Smartsheet03.06.2026
Principal Product Marketing Manager — Vertical Industries
Bellevue
Обязанности
- 01Lead the strategic development of industry-specific value narratives, use case positioning, and sales-ready content for priority verticals (Manufacturing)
- 02Own the GTM narrative, ensuring positioning is grounded in quantified, defensible value claims
- 03Define positioning scope, including target segments, industry-specific buyer roles, KPIs, and competitor sets
- 04Validate buyer value levers and map them to Smartsheet's capabilities to demonstrate differentiated, quantified benefits
- 05Build vertical Value Impact Models and define the problem Smartsheet owns within each industry
- 06Develop cross-functional Adoption Plans and validate position hypotheses through direct buyer sessions
- 07Own ICP definition and target account prioritization for each priority vertical
- 08Maintain a current CAPDB to provide Sales, SDRs, and ABM teams with precise industry-specific targeting inputs
- 09Update targeting strategies based on win/loss data, market sizing, and field feedback
- 10Ensure the pod maintains a living, industry-grounded intelligence base for each vertical, including win/loss analysis
- 11Develop and maintain industry-specific buyer journey maps and TAM/SAM sizing by vertical
- 12Analyze the competitive landscape against category-specific alternatives
- 13Execute ecosystem mapping of vertical events, associations, analyst communities, specialist partners, and adjacent vendors
- 14Ensure each priority vertical is supported by a quantified Value Impact Model
- 15Capture productivity, risk reduction, cost savings, and compliance efficiency drivers meaningful to industry economic buyers
- 16Anchor C-suite conversations in recognizable industry terms such as clinical trial timeline compression or capital project governance
- 17Validate models with Customer Success and Professional Services by capturing before-and-after customer data
- 18Drive marketing adoption for each vertical value strategy
- 19Test position hypotheses through 1:1 sessions with industry buyers in target segments
- 20Conduct or commission competitive benchmarking studies specific to each vertical
- 21Produce messaging guides with copy blocks connecting industry-specific value statements to capabilities and customer proof points
- 22Integrate messaging into vertical campaign and launch planning
- 23Manage IC output to ensure each priority vertical has a complete, Highspot-ready sales play package
- 24Develop use case messaging guides and battle cards with discovery questions and talking points
- 25Create discovery slides, value-based proposal templates, and ROI calculators built from vertical Value Impact Models
- 26Oversee productized PS overlays and ensure all deliverables meet the Sales Ready quality bar
- 27Partner with Customer Success to validate vertical Value Impact Models through before-and-after customer stories
- 28Incorporate industry-specific benefits as KPIs within success plans and develop case studies using vertical messaging guides
- 29Synthesize win/loss analysis and competitive benchmarking to inform Product roadmap prioritization for vertical capabilities
- 30Define how Smartsheet orients to each priority vertical from a GTM architecture standpoint
- 31Develop channel and coverage strategies across vertical events, associations, industry media, and specialist partners
- 32Lead PS and implementation overlays to reduce time-to-value within regulated environments
- 33Provide critical vertical segment inputs to the Annual Operating Plan (AOP)
- 34Translate new product capabilities with vertical relevance into industry-specific outcome narratives
- 35Ensure field activation content is available on a predictable cadence
- 36Serve as the primary Product Marketing Manager (PMM) voice for assigned verticals during launch planning and go/no-go readiness reviews
Требования
- 01Deep industry curiosity and methodological discipline
- 02Ability to drive multiple complex workstreams in parallel
- 03Experience in product marketing, particularly in vertical industries
- 04Strong understanding of GTM strategies and sales enablement
- 05Experience with value strategy execution and positioning
- 06Familiarity with ICP definition and target account prioritization
- 07Experience with competitive benchmarking and market intelligence
- 08Ability to develop quantified Value Impact Models
- 09Experience with buyer journey mapping and TAM/SAM sizing
- 10Strong analytical and data-driven approach
- 11Excellent communication and collaboration skills
- 12Experience with cross-functional team leadership
- 13Knowledge of manufacturing industry workflows and challenges
- 14Experience with sales play development and enablement tools (e.g., Highspot)
- 15Ability to work with Customer Success and Professional Services teams
- 16Experience with ROI calculators and proposal templates
- 17Familiarity with regulated environments and compliance requirements
- 18Experience with Annual Operating Plan (AOP) contributions
Условия
- 01Full-time position
- 02Reports to Sr. Director, Customer Value
- 03Location: Bellevue, WA office or remote from anywhere in the US where Smartsheet is a registered employer
- 04Opportunity to work with cutting-edge AI and automation technologies
- 05Chance to lead strategic initiatives in a growing and innovative company