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 Snyk Ltd.
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