Institute of Industry Analyst Relations (IIAR) http://analystrelations.org The IIAR is a not-for-profit organisation established to raise awareness of analyst relations and the value of industry analysts, promote best practice amongst analyst relations professionals, enhance communication between analyst firms and vendors, and offer opportunities for AR practitioners to network with their industry peers. Tue, 24 Apr 2018 15:00:22 +0000 en-GB hourly 1 76177372 [JOB POSTING] Head of Analyst Relations (AR) / BAE Systems, London or Guildford, UK http://analystrelations.org/2018/04/24/job-posting-head-of-analyst-relations-ar-bae-systems-london-or-guildford-uk/ http://analystrelations.org/2018/04/24/job-posting-head-of-analyst-relations-ar-bae-systems-london-or-guildford-uk/#respond Tue, 24 Apr 2018 15:00:22 +0000 http://analystrelations.org/?p=232662 The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future. We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place.

Role summary

Reporting directly into the Chief Products Officer, the Head of Analyst Relations (AR) will be responsible for the overall strategy and success of the analyst relations programme across our cyber and data offerings, and manage some of the top relationships in the industry analyst community.

This position will help broaden visibility of the company, its strategy and core products and provide product management with strategic insight on products and services. It will also partner with the Sales Enablement organisation, assist in driving deals with analyst support, and collaborate with product and corporate marketing to ensure an ‘outside in’ approach to content.

The role can be based from our Guildford, Surrey or Southwark, London offices and will require periodic travel.

What you’ll be doing

  • Set strategic direction for the analyst relations programme, proactively give advice on positioning and tactics
  • Understand budgetary requirements across multiple firms, and assist in the direction and focus of spend
  • Develop and maintain trusted relationships with tier one analysts, driving placement in key reports (e.g. MQs and Waves)
  • Be a trusted internal partner with the ability to actively participate in analyst inquiries and briefings, provide feedback to spokespeople and stakeholders and share thoughtful notes with the wider team
  • Design and deliver strategy days with measurable impact on analyst perception, product messaging and product strategy
  • Work with product and content marketing to support campaigns and product launches, and understand the importance of ‘marketing back’
  • Understand and execute the fundamentals of a good analyst relations programme

What we’re looking for

Essential skills:

  • Demonstrable experience in analyst relations, or comparable experience in product marketing, product management etc. within a technology industry
  • Clearly understands technology and can abstract business / solution value
  • Experience in supporting sales, product, and / or marketing teams at a mid-to-large scale multi-geographical organisation
  • Able to prioritise in a complex, fast-paced environment
  • Confident in communicating with and counselling senior executives
  • Excellent analysis, communication and project management skills
  • Ability to multi-task and quickly prioritise projects, communicating these to stakeholders

Desirable skills:

  • Previous experience in cyber security via product or marketing programmes
  • Experience managing vendor evaluations (e.g. MQ or Wave)
  • Desire to grow with the team and take on additional responsibilities
  • Natural tendency to improve and take an innovative approach to AR
  • Bachelors’ degree or equivalent experience

Personal skills:

  • Organised, self-starter with a preference for action, high levels of attention to detail, desire to succeed
  • A strategic thinker, focused on ‘why’ and ‘so what’
  • Able to work in a dynamic environment, to short time scales within agreed budgets
  • Able to rapidly absorb knowledge of multiple verticals / domains and articulate company portfolio and differentiation to external audiences
  • Professional verbal and written English
  • Articulate and good presentation skills

Security Clearance is required for this vacancy. If you are not currently Security Cleared, you will need to be eligible for this and willing to go through the process. For more guidance on National Security Vetting please click here.

About BAE Systems Applied Intelligence

We help nations, governments and businesses around the world defend themselves against cyber crime, reduce their risk in the connected world, comply with regulation, and transform their operations.  We do this using our unique set of solutions, systems, experience and processes.

Our success is down to our people. The changing nature of our business means that we’re constantly looking for the brightest talent to help us fulfil our ambitions. As an experienced professional, we’ll entrust you with responsibility; this means that you’ll have client contact, variety and support from day one.

We’ll encourage and support you to develop your skills and reward you as you grow. Whatever your area of expertise, you’ll be much more than just a job title; you’ll be an integral part of the business where your individual contribution makes a difference every day. Great minds deserve great rewards, so we also offer a very competitive salary and benefits package.

Diversity and inclusion are integral to the success of BAE Systems Applied Intelligence. Staying competitive in today’s global marketplace requires an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds – the best and brightest minds – can work together to achieve excellence and realise individual and organisational potential. We also welcome discussions about flexible working.

To apply for this role Click here

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[JOB POSTING] Analyst Relations (AR) Specialist, BAE Systems / London or Guildford, UK http://analystrelations.org/2018/04/24/job-posting-analyst-relations-ar-specialist-bae-systems-london-or-guildford-uk/ http://analystrelations.org/2018/04/24/job-posting-analyst-relations-ar-specialist-bae-systems-london-or-guildford-uk/#respond Tue, 24 Apr 2018 11:58:23 +0000 http://analystrelations.org/?p=232656 The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future. We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place.

Role summary

Reporting directly into the Head of Analyst Relations (AR), the Analyst Relations (AR) Specialist will be responsible for supporting the execution of the analyst relations plan, owning specific tasks within the evolving data and digital capability programmes. We would like to find a high potential candidate who is keen to develop their skills and experience within Applied Intelligence, and can grow into and shape this role.

The AR function is designed to broaden market visibility of the company, its strategy and its core products, as well as providing product management and portfolio teams with strategic insight to support roadmap development. It partners with the sales enablement organisation, assisting in driving deals with analyst support, and collaborates with product and corporate marketing to ensure an ‘outside in’ approach to content. Achieving this results in access to senior management, and this a high level of insight into how the company is developing and the chance to help influence that.

This role can be based from our Guildford, Surrey or Southwark, London offices and will require periodic travel.

What you’ll be doing

  • Learning and executing AR best practice
  • Create, develop and maintain trusted relationships with tier one analysts, driving placement in key reports (e.g. MQs and Waves)
  • Coordinate and execute analyst engagement activities, including inquiries, briefings, strategy/advisory days, and in-person meetings at industry events
  • Become a trusted internal partner and share thoughtful, actionable notes from meetings with the wider team
  • Assist in the preparation of analyst briefing books and backgrounders, gathering pertinent research and social media activity
  • Work with product and content marketing to support campaigns and product launches, ensuring internal and external promotion of team successes
  • Feed into the development of the AR strategy for digital and data

What we’re looking for

Essential skills:

  • Excellent relationship management skills
  • Project management and organisational skills
  • Self-starter with a natural sense of ownership
  • Outstanding attention to detail
  • Clearly understands technology and can abstract business/solution value
  • Able to prioritise in a complex, fast-paced environment
  • Confident in communicating with senior executives
  • Desire to learn and grow with the role

Desirable skills:

  • Experience in managing multi-faceted projects, delivering on time and to plan
  • Desire to grow with the team and take on additional responsibilities
  • Natural tendency to improve and simplify processes where needed
  • Bachelors’ degree or equivalent experience

Personal skills:

  • Organised self-starter with a preference for action and a desire to succeed
  • Able to work in a dynamic environment, to short time scales within agreed budgets
  • Able to rapidly absorb knowledge of multiple verticals/domains and articulate company portfolio and differentiation to external audiences
  • Excellent  verbal and written English
  • Articulate and good presentation skills

Security Clearance is required for this vacancy. If you are not currently Security Cleared, you will need to be eligible for this and willing to go through the process. For more guidance on National Security Vetting please click here.

