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LexisNexis, a division of FTSE 100 RELX Group, is a leading provider of legal and tax information, data, analytics and software solutions to legal service providers around the world. In the UK, our customers include the majority of law firms, the bar and bench, local and central public sector, tax advisors and many corporate counsel. LexisNexis Enterprise Solutions (LNES) is the division of LexisNexis UK that provides Enterprise Software for the global legal market.
In a rapidly changing legal market our clients need access to new and smarter ways of working. Our vision is to be the Enterprise Software partner of choice for legal service providers who want to transform their business. To achieve this we provide tools to help tackle the quality, efficiency and profitability challenges that legal service providers face.
LexisNexis is investing heavily in building an integrated portfolio of enterprise software for the legal market.
We are evolving as a business from a mid-market-focused ‘SME’ to one which is targeting the needs of the largest legal service providers. We accomplish this through sustained investment in each of our market-leading solutions and by:
- Innovating great enterprise solutions to make them even better
- Relentlessly focusing on amazing customer experience
- Inspiring each other to build a high performing team
As we progress on this journey, we need to continue to improve the way we work, our processes and methodologies, and we are continually looking to augment our talent pool with high quality experience and expertise to help us evolve and adapt.
WHAT WE’RE LOOKING FOR
We’re seeking an experienced Product Marketing Manager to join the product group and work closely with Sales & Marketing defining our ongoing addressable market and world leading propositions.
Product marketing will be a key part of our evolution and strategy to disrupt and dominate the legal solutions market at the highest level.
OVERVIEW
The Product Marketing Manager will work above and across the LNES product portfolio, looking at the market, our competitors, our customers and defining the key go to market approach to support our strategic direction and growth.
You will guide a multi-disciplinary team across departments that is charged with a product line contribution as a business unit. This extends from increasing the success & profitability of existing products to evolving new products for the company. You will build propositions from existing ideas, and help to develop new ideas based on your industry experience and your contact with customers, the industry and prospects. You must possess a unique blend of business and technical savvy; a big-picture vision, and the drive to make that vision a reality. You must enjoy spending time in the market to understand problems and opportunities, and find innovative solutions for the broader market.
You must be able to communicate with all areas of the company. You will work with a Product Management counterpart on product planning and release requirements. You will work with Marketing Communications to define the go-to-market strategy, helping them understand the product positioning, key benefits, and target customer. You will also serve as the internal and external evangelist for your product offering, occasionally working with the pre-sales, sales, channel and key customers.
KEY SUCCESS CRITERIA
- Customer Satisfaction: We use the Net Promoter Score (NPS) methodology to measure customer willingness to recommend our offerings. This will form a key basis of if we are getting our offerings right to the customers
- Commercial Performance: This role will play a key part in the financial success of our solution and ensuring we are matching our technology to the market needs and creating compelling market propositions externally
- Organisational Impact: This role is the glue between our customers, proposition, product, sales and maketing and will be measured by the success of joining those together and aligning
RESPONSIBILITIES
Responsible for the outbound marketing activities for your products, crafting the messaging and positioning for products. You’ll conceive and develop innovative marketing programs that drive demand. Attention to detail and an eye for quality, along with the ability to grasp and translate technical capabilities into benefits is crucial. In your role as a Product Marketing Manager you will be the expert in buyers, how they buy and their buying criteria and will transfer that knowledge to the sales channel.
- Specifying market requirements for current and future products by conducting market research supported by on-going visits to customers and non-customers
- Driving the success of a solution across teams (primarily Marketing Communications, Pre-Sales, Sales and Operations) through market requirements, win/loss and competitive analysis, product pricing, and positioning
- Understand where and how products sit alongside other offerings – work with sales to develop packaging and up-sell opportunities by customer
- Evangelize product vision across our business, to our clients and our market
- Support our sales teams in high value engagements both customer and events
- Identify, monitor, anticipate and act on market and competitive insight and ensure benchmarking of our relative capabilities
GO TO MARKET POSITIONING
- Develop clear value propositions laser targeted to audience e.g. for our internal sales teams and customer segments
- Develop/suggest sales channel strategy and drive alignment of product line sales force, working closely with the Sales & Marketing Director
- Prioritise customer segments / needs to target
- Articulate value proposition and unique differentiators
- Develop pricing strategies & policies alongside Sales & Marketing
- Work with Marketing to prepare external and internal collateral and support sales team training & enablement
- Understand where and how products sit alongside other offerings – work with sales to develop packaging and up-sell opportunities by customer
- Work with sales to monitor product pipelines, understand barriers to sale and instigate activities to remove barriers
- Evangelize product vision across our business, to our clients and our market
- Support our sales teams in high value engagements
- Identify, monitor, anticipate and act on market and competitive insight and ensure benchmarking of our relative capabilities
SPECIALIST KNOWLEDGE REQUIRED
We would love you to have:
- Demonstrable experience of taking a new product/service to market and successfully managing ongoing roadmap
- Extensive experience in delivering commercial enterprise software
- Familiarity with Lean, Agile and Pragmatic techniques
- Excellent customer interaction skills, plus demonstrable ability to establish credibility within the market
- Demonstrated your consistent focus on ensuring that the customer perspective is a driving force behind business decisions and activities; crafting and implementing service practices that meet customers’ and own organisation’s needs
- Good understanding of solutions sales models and ability to communicate product/service value and ‘story’ to customer facing teams
- A keen interest in enterprise solutions, software and technology
- The ability to operate from high-level articulation of customer value to detailed delivery of key requirements
- Proven ability to turn a vision into a market facing proposition
It would be nice if you have:
- Experience with Microsoft Dynamics and / or other ERP solutions
- Experience with productivity solutions
- Experience within the legal market and an understanding of the dynamics that are driving change
- Experience of working with Corporate clients / Professional Services markets
- International experience including US
- Business or Marketing degree
- https://jobs.theguardian.com/job/6531273/product-marketing-manager/
