Senior Manager, Segment Strategy

Overview

When you join Kyocera Document Solutions America, Inc. you are joining an organization that is deeply rooted in the Philosophy of “doing what is right as a human being”. Through this Philosophy, our employees are passionate about providing best in class customer service through efficiency, accountability, and a sense of urgency all while putting knowledge to work to drive change.

 

In addition, we’re a Great Place to Work… and we really mean it! Kyocera Document Solutions America, Inc. has been officially certified as a Great Place to Work since 2022. An organization earns this distinction when its employees have expressed their trust in the people they work for, have pride in what they do and enjoy the people they work with.

 

As Senior Manager, Segment Strategy, you will own the development and execution of vertical market strategies that position Kyocera's full portfolio (hardware, software, workflow automation, and services) as the definitive solution for specific customer segments.

 

Your initial focus will be State & Local Government and Education (SLED), with the expectation that the role expands into additional verticals over time. This isn't a role for someone who manages existing playbooks, it's for someone who builds them. You'll shape how Kyocera enters, competes, and wins in vertical markets, working at the intersection of market intelligence, product strategy, and go-to-market execution.

Responsibilities

Strategy & Planning

• Build and own a comprehensive vertical segment strategy, starting with SLED, covering hardware, software, workflow automation, and services aligned to Kyocera's business objectives.
• Define segment-specific value propositions, differentiators, and competitive positioning across the full product portfolio.
• Identify growth opportunities, whitespace, and partnership plays within each vertical; make the case for where Kyocera should invest next.

 

Market Intelligence

• Own insight generation through primary and secondary research, including surveys, focus groups, win/loss analysis, and competitive intelligence.
• Monitor industry trends, regulatory changes, and technology shifts within target verticals; translate findings into strategic recommendations.
• Analyze paper and digital workflow pain points specific to each segment to identify where Kyocera's

 

Sales Enablement

• Develop the tools, training, and messaging that equip sales teams to confidently engage and win in target verticals.
• Create segment-specific sales plays, objection handling guides, and competitive battle cards.
• Partner with the Brand and Channel Marketing teams on campaigns, content, and events that build awareness and pipeline within target segments.

 

Stakeholder & Cross-Functional Collaboration

• Work cross-functionally with product development, marketing, sales, and technical teams to ensure Kyocera's solutions are built and positioned to win in target markets.
• Build and maintain relationships with key customers, partners, and industry influencers within target verticals.
• Represent Kyocera as a segment thought leader at conferences, webinars, and industry events.
• Manage budgets and resource allocation to support strategy execution.

 

 

What Success Looks Like

In your first 6 months:

• Deep understanding of the SLED segment (customers, competitors, buying dynamics, and Kyocera's current position).
• A documented segment strategy with clear priorities, target personas, and a 12-month roadmap.
• Sales team equipped with updated SLED-specific tools and messaging.

By year 1:

• Measurable improvement in Kyocera's pipeline and win rate in target segments.
• Framework established to expand strategy to one additional vertical.
• Recognized internally and externally as the go-to expert on segment strategy.

Qualifications

Required:

• Bachelor's degree in Business, Marketing, Information Technology, or related field.
• 5+ years of experience in segment strategy, vertical market development, product marketing, or go-to-market roles.
• Proven track record of building and executing strategies that drive measurable business outcomes — not just managing existing ones.
• Experience with market research methodologies: primary research, secondary research, focus groups, competitive analysis.
• Strong understanding of B2B sales cycles and how to enable field teams with the right tools and messaging.
• Excellent communicat