Senior Product Marketing Manager, Prospect Sales

The ideal candidate for this role has the ability to:

• Inform GTM strategy — including product positioning, pricing, and packaging — and our product roadmap by executing effective market and competitive research
• Bring our differentiators and value proposition to life by developing foundational product narratives that combine crisp storytelling, compelling visuals, and data
• Increase win rates by tailoring base positioning and sales assets to specific client audiences for high-priority sales opportunities
• Deliver results in complex, cross-functional projects through effective prioritization and collaboration across teams

Responsibilities: Market Research & Competitive Positioning:

• Monitor the market and conduct comprehensive market research to identify trends and ensure a deep understanding of our buyers
• Conduct competitive intelligence gathering and analysis, including documenting details on feature sets and pricing to develop clear competitive positioning and messaging that differentiates our offerings
• Collect, synthesize and share meaningful market insights, creating a closed-loop feedback cycle between sales/account learnings and the GM/product teams

Responsibilities: Sales-focused Messaging, Positioning & Enablers:

• Partner with the Senior Manager, Product Marketing to provide compelling, data-driven base messaging and sales assets — including pitch decks, one-pagers, member stories, and more — for specific customer segments including employers, health plans, and labor and trust
• Partner with Sales and Solutions Consulting to deliver tailored assets for prospect capabilities and finalist meetings to help win new logo opportunities
• Develop base proposal content and provide proposal support for specific new logo deals
• Own market-facing statistics in partnership with the analytics team to tell a powerful story about our product's value and impact
• Maintain impact analysis tooling to demonstrate quantifiable value for prospects, with partnership from Solutions Consulting, Analytics, and the General Management team
• Maintain internal Confluence pages related to assigned products and features
• Drive and partner on projects that increase team efficiency, and allow us to operate at increasing scale

Key skills:

• Research & Strategic Insights: We are looking for a proven ability to conduct market research and perform competitive analysis to inform positioning and GTM strategy. This requires going beyond just compiling information — the Senior PMM also needs to shape strategic and tactical recommendations based on the research (e.g., based on what we learn about a competitor, how should we update our talking points / positioning to beat them in head-to-heads? What are the possible effects to help inform our GM team's thinking on pricing and packaging? What information should we feed to the Product team to help prioritize our roadmap?)
• Storytelling & Asset Creation: You will need to be able to help shape our product positioning and must be eager to tell the most compelling story that ensures we stand out from the competition and positions us to win in the marketplace. This also includes tailoring base messaging and visuals to a particular prospect audience. This requires 1) a deep understanding of our products/packages and the member/buyer pain points we address, 2) the ability to tell a crisp, client-centric, data-driven story, and 3) experience creating high-quality sales collateral, including presentations, proposals, and other enablement materials with proficiency in either the Google or Microsoft suite of products.
• Quantitative Acumen: We are looking for someone who can think through the value story of our products and seek out data that will help deliver on that. They also have the ability to interpret complex data, extract key insights, and tell a compelling story using statistics. This includes researching and leveraging third-party statistics, maintaining our impact analysis ROI tooling, and working with the IBEX team to shape analysis and determine how to bring the results into our messaging and positioning.
• Project Management & Organization: This person is going to need to manage multiple initiatives simultaneously – a combination of longer term and quick turnaround projects, which will often overlap, requiring the ability to effectively prioritize and manage individual tasks as well as cross-functional support.
• Relationship Development: This work is highly collaborative, and this person needs to cultivate strong relationships with many internal stakeholders to be able to effectively work cross-functionally to meet the business needs and help our company grow.

Required Qualifications:

• 3+ years of experience in healthcare.
• 7+ years of experience in product marketing, with a strong focus on prospect sales enablement and new logo acquisition.
• 2+ years experience conducting market research and competitive analysis.
• 2+ years experience with product positioning, messaging, and data-driven storytelling.
• Analytical skills with the ability to interpret complex data, extract key insights, and tell a compelling story using statistics.
• Demonstrated experience in creating high-quality sales collateral, including presentations, proposals, and other enablement materials.
• Strong project management skills, with the ability to manage multiple projects concurrently and meet tight deadlines.
• Highly organized and detail-oriented with a proven track record of delivering results in a fast-paced environment.
• Proficient in using the Google and/or Microsoft Suite of products.
• Strong interpersonal skills and a proven ability to build relationships and work effectively cross-functionally with sales, product, and other teams.
• Demonstrate a deep understanding of our buyers' employee healthcare challenges and how to connect them to Included Health products and services that will deliver value.

Preferred Qualifications:

• Bachelor's degree in Marketing, Business, or a related field; MBA a plus.
• Experience selling complex products in the employer benefits space.

Physical/Cognitive Requirements:

• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
• Interact with leadership, employees, and members in an appropriate manner.