Senior Account Based (ABM) Marketing Manager

Our Opportunity

The Senior Account Based (ABM) Marketing Manager is responsible for developing and executing data-driven account-based marketing (ABM) strategies for global sales segments. This includes:

• Creating tailored ABM playbooks: Developing customized strategies for both individual accounts (1:Few) and groups of accounts (1:Many).
• Collaborating with global teams: Working closely with sales and marketing teams to align ABM efforts.
• Understanding target accounts: Gaining deep insights into the needs, priorities, and decision-makers of key accounts across different regions.
• Developing effective marketing strategies: Identifying the best marketing messages, channels, and calls to action to engage target accounts.
• Measuring ABM performance: Tracking key metrics to assess the impact of ABM initiatives on pipeline growth and revenue.

The ideal candidate will have a strong understanding of ABM principles, data analysis, and digital marketing.

*This is a 12-month Fixed Term Position.

You’ll Spend Your Time:

• Scaled ABM Development: The Lead Demand Marketing Manager (Global ABM) will spearhead the development and execution of data-driven ABM strategies across various sales segments and territories.
• Collaborative Partnership: Collaborate closely with global sales and marketing teams, including RMMs and sales leaders, to craft tailored, account-focused playbooks for 1:Few and 1:Many engagements. This collaboration spans outbound prospecting, inbound lead follow-up, nurturing, live/online events, and meeting setting, all aimed at pipeline building and booking acceleration.
• Holistic Account Understanding: Cultivate a profound understanding of targeted 1:Few and 1:Many accounts, including decision-makers' strategies, priorities, business needs, and organizational structures across AMER, EMEA, & APJ regions.
• Message & Material Optimization: Identify the most effective marketing messages, value propositions, materials, channels, and calls to action for personas and key accounts, ensuring seamless execution in collaboration with Regional Marketing teams.
• Global Marketing Integration: Collaborate with broader global marketing functions on tool utilization, infrastructure enhancement, campaign conceptualization, custom content requirements, digital marketing support, message testing, and creative development to ensure regional named accounts' effectiveness.
• ABM Metrics Focus: Establish and meticulously monitor ABM metrics to measure business impact, including named account pipeline/bookings (sourced/influenced), database growth, accuracy for named accounts, account/person engagement scores, and sales/partner utilization of programs.

Size of Impact:

• Pipeline Growth: Implementing ABM strategies generates new sales opportunities across all regions, fueling revenue growth.
• Faster Deal Closure: By nurturing leads and engaging decision-makers, deals move faster, helping the sales team hit targets efficiently. Without this, revenue goals may be missed, impacting competitiveness.
• Brand Recognition: ABM efforts enhance brand visibility among key accounts, bolstering market presence and credibility. Failing to do so may lead to reduced market share and limited growth prospects.

What You’ll Need:

• 5-7+ years of B2B marketing experience in the software/SaaS industry
• 5+ years of experience in developing and executing ABM strategies
• Able to work effectively with cross-functional teams, including sales and regional marketing.
• Can develop and execute strategic marketing plans.
• Pays close attention to detail
• Tools experience: Marketo, Salesforce.com, SalesLoft, 6Sense, JIRA
• Data Analysis: Strong analytical skills to interpret data from CRM and marketing automation tools.
• ABM and Marketing Automation: Proficient in using Marketo, 6Sense, and Sales Engagement tools.
• CRM:Skilled in using Salesforce to track KPIs and analyze customer behavior.
• Digital Advertising: Knowledge of digital advertising platforms like LinkedIn Ads.

#J-18808-Ljbffr