Senior Manager, Vertical Marketing at Blackbaud

| Austin
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As a Sr. Manager, Vertical Marketing in the International Market Group (IMG) at Blackbaud, your mission is to drive growth and engagement with our customers (and potential customers), while working across the organization to prioritize the product features demanded by our various markets. You will have the unique opportunity to join the newly formed International Growth Strategy team, which focuses on growing Blackbaud’s International business both organically and inorganically. Your role is primarily responsible for developing and executing the Go-To-Market strategy for the International Markets Group. This includes creating the market definition, value proposition, buyer profiles, packaging and offer creation, as well as sales enablement tools that ensure increased market share and customer retention.

As this role is primarily responsible for developing and executing the Go-To-Market strategy of multiple solutions within a broader portfolio and across 3 international markets, the Sr. Manager, Vertical Marketing will also focus on rationalizing the international value proposition and packaging. In addition, this role will manage an International Growth Analyst which will support the Go-to-Market activities, as well as support Long Range Planning and Business Case preparation.

The optimal candidate will also have the background or skills necessary to engage with R&D from a Product Management perspective. The ideal candidate is self-motivated and knows how to balance "thinking big" with "getting stuff done."

Developing and Execute the “Go to Market” strategy to achieve growth objectives for your vertical

  • Achieve and exceed annual sales targets for IMG
  • Create strategic marketing plan, including market sizing, segmentation, key plays and strategies for increasing market share and retaining/expanding existing customers.
  • Oversee the sizing and definition of market segments, understand the competitive dynamics of targeting, positioning, pricing, packaging and differentiation for assigned portfolio.
  • Sourcing and analyzing acquisition / partnership opportunities which align to the both market group and vertical strategies
  • Collaborating with executive management to develop vertical strategy including customer segmentation, product and various market strategies and develop pro-forma business cases to support strategy
  • Translate the positioning framework into actionable plans across the vertical with measurable results. Ensure consistent view of vertical and solid understand of each buying persona and the corresponding solutions to meet their needs.
  • Leverage deep understanding of key market segment strategies and the needs of our customers to establish a winning position assigned vertical within the competitive landscape.
  • Collaborate closely with Demand Generation to ensure sufficient volume of opportunities to meet pipeline coverage and sales objectives.
  • Ensure the design and create consistent sales toolkits for assigned portfolio to increase win rate.
  • Oversee content management of sales collateral for portfolio – and ensure effectiveness and consistency in messaging, and assessing the types of effective collateral
  • Ensure Partnership with Sales Enablement and Customer Success for front line sales and customer communications - partner across sales, solutions engineers, and marketing in ensuring effective communications that drive results.
  • Ensure leverage of our value proposition in developing content for: product differentiation presentations, competitor information, needs analysis, case studies, web content, and ROI benefits.
  • Develop go-to-market plan for new geographies and Tier 1 markets
  • Prepare the Tier 2 go-to-market “playbook” strategy for entry into new medium-sized market
  • Represent comprehensive view of opportunities and challenges for vertical to stakeholders across the business, including executives.
  • Effectively engage Marketing, Sales, Product Management, Partners, and Customer Success; liaise across various organizational levels to ensure the overall success of assigned vertical in the market.
  • Work with Product Management to drive roadmap investment strategy and ensure execution to meet vertical objectives.
  • Ensure that the organization is effectively equipped and collaboratively educated on our strategy to enable full achievement of revenue goals.
  • Leverage your reputation as a senior ‘market expert’ to partner with senior leadership and guide the short and long-term agenda for assigned vertical.

Experience and Skills

  • 7-10 years of software Product or Vertical Marketing experience and/or specific vertical expertise
  • Experience and a track record of driving adoption, growth and results
  • BS/BA required, MBA advantageous
  • Strong problem solving, analytical and mental acuity
  • Business savvy with proven ability to develop, promote, and execute a business development plan
  • Exceptional ability to write and create product content; able to write quickly and concisely for non-technical audiences; writing samples required
  • Proven influencing skills with top executives, working cross-functionally and with clients/prospects
  • Self starter, creative thinker, excellent listener and communicator
  • Strong affinity for sales team success, prior sales experience a plus
  • Proven marketplace relationship building skills with industry influencers, pivotal clients
  • Proven record of thriving in fast-paced and matrixed environment
  • Prior experience working with nonprofit software or services providers
  • Experience working for or volunteering with a nonprofit or nonprofit board experience

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Located in the Domain area, just steps from the Metro station and access to all that Austin has to offer!