About BAE Systems Applied Intelligence

We help nations, governments and businesses around the world defend themselves against cyber crime, reduce their risk in the connected world, comply with regulation, and transform their operations.  We do this using our unique set of solutions, systems, experience and processes.

Our success is down to our people. The changing nature of our business means that we’re constantly looking for the brightest talent to help us fulfil our ambitions. As an experienced professional, we’ll entrust you with responsibility; this means that you’ll have client contact, variety and support from day one.

We’ll encourage and support you to develop your skills and reward you as you grow. Whatever your area of expertise, you’ll be much more than just a job title; you’ll be an integral part of the business where your individual contribution makes a difference every day. Great minds deserve great rewards, so we also offer a very competitive salary and benefits package.

Diversity and inclusion are integral to the success of BAE Systems Applied Intelligence. Staying competitive in today’s global marketplace requires an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds – the best and brightest minds – can work together to achieve excellence and realise individual and organisational potential. We also welcome discussions about flexible working.

To apply for this position click here

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[JOB POST] Senior Manager, Analyst Relations / OpenText, US or EMEA http://analystrelations.org/2018/04/19/job-post-senior-manager-analyst-relations-opentext-us-or-emea/ http://analystrelations.org/2018/04/19/job-post-senior-manager-analyst-relations-opentext-us-or-emea/#respond Thu, 19 Apr 2018 18:10:41 +0000 http://analystrelations.org/?p=232082
As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.

The opportunity:

Reporting to Sr. Director, Analyst Relation, this role will be the day to day contact for all analyst relations activity relating to ECM /Content Services (exact coverage areas TBC). This role will deliver frequent proactive engagement with tier-one industry analysts in an effort to educate and positively influence them about OpenText’s vision, mission and portfolio across specific OpenText Business Units. This role will also provide Product Marketing, Product Management and other senior executives with deep insights/recommendations from key influential analysts about: our offerings/strategies/messages, competitive differentiation, customer wants & needs and industry trends across specific OpenText Business Units.

You are great at:

• Working with product marketing, product management and other relevant teams to ensure effective use of analyst seat licenses, consulting days and events. Lead strategic and tactical AR planning activity across specific OpenText Business Units.
• Working directly with other AR managers, Product Marketing, Product Management, Corporate Marketing to align and deliver on key objectives and goals.
• Building and delivering strategic, results-oriented AR programs for OpenText, ensuring alignment with overall business goals.
• Leading all AR communications relating to OpenText M&A activity – working closely with relevant “sector” AR managers to ensure a clear message is delivered to analysts across the entire M&A timeline (announcement to post-close).
• Developing and implementing tactics and strategies to ensure analysts are apprised of key OpenText news, product strategy and customer wins specifically for ECM/Content Services Business Units (exact coverage areas TBC).
• Engaging and counselling appropriate spokespeople, including ELT, in an effort to establish and nurture relationships between OT execs/spokespeople and key analysts.
• Developing content for quarterly AR/CEO meeting.
• Building relationships and working effectively with a wide range of internal teams, including leadership, sales, product marketing, product development and corporate communications.
• Driving OpenText’s AR Sales Enablement programs.

What it takes:

• 5-10 years analyst relations experience in a related area of technology.
• Must have a detailed understanding of the ECM/Content Services Market.
• Ability to work with people in different departments (sales, marketing, product management, etc.).
• Excellent organizational, presentation, writing, and interpersonal skills.
• Must be creative and self-motivated.
• Bachelor’s Degree required.

For more information and to apply for this role Click here

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IIAR Webinar: A Discussion on Effective AR Measurement and Amplification http://analystrelations.org/2018/04/18/iiar-webinar-a-discussion-on-effective-ar-measurement-and-amplification/ http://analystrelations.org/2018/04/18/iiar-webinar-a-discussion-on-effective-ar-measurement-and-amplification/#respond Wed, 18 Apr 2018 19:44:11 +0000 http://analystrelations.org/?p=231985
On Friday May 4th at 08:00am PDT / 11:00am EDT / 16:00pm BST, IIAR member Gerry Van Zandt (LinkedIn@gerryvz) from the Oracle Analyst Relations team will host an interactive discussion about how AR can better measure results, and more importantly how AR can better utilize these results.
AR managers and leaders tend to be highly focused on maximizing their firm’s placement in key analyst competitive evaluations, and improving what analysts are saying about their firm to their end-user clients.
However, the process doesn’t stop there!  Often, AR misses the more important aspect:  How can we as AR practitioners and leaders get our hard-earned results into the hands of the right people?  The sales and marketing teams; customer prospects; and existing customers?  How can we leverage and multiply the benefit of key analyst research to support the teams out there winning sales deals?

During this call, Gerry will lead the discussion about the following topics:
  • The two parts to effective AR:  effectively measuring it, and effectively leveraging it
  • Being clear about your goals for AR measurement and amplification
  • Important AR measurement elements that you should consider
  • Strategies for multiplying effectiveness of and amplifying your AR results
Speaker background: 
Gerry is a long-time AR professional, with 28 years’ experience in the AR/PR/branding industry (nearly 20 years in AR roles). He has worked in analyst relations roles in the past for Intel, Hewlett-Packard Enterprise, and Oracle among other companies. A past board member of IIAR and IIAR-accredited AR practitioner, Gerry joined Oracle in early 2015 as cloud analyst relations lead.  A longtime advocate and enthusiast of proper AR measurement, Gerry in 2012 hosted an IIAR “case study” teleconference on how to create and implement an effective AR measurement program.
We hope you will be able to join us for this one-hour interactive discussion, which should be a full of useful tips and information for improving the success and effectiveness of your AR programs.
This call is free for all IIAR members, and non-members can pay £30.00 to attend. To reserve your place on the call and receive dial-in details and a link to download the presentation in advance of the call please click here
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[JOB POST] Director of Analyst Relations, Enterprise Software / ABB Inc. Boulder, Colorado, US http://analystrelations.org/2018/04/18/job-post-director-of-analyst-relations-enterprise-software-boulder-colorado-us/ http://analystrelations.org/2018/04/18/job-post-director-of-analyst-relations-enterprise-software-boulder-colorado-us/#respond Wed, 18 Apr 2018 17:52:58 +0000 http://analystrelations.org/?p=231960  

Are you ready to work with a purpose? At ABB, you can be sure you’re helping to create a better world and deliver solutions that touch the lives of millions. With a heritage spanning more than 130 years, ABB today is writing the future of industrial digitalization. Through its innovations driving progress for utilities, industry, transportation and infrastructure, ABB is helping to create a safer, greener, more productive and more collaborative world. ABB operates in more than 100 countries and employs around 135,000 people.

