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Head of Propositions Marketing

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Head of Propositions Marketing

Posted 28 days ago

  • Sector: Marketing
  • Expiry Date: 19 May 2024
  • Job Ref: J11798
Head of Proposition Marketing – ERP Division Join the Access Family and see how we make software ideas become a reality! Our core value of ‘Love Work, Love Life, Be You’ has been central to our success and so we’re looking for people to join us who share our passion for making things better every day and help us continue to grow. We are the number one UK headquartered software provider in the UK and are forecasted to grow to a global population of over 12,000 employees by 2026. What are we all about? At Access, we love software and how technology never stays the same. It's this obsession that drives us to work closely across sectors to understand the business needs of our customers - from the Hospitality sector, to Manufacturing industry, to Not for Profit’s to Construction, and many more. We're passionate about helping our customers stay one step ahead of the challenges facing their industry and business, currently helping over 60,000 customers to have the freedom to do more. Role Responsibilities: The Head of Propositions Marketing reports to the Director of Product Marketing and will identify and execute the delivery of new and changing propositions for our ERP product portfolio focussed on the sub-division Cloud ERP. We’re looking for an individual who brings commercial and customer-led thinking, with a structured delivery approach to drive fast-paced propositional excellence. To succeed, the role holder will be required to think and plan strategically as well as execute tactically, be flexible and multi skilled and undertake everything from strategic product planning, packaging and pricing analysis, building business cases and stakeholder management. Day to day the role holder will size the market opportunities, create, test and validate new propositions and coordinate their creation, working with cross functional go-to-market teams to take propositions to market. One day you’ll be assessing business data to identify commercial opportunities – like redefining their market position or creating new packages that can enhance revenue growth - and the next you’ll be designing exciting new customer-centric propositions which our broader marketing and sales teams will take to market. As part of the proposition design, you will be expected to create the commercial targets and customer experience KPIs, and measure the success of propositional campaigns post-launch. Your role doesn’t stop there, and you’ll be a key pillar in the broader business. You will support and brief our GTM product marketers to coordinate and craft compelling messaging and positioning for our strategic products and support them in launching new solutions. You may also lead on launches depending on wider ERP priorities and GTM marketers’ availability. You will also provide senior management with regular assessments of our relative market position and the competitive strengths of our product portfolio, plus give ongoing commercial recommendations and support on ad hoc analysis. Despite working at pace, this role requires attention to detail and an eye for quality, along with the ability to grasp and translate technical capabilities into compelling customer benefits. Over time you’ll be an expert in our target audience, their buying behaviour and their buying criteria and will transfer that knowledge around the business. Using this knowledge and insight, you will be a key contributor to the division’s M&A strategy and will manage and articulate the value and positioning of the overall portfolio of products and services. Day-to-day, you will: • Carry out market analysis to identify the right segments for your existing and emerging product portfolio, developing into needs-based personas and go-to-market recommendations. • Ensure your portfolio of existing and new products achieve their divisional targets, carrying out analysis to understand performance and use this to feed your roadmap. • Develop product propositions (including developing business cases), positioning and messaging for customers and prospects which create commercial impact and competitive advantage. • Review your existing portfolio for opportunities to refine the packaging and pricing, to fuel growth. This also means staying close to performance over the entire portfolio to understand where prop refreshes are needed and/or revisions in GTM activity. • Work with the product team to design the optimum customer journey pre and post usage. • Own the articulation of the product portfolio’s value to help positioning and organisational focus.  Use this expertise and insights of your target market buyers to design and advise on the execution of sales enablement strategies and go to market planning. • Strategic go to market planning – work with the GTM Product Marketers, Product Management team and Marketing colleagues to design the optimum go to market approach for each new product or core feature launch. • Product launch – work with GTM Product Marketers to coordinate the planning of new product launches and releases and as required, manage the cross-functional readiness of the business to handle the new product and deliver and execute the product marketing aspects of the launch including all sales enablement and coordination with marketing. On an ad-hoc basis you will: • Input into pricing strategies – doing your own research where possible to form recommendations. • Provide market intelligence: be the expert on your buyers, how they buy and their buying criteria; on our competition and how to win against them; and on communicating this information to key stakeholders internally. This may include running market research to bake your portfolio recommendations in customer needs. Your skills and experiences might also include: • You’ll be a strong leader with trading/commercial experience combined with proven software product and proposition marketing experience, preferably in B2B software products. We’re looking for demonstratable history of owning the proposition strategy and roadmap and executing strong product propositions. • You’re CV will reflect a high degree of product marketing technical expertise and business acumen with a demonstrable track record of delivering a robust and appropriate product marketing journey for multiple product types. Experience working in a consulting environment is a bonus. • You’ll be able to showcase past successes working in a high growth business, with clear understanding of a complex B2B organisation but an entrepreneurial mindset of navigating to deliver at pace. • You’ll have strong commercial acumen and deep consumer-centric thinking, with a flair for connecting data to behaviour. • You’ll be highly analytical, with strong ability to review data and turn it into insights and recommendations. • You’ll be hungry for accountability, with the tenacity and commitment to deliver results a natural way in which you do things. • Your experience will show that you’re a self-starter and team player who has the ability to lead and motivate a cross functional team, particularly under time and resource pressure. • We’ll witness your ability to motivate senior management and convince them of the value of specific product marketing initiatives and justify the investment and direction needed. • You’ll have exceptional communication skills, for example confidently being able to sell a vision to stakeholders or succinctly translate technical information into business benefits. • Your working style will be adaptable and flexible but one that thrives in an agile and dynamic environment, backed up by strong project management skills. Performing in a high-intensity environment with challenging deadlines will come naturally. • You’ll be a reputation as a thought leader, showing awareness of technology trends and knowledge of external influencers. • Ultimately we’re looking for someone who can demonstrable an ability to balance high quality strategic thinking, coordination of a cross functional team, resolving issues and blockages while at the same time delivering and executing product marketing tasks. Qualifications: • Education: Bachelor’s Degree required, MBA preferred • Proven professional B2B experience and ideally in the software technology industry • Proven experience in marketing and product marketing roles, and or product management • Experience working at a consultancy is preferred • Proven experience leading project teams and multiple stakeholders within multi-division and matrixed structures What does Access offer you? We are a growing software company, and we deliver on what we say we do! We take the development of our people very seriously and we will work with you to carve out your success plan and an opportunity to accelerate your career and make a real difference. On top of a competitive salary, our standard 25 days holiday (which goes up the longer you’re with us), and a matched pension scheme you’ll also be able to choose from a range of benefits to suit you. We pride ourselves on being an organisation that gives back so you’ll also have a charity day you can take to support something that matters to you. At Access we’re all about helping everyone Love Work and Love Life. Why? Because we believe people can only be their best when they can be themselves. So, if you are excited about this role, but your past experience doesn’t match perfectly, we’d still love to hear from you. You might just be who we are looking for. We love the fact that we’re all different. We believe by having more diverse perspectives at work improves how we run our business, helps us to better support our customers, and when you think about it, it’s just more fun! What’s holding you back? Come and be part of our Amazing Access Family! Love Work. Love Life. Be You.