skills, including the ability to balance competing priorities, communicate a clear point of view, and challenge recommendations constructively.

• Ability to move comfortably between strategic planning and hands-on execution in a fast-paced, evolving business environment.

• Practical experience using AI tools to streamline research, market analysis, and content creation, combined with the judgment to assess, validate, and improve AI-generated outputs.

• A proactive, results-driven mindset, with a strong focus on continuous improvement, accountability, and measurable business impact.

Benefits:

• Competitive annual base salary ranging from $180,000 to $210,000, depending on experience and qualifications.

• Additional performance-based bonus opportunities.

• Equity participation through stock options available to all full-time employees.

• 100% remote working environment, with a remote-first culture established since 2015.

• Generous paid time off, including vacation days, sick leave, and paid holidays.

• 12 weeks of paid parental leave.

• Comprehensive medical, dental, and vision insurance plans.

• 401(k) retirement plan with a 5% employer contribution, regardless of employee contribution.

• Life and disability insurance coverage.

• One-time $500 home office reimbursement to support the setup or upgrade of your remote workspace.

• Annual allowance for education, training, and professional development.

• Monthly $75 digital reimbursement to support work-related expenses.

• Access to the BetterUp platform for personal development, professional coaching, and career growth.

• Inclusive and supportive company culture that values diversity, individual perspectives, and equal opportunities for professional success.