ABB is seeking an individual to build and manage an end-to-end analyst relations program for Enterprise Software, a global product group within ABB’s Power Grids division.

This individual will oversee both strategy and execution of a range of AR programs supporting the Enterprise Software business, meanwhile managing day-to-day interactions and cultivating relationships with a targeted but highly influential group of industry analysts and influencers.

Analyst relations plays a significant role in helping drive business results for Enterprise Software. This is a great opportunity for someone to lead this critical function in partnership with our product, sales and marketing executives and a growing number of colleagues across ABB’s US organization.

Core responsibilities include, but are not limited to:

  • Cultivating strong relationships with our community of analysts and influencers; establishing yourself as primary POC for Enterprise Software.
  • Working closely with senior marketing, sales and product management executives to develop and execute strategies that improve analyst understanding and perceptions of ABB Enterprise Software.
  • Regularly communicating valuable insights from analyst community (eg, market developments, emerging trends, key players) to internal stakeholders.
  • Managing outreach activities including analyst tours, briefings, inquiries and strategic advisory sessions; leveraging interactions to obtain intelligence that can help guide our product and marketing strategies
  • Providing ongoing strategic guidance to Product Management and Marketing on the latest analyst products, services and research findings.
  • Leading the process to ensure Enterprise Software’s participation – and promote its favorable placement – in key research reports.
  • Driving quarterly and annual planning and reporting.
  • Managing annual budget and analyst contract renewals.

The position requires a strong background in the business-to-business (B2B) technology industry, basic understanding of enterprise software and cloud computing spaces, and established relationships with industry analysts. Clear, concise and consistent communication skills are a must. Additionally, the ability to navigate a large and highly matrixed global organizations is essential for this role, as well as the ability to multi-task and prioritize while maintaining a sense of humor.

Basic qualifications:

  • Bachelor’s degree from a four year university and 12 years of relevant work experience and 2-4 years of experience in Analyst Relations, or background in related field such as Public Relations or Investor Relations
    OR;
  • Master’s degree and 10 years of relevant work experience with 2+ years of experience in Analyst Relations, or background in related field such as Public Relations or Investor Relations

Preferred qualifications:

  • B2B technology background is mandatory, global experience a plus
  • Excellent communications skills (written and verbal), with orientation to detail
  • Proven project management skills, ability to multi-task and work under tight deadlines with limited resources
  • Comfortable working with geographically disbursed teams

For more information and to apply for this role click here

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[JOB POST] Analyst Relations Manager / London, UK http://analystrelations.org/2018/04/13/job-post-analyst-relations-manager-london-uk/ http://analystrelations.org/2018/04/13/job-post-analyst-relations-manager-london-uk/#respond Fri, 13 Apr 2018 11:58:42 +0000 http://analystrelations.org/?p=231287 Marketing Moves website, IIARrDESCRIPTION
  • Develop and implement a global analyst relations strategy that supports overall business objectives.
  • Build and maintain highly effective relationships with analyst houses and relevant analysts to assist sales and influence the market.
  • Match key stakeholders with analysts to raise profile as thought leaders in their sector.
  • Position the company as a leader across its product portfolio in key analyst reports.

BACKGROUND

  • Significant analyst/investor/public relations expertise gained in an international B2B technology environment.
  • Demonstrable ability to build effective relationships with key stakeholders.
  • Current strong connections within the global tech analyst community.
  • Commercially astute and sales aware.

For more detail on this role, contact Melvin Day at Marketing Moves mday@marketingmoves.com

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IIAR Discussion Group: negotiating with Forrester. Are you getting the best value from your contract? http://analystrelations.org/2018/04/04/iiar-discussion-group-negotiating-with-forrester-are-you-getting-the-best-value-from-your-contract/ http://analystrelations.org/2018/04/04/iiar-discussion-group-negotiating-with-forrester-are-you-getting-the-best-value-from-your-contract/#respond Wed, 04 Apr 2018 18:02:30 +0000 http://analystrelations.org/?p=227785 Feeling the pinch in your negotiation with Forrester on your subscription contract?Do you feel comfortable in buying the multiple seats being pushed your way? Is Forrester covering the technology and business areas that are important for you?  You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant 2017)

IIAR negotiating with forrester. aniruddho Mukherjee, ludovic leforestier

Forrester seems to force sell multiple seats, TEIs etc during renewals. Forrester analysts may be amongst the top IIAR Analyst of the Year 2017 but is Forrester seeing an exodus of top talent? As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned that they felt a flip flop in Forrester’s focus on various key topics and verticals. Also the research subscription costs seem to be increasing at 10-20% yoy. They also felt that while Forrester had some great visualisation of data BUT insights were focused on niche topics like Customer Experience, Business Technology, Software and Marketing. Many Wave’s have not been renewed while others are renewed in an irregular cycle.

In past 2 years, Forrester has invested in its Consulting Practice and has been advising many end users on sourcing and business strategy. As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned a lack of transparency with vendor firms on the ways of working between Forrester analysts and Forrester Consulting.

Building on our previous conversations (see links below), the IIAR will host an in-depth discussion with IIAR members, looking at Forrester’s commercial practices and explore potential solutions.

Date: 26th April 2018

Location: Webinar > REGISTER here

London based member can attend in person > pls fill in form below (Holborn).
Time: 1600pm GMT / 1700pm CET / 0700 PDT / 1000 EDT

Held under Chatham House Rule the discussion will be chaired by Aniruddho Mukherjee (@aniruddho, LinkedIn), IIAR UK Co-Lead and Head of AR and Branding, Europe for HCL Technologies) and Ludovic Leforestier (@lludovic, LinkedIn, IIAR co-founder and Director Influencer Relations at Criteo).

Of course, by attending you will not only have the opportunity to give your knowledge and opinions but also gain from that of others and have the advantage to submit questions directly. Let us have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER. Attending IIAR Events is free and restricted to AR professionals active members of the IIAR. So if you work at an analyst firm, we request you save yourself some time, have a beer and chill.

IIAR will act as channel for anonymised and aggregated IIAR Member feedback to Industry Analyst firms. This is to provide an opportunity for Industry Analyst firms to present their responses to ensure balanced view of the topic being discussed and help the industry effectively address the issues raised.

