Our Opportunity

The Senior Demand Marketing Manager (Global ABM) will lead the strategy, development and execution of data-driven ABM strategies across various sales segments and territories. This involves crafting tailored, account-focused playbooks for 1:Few and 1:Many engagements, collaborating closely with global sales and marketing teams, including RMMs and sales leaders. The aim is to generate net-new pipeline and accelerate bookings through outbound prospecting, inbound lead follow-up, nurturing, and campaign engagement.

Cultivating a deep understanding of scaled ABM accounts across AMER, EMEA, & APJ regions is essential. This entails delving into decision-makers' strategies, priorities, business needs, and organizational structures. Additionally, the Senior Demand Marketing Manager will 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.

Furthermore, the Senior Demand Marketing Manager will collaborate with broader global marketing functions to integrate strategies and ensure the effectiveness of regional focus accounts. This involves working on tool utilization, infrastructure enhancement, campaign conceptualization, custom content requirements, digital marketing support, message testing, and creative development. Additionally, establishing and meticulously monitoring ABM metrics to measure business impact, including named account pipeline/bookings, database growth, accuracy for named accounts, and engagement scores, is crucial for success.

*This is a 9-month Fixed Term Position.

You’ll Spend Your Time:

• Scaled ABM Development: The Senior 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+ years of proven multi-channel B2B marketing experience for a Global software/SaaS company.
• 5+ years experience defining ABM strategies and partnering with Regional Marketing teams on specific campaigns, events, executive and partner programs, that form a part of an integrated GTM motion per territory.
• Proactive self-starter, demonstrating high initiative and critical thinking. Proven ability to think strategically, but with exceptional attention to detail in execution.
• Positive, can-do attitude, with the ability to work with marketing and sales professionals, and ability to prioritize numerous projects simultaneously.
• An ability to operate seamlessly, cross-functionally, across the GTM organization, seeking out the right expertise and ensuring that stakeholders are aligned to work effectively and deliver cohesive account-based engagement.
• Demonstrated experience sourcing (if needed) and collaborating with vendors for marketing program execution.
• Team player with ability to collaborate, and also work independently.
• Comfortable multi-tasking, for a variety of stakeholders, in a fast-paced environment, and can work both autonomously and in a team-setting.
• Proficient (and maybe even outstanding) at using marketing automation and CRM tools such as Salesforce, 6Sense, Marketo and other similar programs.
• Thorough understanding of pipeline management and metrics.
• Written English is flawless, and you're confident in running customer-facing communications.
• Hands-on, curious and loves to explore new domains and technologies.
• Confident running experiments and optimizing processes to improve impact.
• Enjoy fast-paced, highly engaging work environments.

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