POSITION SUMMARY:
This position is responsible for marketing EMC Content Management & Archiving (CMA) products to and with software Independent Software Vendors (ISVs) to encourage them to incorporate EMC technologies in their applications in an Original Equipment Manufacturer (OEM) capacity, to build their solutions on EMC Documentum platforms/repositories, and to jointly market the combined products and services to selected customer segments. This role has worldwide responsibility.
OEM Marketing: To support our OEM initiatives, this position identifies market segments, identifies the product and service needs that are addressable by CMA offerings for each segment, and then identifies the specific ISVs in the segment that CMA would like to reach. In order to support CMA sales efforts, this position is responsible for steady development and production of sales tools (white papers, videos, etc.) that communicate the CMA value proposition and technical information to prospective OEM customers.
This position must be familiar with the entire CMA Product Portfolio and then work with the Product Marketing Managers who manage the products to generate OEM-specific marketing, sales support, and campaign-specific materials.
ISV Marketing: ISV marketing activities comprise working with our business development teams to identify potential “sell-with” ISVs, to recruit them to build their solutions on the CMA platform, and to promote our combined value proposition to potential customers. The role of ISV marketing is to identify target markets, articulate value propositions, plan outbound marketing activities and jointly execute the marketing programs in conjunction with the partner ISV, often using joint funds. This position will help educate both the CMA and ISV sales forces on the combined offerings, as well as provide provided information about where and how to sell the offerings.
Time Allocation:
50% OEM Marketing
30% ISV Marketing
20% Coordination, Communication, and Administration.
RESPONSIBILITES:
• Ownership of the overall ISV marketing strategy: CMA products to be sold through ISVs and to ISV OEMs
• Develop, deliver and drive overall messaging and positioning of the commercial and technical value of CMA products to ISV audiences
• Create or have created outbound marketing materials for ISV audiences (presentations, online content, press releases, emails, events, white papers)
• Manage other marketers as appropriate/needed, through direct, matrix, and influence structure
• Coordinate and execute program management activities as appropriate.
• Manage budget
• Interface with Press and Analyst Relations as the messaging and domain-expert on the embedding of CMA products
• Identify customer case studies necessary to support OEM campaigns and work through OEM Campaign Manager to secure completed stories from Studio E.
• Evangelize Documentum ISV success stories through traditional (press, events) and online (blogs, communities) channels to audiences including other ISVs, customers, press, and analysts.
• Produce OEM field enablement and training materials including playbooks and sales guides, competitor information, price analysis, and more.
REQUIREMENTS:
• Thorough understanding of the process of enterprise software marketing and sales, preferably with experience in Enterprise Content Management;
• Excellent written and verbal communication skills;
• Ability to clearly explain complex technical concepts;
• Willingness to travel: approximately 20 percent;
• Comfort presenting to customers and large groups;
• Ability to develop and execute successful marketing plans;
• Strong passion for and knowledge of software technology trends;
• Experience working with technology press, online journalists and bloggers;
• Results-oriented, output-oriented, gets lots done quickly and well.
EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace.
EMC does not accept unsolicited Agency Resumes. EMC will not pay fees to any third party agency or firm that does not have a signed "EMC Agency Fee Agreement."