Previous posts:
IIAR Discussion Group: negotiating with IDC – 27th March 2018
IIAR Discussion Group: Negotiating with Gartner – 15th Feb 2018
IIAR Discussion – Negotiating with Gartner – 3rd Nov 2016
IIAR Discussion – Negotiating with Gartner – 22nd Jan 15
IIAR Discussion – Negotiating your Analyst Firm Contract – 31st Oct 14

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[JOB POSTING] Research Director, Consulting / London, UK http://analystrelations.org/2018/04/04/job-posting-research-director-consulting-london-uk/ http://analystrelations.org/2018/04/04/job-posting-research-director-consulting-london-uk/#respond Wed, 04 Apr 2018 17:20:53 +0000 http://analystrelations.org/?p=230225 CB Resourcing logo- IIAR websiteA specialist international research and advisory firm has a requirement for a Research Director in London to oversee the management and growth of research programs across Europe for PC, tablets and related devices.

The primary responsibilities and objectives of this Research Director requirement include, but are not limited to:

  • Directing PC and tablet related research programs across Europe
  • Driving client engagement and business development
  • Managing a team of geographically dispersed analysts
  • The delivery of thought leadership, market analysis, forecasts and presentations
  • The continued development of internal processes and continuous improvement

To be a suitable candidate for this Research Director requirement, candidates will need the following experience and skills:

  • An established Thought Leader within the PC, tablet and related devices space
  • At least 10 years commercial experience within market research, market intelligence or consulting arenas
  • Experience in a senior leadership role
  • Strong business development, stakeholder management and customer engagement skills
  • Managing multiple projects and a geographically dispersed team of analysts
  • Willing to undertake some European wide travel

To apply for this position click here

CB Resourcing operates as both an employment agency and an employment business. Applicants will need to be able to provide us with proof of their eligibility to work in the UK upon request

 

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[JOB POSTING] Senior Consultant Manager, IT / London, UK http://analystrelations.org/2018/04/04/job-posting-senior-consultant-manager-it-london-uk/ http://analystrelations.org/2018/04/04/job-posting-senior-consultant-manager-it-london-uk/#respond Wed, 04 Apr 2018 17:11:31 +0000 http://analystrelations.org/?p=230217

CB Resourcing logo- IIAR website

A specialist international research and advisory firm has a requirement for a Research Senior Consultant Manager. This full-time position will be based in London and play a key role in the identification and execution of bespoke technology research projects. The role has a strong focus on business development and project delivery.

The primary responsibilities and objectives of this Senior Consultant Manager requirement include, but are not limited to:

  • Business development and identifying customer requirements
  • Extensive customer interaction to identify and scope project requirements
  • Ensuring that customer projects are successfully delivered and meet expectations
  • Providing customers with advice and insight related to planning, go-to-market or strategic needs
  • Being an expert in technology or market developments
  • Developing consulting practices and frameworks

To be suitable for this Senior Consultant Manager, candidates require the following skills and experience:

  • Experience in a similar Consultant Manager role, gained in a consultancy, analytical or IT vendor environment
  • An in-depth understanding of the IT industry ecosystem including changes, threats and opportunities
  • The ability to operate as a Thought Leader, this would include the ability to provide insight on market dynamics and trends
  • A demonstrable track record as an analyst and in the creation of written content
  • The ability to present to senior stakeholders
  • Experience navigating a complex internal structure in which resources and stakeholders may be geographically dispersed over multiple locations
  • Willing and able to undertake occasional travel, particularly within the EU region

CB Resourcing operates as both an employment agency and an employment business. Applicants will need to be able to provide us with proof of their eligibility to work in the UK upon request.

To apply for this position, please click here

 

 

 

 

 

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[GUEST POST] Analyst value does not equal word count http://analystrelations.org/2018/04/02/guest-post-analyst-value-does-not-equal-word-count/ http://analystrelations.org/2018/04/02/guest-post-analyst-value-does-not-equal-word-count/#respond Mon, 02 Apr 2018 15:16:17 +0000 http://analystrelations.org/?p=226024 By Jonathon Gordon / Directing Analyst, Expert Market Insight (LinkedIn, @Jonathon_Gordon)

 

Click to tweet - illustration on post by Jonathon Gordon / EMI on the IIAR blogYesterday I was reading a thread (here) on the IIAR (Institute of Industry Analyst Relations) LinkedIn group regarding Analysts’ adoption/use of social media and it got me to thinking.. It was claimed that the CIO did not see social media as an ‘appropriate source’ of analyst information. Maybe it’s because the analysts themselves have conditioned their customers to think that value=word count? As someone who still writes the occasional piece of copy, I can agree that it is much harder to write short than it is to ramble on. How can you possibly distill the core value of a 25 page whitepaper into a tweet of 140 chars? Some analysts firms regularly produce reports in excess of 100-150 pages, where is the value in that? Does the same customer then have to buy consulting hours so the analyst can explain the top 5 points of the report or the key takeaways? Some of you will be screaming, there’s an executive summary, you can read only that! My point is, you can write only that!

Social Media and CIOs

Going back to the social media comment. I have no problem either way if CIOs do or don’t like/use social media (though it is ironic that people who deal all day with technology are often the slowest to adapt), but I do have a problem with the amount of data that some analysts create and try to pass off as value. In my opinion value ≠ word count, and I would even state that is the duty/job of the analysts is to inform their customer of what they need to know in the shortest possible way, whether that is through a tweet, blog, phone call or a one-page whitepaper(you can always ask them which they prefer). CIOs and other customers have plenty of other stuff to do, they pay analysts to distill the information and tell them what they need to know in order to make the best possible decision.

I realize that some CIOs have teams of researchers just waiting to get their hands on your next 500 page report on The Internet of Things (or any other topic), but I dare say their time could be put to better use.

I know there will be people saying that I am just after instant gratification (Generation Me and all that) and that I should be willing to wade through a 150 page report to find out the 3 things that are really important to my business! Isn’t this the tail wagging the dog?

The Answer….

So for those of you who accused me of just ranting, and not providing any tangible ideas on how to improve things, here is my first BIG contribution to the industry (ready for it) …. Introducing the ONE PAGE WHITEPAPER. I suggest that if your analyst can’t distill the message down to a single page, then find one who can.

Maybe the next step will 140 chars Whitepaper that fits in a tweet? Tough, you bet! Impossible, we shall see!

 

Originally posted on Jonathon’s LinkedIn page.

Other posts by Jonathon

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IIAR Discussion Group: negotiating with IDC. Are you getting the best value from your contract? http://analystrelations.org/2018/03/23/iiar-negotiating-with-idc/ http://analystrelations.org/2018/03/23/iiar-negotiating-with-idc/#respond Fri, 23 Mar 2018 21:32:31 +0000 http://analystrelations.org/?p=227773 Feeling the pinch in your negotiation with IDC on your subscription contract? Do you feel comfortable in buying the various Customer Segment (CS) options being pushed your way? Are you confident that you are getting value from your contracts? You’re not alone – many of your peers and IIAR members have commented (see the IIAR Tragic Quadrant 2017)

IIAR negotiating with IDC with Aniruddho Mukherjee and Ludovic Leforestier

IDC may be amongst the top IIAR Analyst Firm of the Year 2017 but are you getting the best value from your relationship? As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned that they felt a push by IDC for running joint events, buying new CS which themselves are granular subset of the larger IDC CS access. As the analysts manage the P&L, they too seem to want to push buying multiple granular CS.

