Director, Product Marketing – Governance & Lifecycle in Burlington, Massachusetts at RSA Security USA LLC

Director, Product Marketing – Governance & Lifecycle

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to rsa.com.

Identity governance and administration is a critical piece of an organization's security architecture. It is fundamentally about risk reduction: making sure the right people have the right access and nothing more, and with compliance more important than ever, it is central to an organization's security posture. RSA's Governance & Lifecycle solution is strong, available on-premises and in the cloud, and a growing part of the portfolio.

This role exists to make RSA's Governance & Lifecycle story sharp enough to win in a crowded, competitive market. The Director of Product Marketing for Governance & Lifecycle understands the identity governance buyer deeply enough to craft positioning that holds up against the leading IGA competitors, to arm sellers in the field and in front of customers, and to represent RSA with analysts, press, and influencers. They know what a CISO, an identity governance owner, and an audit and compliance leader each care about, and they can translate RSA's capabilities into a risk reduction case that is easy to buy and hard to discount. A core mandate of this role is to build and personally deliver the sales training, in partnership with the enablement team, that makes every seller able to spot, qualify, and win G&L opportunities.

This is a senior individual contributor role for a self-starting operator with a GM mentality. This role will obsess over G&L product performance, seller adoption, and competitive win rate, and constantly look for ways to support growth in the business.

Principal Responsibilities:

• Own RSA's Governance & Lifecycle positioning and narrative end to end, from the market message to the field tools to the external content that reaches CISO, identity governance, and audit and compliance buyers, defending the table stakes buyers expect while breaking through on the areas where RSA is differentiated.
• Build the messaging architecture, buyer personas, and buyer journeys for the G&L portfolio, from the CISO and identity governance owner down to the IAM administrator and the audit, risk, and compliance stakeholder, and keep them current as the market moves.
• Run competitive intelligence for the G&L portfolio: track how the leading IGA competitors are moving, maintain win/loss insight, and turn it into sharper positioning, competitive responses, and fast field reaction that helps RSA displace incumbents and defend its base.
• Lead go-to-market for G&L product launches: message, package, tier, sequence, and coordinate across product, demand generation, sales, and PR so releases land with impact.
• Partner with product to translate roadmap into a market story and to shape pricing and packaging so RSA's G&L offers are easy to buy, easy to expand, and hard to discount.
• Build and personally deliver the sales training and certification that make every RSA seller able to identify, qualify, and win Governance & Lifecycle opportunities. Working hand in hand with the enablement team, create and run the playbooks, discovery and qualification guides, talk tracks, demo narratives, objection handling, and competitive battle cards, and deliver them through live training sessions, workshops, and a certification that confirms sellers can carry the conversation on their own.
• Build relationships with Gartner and other industry analysts: brief them regularly, respond to inquiries, and shape how RSA shows up in the research buyers rely on.
• Talk to customers to get deep into what they know they need for governance and lifecycle, and surface the risks and opportunities they may not yet realize they have.
• Work closely with field CTOs to craft and tell RSA's Governance & Lifecycle stories, and present to customers and partners.
• Create the assets that make RSA's G&L solutions tangible and easy to sell: solution briefs, datasheets, demo videos, website and landing page copy, and other customer-facing content.
• Develop the thought leadership that keeps RSA credible on identity governance and compliance, and serve as a public voice: point-of-view pieces, contributed bylines, and the narrative backbone for conference sessions.
• Build the proof: case studies, references, and customer stories that show RSA's G&L claims are real, not roadmap.
• Measure what marketing and enablement produce: content usage, seller adoption and attach rate, pipeline influence, competitive win rate, and analyst standing, and iterate on what actually moves the number.

Skills:

• Command of the product marketing fundamentals: positioning, messaging, personas, segmentation, launch, competitive intelligence, pricing and packaging input, and enablement, with the writing and storytelling chops to execute all of it personally.
• A track record of shipping positioning and content that sellers actually used and buyers actually responded to, ideally in B2B security or enterprise software.
• Proven ability to build and personally deliver sales training and certification that measurably improved seller confidence, adoption, and win rate across a broad field organization.
• Meaningful time spent in identity governance, IGA, or the broader identity and access management market, with a working understanding of access certification, separation of duties, the joiner, mover, leaver lifecycle, and the audit, regulatory, and compliance frameworks these buyers must satisfy.
• Competitive instincts: the ability to read how established competitors are moving and turn it into differentiated positioning and fast field response in a mature, crowded category.
• A concrete point of view on how a challenger breaks through against entrenched incumbents, and the hands-on skill to produce that positioning and content personally, at speed, as an individual contributor rather than through a team.
• An AI-first way of working that meets modern buyers and modern sellers where they are.

Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact rsa.global.talent.acquisition@rsa.com. All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.