Director, Product Marketing, AI Solutions

What You Will Own

Positioning and Messaging 

• Own positioning and messaging for Sophos' AI solutions portfolio, including the new and emerging categories where Sophos is defining the market. 

• Build the category narrative around AI-native cybersecurity defense, anchored in Sophos' position that AI handles scale and humans handle judgment and accountability. 

• Guide the AI-related messaging for the broader Sophos portfolio, ensuring consistency at every point. 

• Translate deep technical capability into clear, differentiated, channel-ready stories that resonate with security buyers, MSPs, and end customers. 

• Develop and maintain the messaging frameworks, value propositions, competitive positioning, and proof points that ladder to the broader Sophos narrative. 

 
Launch and GTM Execution 

• Lead end-to-end go-to-market planning for new AI solutions and category launches, from internal readiness through external announcement, partner enablement, and demand generation. 

• Partner with Product Management to shape launch scope, sequencing, and tiering decisions that align market readiness with product reality. 

• Build the asset library that powers each launch: pitch decks, solution briefs, web copy, video scripts, demo narratives, FAQs, battlecards, and partner playbooks. 

• Drive cross-functional execution with Brand, Digital, Channel Marketing, Sales Enablement, PR, and Events to deliver coordinated, high-impact launches. 

Channel and Sales Enablement 

• Equip the Sophos channel network (MSPs, MSSPs, resellers, VARs) to sell, position, and operationalize Sophos’ AI solutions with confidence. 

• Build enablement programs in partnership with Sales Enablement and Channel Marketing that meet sellers and partners where they are, from first pitch through technical deep dive. 

• Author the talk tracks, objection handling, and competitive positioning that frontline sellers and SEs need to win in AI-influenced deals. 

 
Market and Competitive Intelligence 

• Maintain a working point of view on the AI cybersecurity market, including category boundaries, competitive moves, analyst coverage, and where Sophos is uniquely positioned to lead. 

• Partner with Competitive Intelligence to track and respond to AI-related claims and product launches from established competitors and emerging entrants. 

• Brief the analyst research community (e.g., Gartner, IDC, Omdia, etc.) on Sophos' AI portfolio, with the goal of shaping category definition and positioning. 

 
Customer and Voice-of-the-Market 

• Build a feedback loop with customers, partners, and the field to test, refine, and validate messaging in-market. 

• Work with the Customer Marketing and Channel Marketing teams to develop the customer and partner evidence, including case studies, quotes, references, and outcome data, that proves the value of Sophos AI solutions. 

What You Bring

You might be a product marketer who’s embraced an AI-native approach to your craft, a product manager who has shipped and positioned technical solutions, or an AI builder who can tell a story as well as you can build. What matters is the combination of technical fluency, market instinct, and storytelling you bring to the role. 

 
Required 

• AI-native in how you work: you use AI as a default part of your daily workflow, not an occasional experiment, with fluency across frontier tools for research, competitive analysis, drafting, and synthesis, and the judgment to know when output is ready to ship and when it needs human rework.  

• 7+ years in roles that combine technical depth and market-facing communication: product marketing, product management, developer relations, founding or building AI products, or similar 

• Proven track record bringing new products or categories to market, whether through positioning, launch, or building the thing itself 

• Demonstrated ability to translate deep technical capability into clear, differentiated stories that land with buyers, partners, and the field 

• The ability to build the full launch asset library and the judgment to know what belongs in it: pitch decks, solution briefs, web copy, competitive battlecards, and enablement playbooks 

• Fluency in a channel-led model, or the ability to learn one fast, positioning and enabling through MSPs, MSSPs, resellers, and distributors as the operating model, not just the route to market 

• A bias for automating your own toil: you build lightweight tools, prompts, and workflows for repetitive work (campaign analysis, message testing, launch workflow automation) that make GTM teams measurably faster, and you share them across sales, channel, and marketing rather than keeping them personal. 

• Hands-on competitive instincts: you do primary research yourself rather than waiting for analyst coverage, getting into competitor trials, demos, documentation, release notes, and pricing and packaging pages, and you can tell what a competitor markets from what it actually ships. 

• A track record of turning competitive findings into positioning, battlecards, and objection handling that sellers use in live deals, and of keeping that intelligence current. 

• Sharp writer and communicator comfortable briefing analysts, enabling sellers, and presenting to senior stakeholders 

• Comfort operating in ambiguity, on short timelines, in a fast-moving market 

• This is a 100% remote role however willingness to travel on occasion is required  

 
Preferred 

• Direct experience marketing or building AI products, or a background at an AI-native company 

• Direct experience with AI security, MDR, XDR, SIEM, or other cybersecurity solutions 

• Working knowledge of the AI threat landscape, enough to hold a credible technical conversation 

• Established relationships with industry analysts (Gartner, IDC, Omdia) and a track record shaping category definition 

How we work with AI

At Sophos, AI is part of how we work every day. It is not a future state, and it is not a bonus skill. It is a tool we trust our team to use, and a capability we invest in together. 

In this role, that means using AI to move faster on competitive and market research, sharpen positioning and messaging, build and refine launch and enablement frameworks, draw insight from campaign and market data, and collaborate more effectively across a global organization. 

We are a cybersecurity company that sells AI-native defense. The most powerful thing we can do for our customers is live the same fluency we advocate for them. That means learning out loud, building together, and raising the bar for what marketing can be.