An Insider's view of Blackbaud

What are some social events your company does?

We try to do at least one event per month that caters to all interest areas, whether that’s our Pinewood Derby, our May the 4th Be With You Movie Marathon or Progressive Potlucks, where employees tour the office to pick up different parts of the meal. We also championed having a float in the Austin Pride Parade this year for the first time ever.

Stefanie Greene

HR Manager

What kinds of technical challenges do you and your team face?

The biggest technical challenge has been around consolidating data across all of our various legacy applications. This has been as much about changing the culture and tearing down historical silos as it has been about the tech. We have made huge strides in changing the organization’s culture and moving it forward.

Steve Merritt

Senior Distinguished Engineer

How does the company support your career growth?

We have a very employee-focused environment. Our managers and team leads will often discuss career development strategies with us and offer opportunities to connect with people who can give us firsthand information about a role or experience. To help us be as successful as possible, they suit our strengths and the company's needs.

Kristin Nelson

Team Lead, Sales

How do your team's ideas influence the company's direction?

We have changed our fundamental offering from a software solution to a series of capabilities and analytics that have an immediate and measurable impact on customer outcomes. This allows our sales team to be highly consultative with clients, introduce them to a broader community and have confidence that the outcomes we promise will be delivered.

Brandon Phipps

VP of Sales and Market Development

What are some things you learned at the company?

It’s amazing how Blackbaud listens to each individual customer to cater to their needs and help them reach their goal. I have also always admired Blackbaud’s devotion to giving back to the social good and local communities. From employer-sponsored volunteer days to community grants, Blackbaud allows its employees to give back to our clients!

Andrei Rogers

Cybersecurity Engineer

What are Blackbaud Perks + Benefits

Blackbaud Benefits Overview

At Blackbaud, we know how important it is to have good, affordable health and group benefits
and a retirement program that helps you save for your future. That’s why we offer competitive benefits that
can provide protection, peace of mind, and savings. Whether it’s health care, income protection, retirement savings, or other benefits, we’ve got you covered!

Volunteer in Local Community
Helping good take over is fundamental to Blackbaud. It can be as simple and personal as contributing to low waste in the office or leading a food/toy drive or championing a volunteer activity.
Partners with Nonprofits
Friends Outside of Work
Eat Lunch Together
Intracompany Committees
Daily Stand Up
Open Door Policy
Team Owned Deliverables
Team Based Strategic Planning
Group Brainstorming Sessions
Pair programming
Open Office Floor Plan
Documented Equal Pay Policy
Dedicated Diversity/Inclusion Staff
Unconscious Bias Training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
The B-Healthy Incentive rewards our employees for participating in important wellness activities.
Retirement & Stock Options Benefits
401(K) Matching
Match Charitable Contributions
Child Care & Parental Leave Benefits
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
We recognize the need to balance work and life priorities. Starting off, we offer 4 weeks of paid time off, with up to 6 weeks for tenured employees.
Paid Volunteer Time
Paid Holidays
Perks & Discounts
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Blackbaud recognizes that an educated workforce is a strong workforce. We offer ​a $3000 per year tuition reimbursement to assist with the costs incurred from continuing education.
Diversity Program
We are committed to creating a diverse and inclusive workplace (Recognized by Forbes in 2019) through cultural awareness and competency training programs, as well as Affinity group representation.
Lunch and Learns
Promote from Within
Mentorship program

Additional Perks + Benefits

Volunteer for vacation time earning an additional 3 days per year PTO.
Endless volunteer & community involvement opportunities.
Matching gifts for donations.
9 paid holidays
Inclusive work environment as recognized by as Top Company for Women Technologists.