Our client, a global software company is looking for a marketing expert to be responsible for the development and execution of the ongoing marketing plans that support pipeline and revenue their organization.  The role is sales facing and is measured on leads generated and pipeline created.  This individual will be a strategic partner and marketing consultant for the sales team and have accountability for the marketing plan to support the revenue goals of the team.

Responsibilities:

Marketing Planning

• Develop the marketing plan that supports the pipeline and revenue goals of the sales team.
• Act as strategic marketing consultant to regional sales team
• Actively participate in the business planning process
• Collaborate across our client’s field support organizations to identify strategic revenue opportunities for large enterprise target accounts
• Drive a 3x rolling pipeline by identifying and developing new pipeline growth programs
• Develop marketing plans with partners

Campaign Development

• Collaborate with key stakeholders to develop high impact campaign messages and offers for each prioritized strategic opportunity.  Programs should center on value-based messaging, and should be targeted to specific LOBs within target accounts.
• Work with extended team to identify the campaign and sales support materials required for rollout of key programs.
• Work with inside Demand Generation Services teams to develop an integrated marketing campaign plan for each program.  Ensure that marketing campaign tactics are appropriate and aligned with campaign effectiveness guiding principles and rules of engagement, and industry prioritization. Actively explore and test innovative new tactics for as appropriate.
• Engage partners to enhance programs as appropriate to enhance campaign content and extend campaign reach & depth
• Develop thorough campaign briefing documents that clearly articulate campaign messaging & value proposition
• Identify and/or develop customer references required for each campaign.  Work to establish direct relationships with key reference customers.
• Facilitate creation of value-based customer stories to leverage and syndicate.
• Establish campaign KPIs

Campaign Execution

• Manage to “6 months out” plan
• Be accountable for the quality of targeting data and response results
• Communicate plans and status to sales leadership
• Revise marketing campaign plans as required to respond to market conditions or pipeline gaps

Measurement

• Regularly review pipeline summary reports to understand the impact of programs on pipeline growth, and follow up on pending/stagnant leads.
• On a quarterly basis, provide detailed plan review with stakeholders:
• Review YTD pipeline growth & gaps, sales revenue and marketing campaign results achieved
• Evaluate campaign success via qualitative and quantitative KPIs
• Survey sales team to understand if programs are considered effective and where improvements can be made.  For global programs, provide feedback to PTG and MCO.
• Make required plan adjustments to fill pipeline gaps
• Shift resources as required
• Analyze and share campaign results within industry marketing team to help build team best practice knowledge

Market Influence:

• Demonstrate ability to clearly articulate our client’s value proposition.  Serve as the marketing domain expert and provide all required content and enablement materials to internal & external teams, including Demand Generation Services, telemanagement, vendors, etc.
• Demonstrate a solid knowledge of industry/solution trends, purchasing cycles and positioning
• Translate knowledge and industry/solution positioning into campaign strategies
• Identify and leverage industry associations, publications and third party influencers in developing go-to-market strategies (when appropriate)
• Develop marketing programs that influence customer buying decisions.

Qualifications:

• Extensive experience of the enterprise software industry, trends and competitive environment
• Develops distinctive strategies to gain competitive advantage
• Has deep knowledge of our existing customer references for industry/solution, and also understands the remaining opportunity within our customer base.
• Has a thorough knowledge of our client’s marketing tools and resources and appropriate use in marketing campaigns, and a strong knowledge of our client’s marketing philosophies, processes and marketing ecosystem
• Maintains strong relationships with extended marketing ecosystem with our client

Education Requirements:

• Bachelor’s degree with minimum 6 -8  years of strategic marketing experience in a sales facing role

Experience:

• 6+ years marketing experience with strong industry/product marketing, sales support communication skills.  Demonstrated experience in developing and executing marketing plans, programs and strategies and prior experience working collaboratively with and influencing senior sales management.
• 25% travel

Please apply for this position here.