In 2017, China Oceanwide Holdings Group, a Chinese privately owned investment company, acquired IDC. While IDC continues to offer global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. As per the IIAR Analyst Firm of the Year 2017 survey, AR professionals mentioned costs seem to be increasing at 10-20% yoy. They also felt that IDC was not investing enough on improving the IDC website or better visualisation of data.

Building on our previous conversations (see links below), the IIAR will host an in-depth discussion with IIAR members, looking at IDC’s commercial practices and explore potential solutions.

  • Date: Friday, April 13, 2018
  • Location: webinar > REGISTER
  • Time: 1600pm GMT / 1700pm CET / 0700 PDT / 1000 EDT

Held under Chatham House Rule the discussion will be chaired by Aniruddho Mukherjee (@aniruddho, LinkedIn), IIAR UK Co-Lead and Head of AR and Branding, Europe for HCL Technologies) and Ludovic Leforestier (@lludovic, LinkedIn, IIAR co-founder and Director Influencer Relations at Criteo).

Of course, by attending you will not only have the opportunity to give your knowledge and opinions but also gain from that of others and have the advantage to submit questions directly. Let us have a lively discussion, the more of you that join in the better, so please don’t forget to REGISTER. Attending IIAR Events is free and restricted to AR professionals active members of the IIAR. So if you work at an Industry analysis firm, we request you save yourself some time, have a beer and chill.

IIAR will act as channel for anonymised and aggregated IIAR Member feedback to Industry Analyst firms. This is to provide an opportunity for Industry Analyst firms to present their responses to ensure balanced view of the topic being discussed and help the industry effectively address the issues raised.

Previous posts:

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[JOB POST] Analyst Relations Manager / Software Vendor, London http://analystrelations.org/2018/03/23/job-post-analyst-relations-manager-software-vendor-london/ http://analystrelations.org/2018/03/23/job-post-analyst-relations-manager-software-vendor-london/#respond Fri, 23 Mar 2018 15:11:20 +0000 http://analystrelations.org/?p=227513 Job Description

Marketing Moves website, IIARr

  • Develop and implement a global analyst relations strategy that supports overall business objectives.
  • Build and maintain highly effective relationships with analyst houses and relevant analysts to assist sales and influence the market.
  • Match key stakeholders with analysts to raise profile as thought leaders in their sector.
  • Position the company as a leader across its product portfolio in key analyst reports.

Background

  • Significant analyst/investor/public relations expertise gained in an international B2B technology environment.
  • Demonstrable ability to build effective relationships with key stakeholders.
  • Current strong connections within the global tech analyst community.
  • Commercially astute and sales aware.

Full time role to £75K + bonus

Contact: Melvin Day – mday@marketingmoves.com

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Around Gartner’s Fabio Di Capua in 10 questions http://analystrelations.org/2018/03/23/around-fabio/ http://analystrelations.org/2018/03/23/around-fabio/#respond Fri, 23 Mar 2018 11:00:46 +0000 http://analystrelations.org/?p=227581 This week, Gartner analyst Fabio Di Capua (Twitter / LinkedIn) has bravely volunteered to tackle the IIAR’s legendary 10 questions, renowned worldwide for their incisiveness. Research Director Fabio is based in Munich, Germany.

Fabio Di Capua

  1. What are your coverage areas?
    I cover a very broad area in Sourcing and Vendor Management Application Services. From SAP service provider selection to contract revision, Agile application development, MS Dynamics, Workday system integrator, Application Labor rates, Nearshore/Offshore, Outsourcing, and so on…
  2. What are your opinions of the IT Analysis Marketplace and where do you see it going?
    In this flood of Digital Initiatives from vendors, IT innovation and new services emerging every day, IT analysis is a critical element for vendors and clients.
  3. What’s your typical day like?
    No single day is like another one… I basically try to balance between client inquiries (and take questions from Gartner clients on a wide range of topics), writing research (like Magic Quadrants, Market Guides and Best practices notes) and preparing presentations for our events. Sometime I also attend vendor events.
  4. Now, c’mon, tell me an AR horror story?
    No horror stories… just that twice I’ve arrived at an event and discovered that the hotel didn’t have reservation for me. All went well in the end and I didn’t need to sleep under a bridge – but it was the same vendor both times! Then there was the time I was on a call with a vendor, and after the AR had kicked off the call, I spent a good two minutes introducing myself, before handing over to the vendor’s subject matter expert – whose opening line was: “Is that Susan from Gartner?”
  5. How do you position your firm? What is your business model?
    I believe you all know Gartner business model, don’t you? 😉
  6. What is your research methodology?
    At Gartner, we have very detailed methodologies to follow in all our research. This goes through rigorous process with customer interactions, vendor briefings and multiple surveys.
  7. Tell us about one good AR practice you’ve experienced or one good AR event you’ve attended.
    Best AR practice is where the meetings / presentations are spot on in terms of my research agenda, provide a good overview of company strategy and provide the possibility to meet with company executives to exchange views on their vision, their challenges and areas where they are working to improve.
  8. Any hobbies or favorite restaurant / food that you’d like to share?
    I am Italian so you’d expect me to say I love football… but this is not the case. I like basketball, Formula 1, photography and red wine (at least this last one can be related to Italy, can’t it?). I like all kind of food, from sushi to steaks…
  9. What is your biggest challenges for the upcoming 6 months? And for the next 30 minutes?
    During the next 30 minutes, catching a flight back to Munich (yes, it’s delayed), and in the next 6 months to put everything in line for the 2019 MQ and prepare my presentation for our Sourcing and Vendor Management summit, while engaging with probably 200 clients in different topics.
  10. Is there another analyst whose work you rate highly?
    There are so many excellent analysts at Gartner it’s very hard to choose!! So I’ll pass on this one! 🙂
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Calling all AR Professionals in New York City – join us for dinner on Thursday March 29th http://analystrelations.org/2018/03/22/calling-all-ar-professionals-in-new-york-city-join-us-for-dinner-on-thursday-march-29th/ http://analystrelations.org/2018/03/22/calling-all-ar-professionals-in-new-york-city-join-us-for-dinner-on-thursday-march-29th/#respond Thu, 22 Mar 2018 20:45:05 +0000 http://analystrelations.org/?p=227563

We are kicking off Q1 of 2018 for the NYC chapter of the IIAR (Institute of Industry Analyst Relations) with our first networking dinner, taking place on Thursday March 29th at 6pm EDT.

