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.