GTM Product Manager

Introduction
Ready to re-imagine the product management role?  At IBM, as an Offering Manager, you are responsible for the full lifecycle of an offering: from validating need to determining the business model and defining the solution requirements. Going beyond the traditional focus of timetables and budgets, you use your keen insights into what customers want in their own business plan - and work across disciplines to build the best solutions to a problem. If being the CEO of your offering excites you, consider an offering management career at IBM.

Your Role and Responsibilities

Build and own sales motions and tactics for the Guardium portfolio per geo/industry/etc. Cadence the local geos, channel teams, etc. on a regular basis, with the WW Sales lead, for sales motions. Maintain the sales call per route to market, identify and help resolve sales challenges per route, and collaborate with the cross-functional team to get to resolution,
Working with the Product Marketing and Product Management teams, the GTM PM is responsible for all materials, messaging, release collateral and GTM enablement activities for the Guardium portfolio.
The GTM PM will work as part of a team of PMs ensuring that outbound communications - particularly around new product releases - are coordinated and aligned with a common theme and message that support IBM Security sales motions, competitive positioning, and market direction. In this roll, the GTM PM will co-ordinate with product marketing and sales enablement to develop a timetable of internal and outbound awareness events and programs to drive awareness and supporting sales material. This Product Manager will be the primary focal point working with our Business Partner/Ecosystem sales and CSM teams for any help/assistance needed to meet targets on new signings, expansion, and renewals. The GTM PM will drive regular cadence to track progress against and assist coordinating cross-functional activities across marketing, sales, csm, business partner, marketing, and product teams in identifying bottlenecks and helping to resolve them.

Specific responsibilities include:

• Owning and maintaining all sales and GTM materials including client presentations, value proposition, trials, demo, etc..
• Maintaining and updating seismic content with other PMs, marketing, and sales enablement.
• Leading the charge (with WW Sales lead) to generate Win Wire and get as many win wires as possible turned into client references.
• Development of a GTM plan of activities including announces, webinars, enablement (internal and partners).
• Liaising closely with sales enablement, sales, and product marketing teams.
• Cadence with sales and csm to track business performance against targets.

Required Technical and Professional Expertise

• Excellent written and verbal communication skills; comfortable with public speaking and acting as an authority/SME on the solution domain.
• Previous product marketing experience crafting messaging, content, collaborating with sales and product management.
• High-level understanding of Data Security and adjacent spaces.
• Ability to drive collaboration across multiple stakeholders and synthesize a unified point of view by leveraging feedback and input from experts across multiple functions (products, consulting, expert labs, marketing, product management, sales, tech sales, sales enablement, etc).
• Ability to work across IBM business units (such as Data & AI, z, Cloud, etc) as needed.

Preferred Technical and Professional Expertise

• Deeper knowledge of data security and data security use cases and requirements.
• Experience working with customers and sellers to lead and produce customer references.
• Experience with creating and delivering successful sales enablement material.