The Venue is  Arno Ristorante, 141 W 38th Street.http://www.arnoristorante.com/ 

The goal is to provide a forum in which we can meet up and discuss best practices, for instance:

o   What makes a great Analyst Inquiry

o   How to use AR for Account Based Marketing

o   Strategies to engage “busy” executives in analyst calls

The dinner will run from 6pm for drinks and food on a self-funded basis.

Attending AR professionals are encouraged to join the IIAR. We are opening this new year’s kick-off event to all AR professionals – regardless of whether or not they are an IIAR member – but future events may be for members only. In NYC, the IIAR also welcomes industry analysts to selected get-togethers.

We are looking forward to meeting you and/or reconnecting.

Please RSVP to wshlensky@analystrelations.org to reserve your spot and to send any topics you would like to discuss during the evening.

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[JOB POST] Analyst Relations Manager, Enterprise Channel / Amazon Web Services, Seattle, Washington http://analystrelations.org/2018/03/22/job-post-analyst-relations-manager-enterprise-channel-amazon-web-services-seattle-washington/ http://analystrelations.org/2018/03/22/job-post-analyst-relations-manager-enterprise-channel-amazon-web-services-seattle-washington/#respond Thu, 22 Mar 2018 17:10:51 +0000 http://analystrelations.org/?p=227503

AWS, IIAR, IIAR jobs

Amazon Web Services (AWS) is seeking an experienced, self-motivated, and detail-oriented Analyst Relations (AR) Manager to support its AWS Marketplace and Service Catalog businesses.

The AWS cloud computing platform is used today by millions of businesses and developers around the world, ranging from startups to Fortune 50 enterprises. Cloud computing is arguably one of the most impactful developments in technology within the last 20 years. As AWS is a pioneer and leader in the fast growing field of cloud computing, there are thousands of analysts worldwide who are trying to understand AWS to then help their clients realize the transformation potential of cloud computing for their business.

AWS Marketplace is a curated digital catalog that helps businesses find, buy, and immediately start using the software and services that run on, and integrate with, AWS. The AWS Marketplace has more than 4,200 software listings from more than 1,280 ISVs and 160,000 active users. The catalog includes a broad set of building blocks for enterprise developers that spans compute, network, storage, database, security, performance management, and emerging technology such as machine learning. Industry analysts across the cloud computing world are highly interested in AWS Marketplace and its potential to disrupt the enterprise software procurement model, making this role both interesting and rewarding. Working hand in hand with AWS Marketplace in an enterprise setting, AWS Service Catalog enables businesses to centrally manage commonly deployed IT services and products procured in the AWS Marketplace to help them achieve consistent governance and meet compliance requirements.

The successful candidate for this AR position will be a creative and experienced analyst relations/communications professional for technology companies who likes to build programs. The right candidate possesses a track-record of successful AR program management in a global organization. In this role, the candidate will have a direct opportunity to innovate AWS AR programs and measurement of results via new approaches. He/she must be comfortable with balancing strategic thinking with tactical, detailed execution while working independently, sorting through ambiguously defined problems, and identifying market challenges and opportunities for our customers.

Key Responsibilities:

· Develop and execute AR programs to educate the analyst community on AWS Marketplace and Services Catalog
· Proactively secure positive placement of AWS Marketplace and Service Catalog in key reports
· Drive analyst awareness of AWS Marketplace offerings and significantly expand analyst understanding of the unique AWS approach to cloud computing
· Deliver on-going AR program activities such as analyst briefings, events, inquiries, reporting and other core program tactics
· Prioritize and manage incoming requests for information, research review, customer references, event speakers, and research
· Write presentations and prepare executives for engaging with analysts
· Driving alignment with sales, marketing and product engineering to maximize awareness of customer requirements, existing market evidence, and AR program impact

The role is based in Seattle, WA and will require periodic travel.

Basic Qualifications

· 4+ years of analyst relations/communications/product marketing experience in the tech industry
· 2+ years of AR experience directly interacting with Gartner, Forrester and other major IT industry analyst firms
· Experience with global programs management
· Experience in supporting Sales, Product, and/or Marketing teams at a mid-to-large scale multi-geographical organization
· Excellent written and oral communications skills
· Clearly understands technology and can abstract business/solution value
· Self-starter with a strong sense of ownership
· Able to prioritize in a complex, fast-paced environment
· Creative thinker with bias for action
· Bachelor’s degree

Preferred Qualifications

· Previous experience in cloud computing via product programs or a Marketing role
· Passion for working in a lean, fast-paced organization, and desire to own and refine key operational processes
· Ability to adapt to a fast-changing and evolving role
· Desire to grow with the team and take on additional responsibilities
· Natural tendency to invent, simplify, and take innovative approach to AR
· MBA a plus

For contact details on this role, please click here

 

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Why is Analyst Relations commanding a 46% salary premium over Public Relations? http://analystrelations.org/2018/03/16/why-is-analyst-relations-commanding-a-46-salary-premium-over-public-relations/ http://analystrelations.org/2018/03/16/why-is-analyst-relations-commanding-a-46-salary-premium-over-public-relations/#respond Fri, 16 Mar 2018 17:14:08 +0000 http://analystrelations.org/?p=226875 Drawing on the  IIAR Salary Survey produced by CB Resourcing,  we thought it would be interesting to expand the information gathered with a comparison against the wider sector of public relations.  

 

The size of the gap between AR and PR is staggering

When we compare Analyst Relations to more general Public Relations roles for Director level/Rank 1 Analyst Relations get paid significantly more, an average of 46% above Public Relations roles in the UK.  In the majority of cases Senior Manager/Rank 2 Analyst Relations are also paid more however, the salary gap between them and Public Relations roles is not as large and in the Technology sector average basic salaries are the same.

 

What’s so special about AR?

Analyst relations is quite a specialised area focussing on the management and influence of industry analysts which can feed into the wider PR and corporate communications strategy.  and found some interesting facts about the variance of salaries within the sector.

 

There are close connections between analyst relations and public relations within organisations.  In fact in our research we found quite often because of the specialist, niche area of analyst relations, a person covered analyst relations as part of their role and public relations orientated functions for the rest of their role.  Although public relations as a term is not used as often now we have looked at roles within marketing and communications that are associated with managing public relations and corporate affairs for organisations. We have used data from Croner UK as a comparison to our own research looking specifically at Technology, Professional Services and Telecoms sectors.

 

When reviewing the data we took an average of basic salaries to protect confidentiality from the research that we conducted in Analyst Relations and did the same with the Croner data to compare like with like.  In a couple of instances UK data for Analyst Relations was lacking. This is down to the specialist and global nature of the role which results in a lot of roles being based in Head Offices located in the US. In these cases we have taken an average of basic salaries and converted to GBP.  You can see details in the chart below (all figures are ‘000 GBP).

