Account Based Marketing Manager

What Success in this Role Looks Like:

Within first 3 months:

• Familiarize yourself with our GTM, goals and marketing strategies, Ideal Customer Profile, existing account base, messaging, competitors and etc.
• Familiarize yourself with marketing and revenue operations – processes, sales process, handoffs, SLAs, sales territories, tech reporting, tracking, rhythm of business, etc.
• Go on a listening tour – meet with Sales, Business Development, Marketing and Alliances teams to understand their goals, pain points and expectations from account-based initiatives.
• Collaborate closely with Marketing, Business Development, Sales and Alliances to implement and execute an account scoring methodology to drive account prioritization, selection process and account tier cohorts.
• Deliver a 6 month ‘plan on a page’ that outlines a comprehensive account-based marketing plan for strategic account cohorts, outlining personalized approaches, key messaging, content needs, engagement tactics, KPIs, reporting needs and quick wins.

Within first 6 months:

• You are the quarterback.. and are working cross-functionally to develop and execute integrated global account-based campaigns (1;few and ), across multiple channels (website, paid, events, direct mail, outbound, social, etc.) to engage, nurture and convert strategic accounts.
• You have worked closely with Content and Design teams and have identified gaps; personalization needs and have implemented tailored content that aligns with specific messaging for strategic accounts and account tiers.
• You have collaborated with Marketing Operations and have established and implemented a KPI and reporting framework to measure the success and efficacy of account-based initiatives.
• You’re running a rhythm of business, proactively engaging with the Marketing, Sales, Business Development and Alliance teams to coordination, education, communication, and optimizing the impact of global, regional, local account-based marketing activities.
• You are ensuring that Field, Paid Media, and Business Development teams are integrating ABM strategies into broader marketing plans.
• You are successfully managing project and campaign timelines, quality & budgets.
• The preliminary outcomes of executing your 6-month plan show measurable progress towards agreed upon program KPIs and goal.
• You are building meaningful and productive working relationships with Marketing peers, Sales, Business Development and Alliances.

Within first 12 months:

• The fruits of your success in executing and managing integrated and orchestrated global account-based marketing campaigns are successfully engaging accounts and producing quarter-over-quarter growth in program KPIs and goals – including pipeline.
• You have established a feedback loop with Sales and other stakeholders and are continuing to innovate account-based campaigns in partnership with digital, field, content, and, most importantly, sales teams.
• You are providing ongoing reporting for a primary set of key performance indicators (KPIs) and provide stakeholders with actionable recommendations as it relates to performance across KPIs.
• You have built trust with stakeholders and are fostering a culture of collaboration and knowledge sharing within the team and cross-functional departments.

Successful candidates in this role have:

• 2+ years’ experience in B2B marketing, preferably in software/high tech, across numerous Geographies.
• 3+ years of marketing experience with a focus on account-based marketing, enterprise marketing and demand generation.
• Experience partnering with sales to execute strategic outbound and ABM initiatives.
• Strong project management skills, attention to detail and the ability to manage a campaign end-to-end.