CB Resourcing/IIAR salary survey graph

 

Firstly looking at the sectors themselves, Telecoms comes out as the highest paid sector with average salaries in Analyst Relations for Director level (Rank 1 in Croner) coming out at above the other sectors – 25% above the Technology sector and 19% above the Professional Service sector.  For Senior Manager level (Rank 2 in Croner) Telecoms came out as 45% above the Technology sector and 38% above the Professional Services sector.

Professional Services in the next highest paid sector for Analyst Relations in UK with Technology companies coming in third.  Differences in pay for Technology and Professional Service companies though is not very big varying between 7 and 11%.

In general then, the more specialist/niche the role the higher the salary is which we would expect.  It would be interesting to hear your views and comments on this particularly on experiences on salaries for highly specialised roles in other sectors.

Further reading

IIAR members can download the full CB Resourcing / IIAR Salary Survey on our Extranet > link.

 

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[JOB POSTING] Director, Public Relations & Analyst Relations / Stratasys, Greater Minneapolis-St. Paul Area, US http://analystrelations.org/2018/03/10/job-posting-director-public-relations-analyst-relations-stratasys-greater-minneapolis-st-paul-area-us/ http://analystrelations.org/2018/03/10/job-posting-director-public-relations-analyst-relations-stratasys-greater-minneapolis-st-paul-area-us/#respond Sat, 10 Mar 2018 17:50:03 +0000 http://analystrelations.org/?p=225926 Position Summary: Stratasys logo

The Director, Public Relations and Analyst Relations is responsible for driving worldwide public and industrial relations programs that elevate awareness, drive demand and communicate brand promise across multiple media platforms. Reporting directly to the Chief Marketing Officer, this critical role will build, develop and lead a team of professionals, manage corporate public relations and industry analyst activities including programs/campaigns, announcements, customer successes, events, agency management, joint PR with select partners, and competitive programs.

Essential Duties and Responsibilities include the following (Other duties may be assigned):

Public Relations/Analysts Relations:

  • Ensure world-class execution of PR programs and tactics aimed at raising understanding of Stratasys solutions/capabilities and credibility as trusted, global leader.
  • Develop and maintain the ongoing quarterly PR/AR plan, integrated with go-to-market and product launch teams.
  • Initiate and expand focused industry analyst program that helps elevate our leadership position among key influencers.
  • Orchestrate with regions to ensure global and regional PR activities are complementing each other.
  • Cultivate and maintain relationships with key media that have global influence.
  • Prepare news and launch activities, including coordinating media and analyst interviews, tours, events, generating releases, presentations and other materials as appropriate.
  • Ensure documentation in place to support our PR claims as required.

Leadership/Training:

  • Build, develop, manage, and lead a high-performance PR/AR corporate team.
  • Manage all resources (people and program) within quarterly budget.
  • Manage and direct agencies or contractors as needed. Ensure agency and outsource work are world-class, efficient, and aligned to plan.
  • Establish and track key metrics to measure investment effectiveness and competitive trends.
  • Ensure preparation and plan in place for crisis PR scenarios.
  • Ensure key players understand roles and responsibilities.
  • Provide media training as needed for select spokespersons.
  • Support senior executives in external communications.
  • Demonstrates commitment to Stratasys Core Values by leading, acting and behaving in a manner consistent with these values.
  • Follows all company safety policies and procedures and attends all safety training related to the job.

Essential Education, Skills, and Experience:

  • Minimum Qualifications:
    • Bachelor’s degree in Communications, Marketing or Business Administration.
    • Minimum of 10 years’ experience in global high-tech or industrial solution Public Relations role.
    • Minimum of 5 years’ experience managing and leading a team of communications professionals.
    • Demonstrated prior experience managing Public Relations agencies.
    • Demonstrated ability to build and lead a high-performance communications team.
    • Ability to effectively manage remote resource and work across multiple cultures and global time zones.
    • Demonstrated success in managing media relations programs; strong relationships with business and trade reporters.
    • Proven ability to link PR/AR plans and activities to business results.
    • Accomplished “storyteller” – ability to take complex concepts and messages and transform them into an audience-resonating story.
    • Proven project management skills.
    • Well-developed analytic skills (measurement, ROI).
    • Self-starter with the ability to easily rework deadlines as business objectives and priorities change.
    • Strong oral and written communication skills.
    • Uncompromising ethics and integrity; good judgment.
    • Possess high levels of tact and diplomacy; effective engaging at all levels of the company.
    • Ability to work well with others.
  • Preferred Qualifications:
    • MBA preferred.
    • Experience representing an industry leader.
    • Experience in industry analyst programs.

Physical/Environmental Requirements:

  • Works in a pleasant office environment with other department staff, utilizing a computer workstation and various software applications. Specific work schedule is coordinated with direct supervisor.
  • Travel requirement: Up to 25% of the time (primarily U.S.).

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Stratasys, Inc. will provide reasonable accommodations for qualified individuals with disabilities. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. All offers of employment with Stratasys, Inc. are contingent upon the successful passing of a background check.

 For more information and to apply for the role Click here

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[JOB POST] Analyst Relations & Market Intelligence Senior Analyst / Kaspersky, MA, US http://analystrelations.org/2018/03/09/job-post-analyst-relations-market-intelligence-senior-analyst-kaspersky-ma-us/ http://analystrelations.org/2018/03/09/job-post-analyst-relations-market-intelligence-senior-analyst-kaspersky-ma-us/#respond Fri, 09 Mar 2018 14:55:27 +0000 http://analystrelations.org/?p=225934 Job descriptionKapersky logo - IIAR Website

The Analyst Relations & Marketing Intelligence Specialist will be responsible for driving, executing, and managing the company’s visibility, interaction and influence within a diverse analyst community. Crucial to this role will be planning activities for key vendor evaluations, events, and other elements resulting in a positive representation of the company. In this role, the specialist will also be required to provide actionable intelligence generated from data gathered from multiple sources like primary research and secondary research to assist in strategic decision-making.

Analysts Relations – Position Responsibilities (50% of the time)

  • Assist the team in aligning communications to serve, both, key internal clients and industry analysts.
  • Build a strong connection between company executives and the analyst community to maximize analyst recommendations and positively influence security decision makers.
  • Facilitate analyst briefings/interviews in an effort to support various research projects and reports.
  • Create and maintain presentations, documents, and any other marketing collateral required to brief the analyst community.
  • Support planning for industry analyst events.
  • Encourage constant engagement with the analyst community and ensure they are updated about the company’s latest initiatives.

 

Market Intelligence – Position Responsibilities (50 % of the time)

  • Analyze data to identify market trends and opportunities, customer behavior among other insights.
  • Support in the development of market intelligence initiatives like market sizing models, competitor analysis etc.
  • Assist the product portfolio development efforts by completing any ad-hoc secondary research requests from internal stakeholders.
  • Evaluate competitors to help establish the competitive industry edge.

Essential Skills and Experience

  • Excellent analytical skills.
  • Excellent project management skills and ability to prioritize multiple projects with little assistance.
  • Demonstrable ability to build cohesive networks with technical and corporate colleagues and work collaboratively with all colleagues within a busy, global marketing department.
  • The right candidate will be able to thrive in a fast-paced, team-oriented, high-growth environment.
  • Excellent knowledge and skills of Microsoft Office, with a strong emphasis on PowerPoint and Excel.
  • Strong organizational and communication skills.
  • Ability to forge lasting relationships with analysts which are built upon mutual trust, open communication and sharing of information and success.
  • Be self-motivated and enthusiastic.
  • Has the ability to adapt with changing initiatives and objectives and work with a large group of people.
  • Knowledge and understanding of primary and secondary research techniques

Travel Requirements:

  • Some travel is required (5-10%)

Specialized Knowledge and Skills

  • IT security industry knowledge is highly desirable though not a must.
  • Past experience with security software vendors or project management a big plus.
  • Very good analytical and written skills.

Essential Education, Skills & Environment

  • Master degree in marketing, statistics, public relations, communications, journalism or relevant discipline required.

For more information  and to apply for this role click here

 

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[JOB POST] Analyst Relations Manager / Appian Corporation, Reston, VA, US http://analystrelations.org/2018/03/08/job-post-analyst-relations-manager-appian-corporation-reston-va-us/ http://analystrelations.org/2018/03/08/job-post-analyst-relations-manager-appian-corporation-reston-va-us/#respond Thu, 08 Mar 2018 15:14:46 +0000 http://analystrelations.org/?p=225938 Analyst Relations ManagerAppian Corp logo (IIAR website)

Appian is seeking an analytical, technical and research oriented professional with great communication skills to join the marketing organization in the role of Analyst Relations Manager. This person will play a critical, cross-functional role by working with subject matter experts at many different levels of the organization: executives, product strategy, product management, engineering, finance, partner, legal, sales and marketing teams. You will interact with people in Appian to build and nurture strong internal relationships that will be leveraged to engage with leading analyst firms, participate in research evaluations/RFIs, brief analysts about Appian’s product offerings, go-to-market strategies and work with the influencers to elevate Appian’s story. 

The Analyst Relations Manager should have 3-5 years of prior experience working in the enterprise software market with a strong understanding of technology, and specifically aPaaS, Case Management, BPM, Intelligent Automation, Customer Engagement and Low-code Development Platforms, and a strong background in market research, communications, data analysis, and competitive positioning. This candidate must enjoy growing and nurturing relationships and influencing analysts on Appian competitive strengths and differentiators.

Responsibilities

  • Develop, manage and execute the Analyst Relations plan and objectives across all the different markets that Appian participates in. Evangelize the most influential industry analysts who work with existing or prospective Appian customers.
  • Influence analyst research on Appian, its competitors and the markets that Appian competes in; shape the perception of Appian and the value it brings to its customers; own Appian’s participation in competitive evaluations such as Magic Quadrants, Waves, Market Guides, etc., in coordination with key stakeholders to improve Appian’s ranking in these influential reports.
  • Monitor the competitive landscape and strategic developments in coordination with the market intelligence team. Share relevant analyst research and implications with senior management and product strategy to contribute on strategic decisions.
  • Connect key Appian executives across different functions with expert analysts for advisory sessions to help define and influence strategy.
  • Manage and procure paid strategic research material from key analyst firms in coordination with the content marketing team.

Qualifications

  • 3-5 years of diverse work experience in more than one functional area such as: analyst relations, market research, competitive intelligence, sales engineering, consulting, product management, communications or strategy roles in the enterprise business software industry.
  • Ability understand deep technical concepts around the Appian platform, through direct evaluation of Appian’s product offerings and architecture.
  • Experience in establishing relationships, including proactive outreach and facilitating contracts.
  • Excellent written and oral communication skills. Competitive positioning writing. Strong relationships building skills.
  • Prior hands-on development experience (experience with Appian a plus).
  • Successfully completing the Appian Technical Academy training.
  • Candidate must be willing to travel up to 25% to meet in person with key global analysts and influencers, attending key events.
  • BA/BS degree required.

About Appian At Appian, you will help us build our award-winning PaaS product that enables business people to build cloud and mobile enterprise applications with flexible, visual models instead of custom code. Appian discovers and unites enterprise data, connects users through social and collaborative engagement in the context of business data, and provides the leading suite of business process, low-code and intelligent automation technology to enable rapid application development and optimization in every industry.

For more information and to apply for this role Click here

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[JOB POSTING] Third Party Advisor / Analyst Relations APAC / Unisys, Sydney, Australia http://analystrelations.org/2018/03/08/job-posting-third-party-advisor-analyst-relations-apac-unisys-sydney-australia/ http://analystrelations.org/2018/03/08/job-posting-third-party-advisor-analyst-relations-apac-unisys-sydney-australia/#respond Thu, 08 Mar 2018 14:52:54 +0000 http://analystrelations.org/?p=226285 Unisys logoABOUT UNISYS:

Unisys is a global information technology company that builds high-performance, security-centric solutions for the most digitally demanding businesses and governments on Earth. Unisys offerings include security software and services; digital transformation and workplace services; industry applications and services; and innovative software operating environments for high-intensity enterprise computing. For more information on how Unisys builds better outcomes securely for its clients across the Government, Financial Services and Commercial markets, visit www.unisys.com.

Unisys are currently seeking a Third Party Advisor, for a contract role, to optimize the Third Party Advisor channel to generate profitable and sustainable revenue as well as build relationships with key IT industry analysts.

YOU WILL BRING:

  • Experience dealing with Third Party Advisors in a consulting capacity.
  • Experience liaising with and presenting to clients at a senior level.
  • Experience developing strong relationships with key IT and industry analysts.

YOUR NEW ROLE:

  • Build unmatchable relationships with the Third Party Advisors that allow Unisys to influence and win the right opportunities.
  • Provide ready access to advisor firms, and build, manage and nurture strong relationships with key individual advisors with the objectives of ensuring:
    • Unisys capabilities and successes are fully and accurately understood by the advisor community.
    • All opportunities brokered by TPAs of interest to Unisys are known to Unisys sales early in the sales cycle.
    • Unisys is routinely included among recommended service providers invited to bid for these opportunities.
  • Responsible for executing and managing Unisys’s APAC Analyst Relations program with key industry influencers.
    • Increasing the company’s visibility, interaction and influence with a diverse analyst community.
    • Execute briefings and inquiries with relevant analysts and company spokespersons to ensure ongoing engagement and to affect positive opinions of Unisys, its market strategies, solutions and services with the analysts.

THE BENEFITS:

  • Work for an industry-leading, global organisation.
  • Free gym facilities on site in Rhodes.
  • Close to public transport.
  • Emphasis on work-life balance.

 

HOW TO APPLY

Please apply via the LinkedIn advertisement here or contact finn@analystrelations.org who will provide you with a direct contact.

 

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