• Senior Manager, Account Based Marketing

    Location US-NJ-Holmdel
    ID
    2019-8005
    # of Openings
    1
    Category
    Marketing and Communications
    Department
    Marketing and Brand
    Posting Level
    Management
  • Job Overview:

    The Senior Manager of Account Based Marketing is responsible for overseeing the implementation of key investments and activities that are designed to help the business become more effective at targeting unique buying personas at specific accounts.  This Senior Manager will work with members of marketing and sales leadership to help inform campaign strategy and provide recommendations on how best to deploy GTM efforts to effectively build sales pipeline and achieve revenue growth at top priority accounts. The team reporting up to this Senior Manager will be responsible for providing performance reporting on all aspects of their plans and will closely coordinate outreach efforts with members of Business Development. The Senior Manager, Account Based Marketing reports into the Senior Director, Demand Generation.

    About Us:

    Responsibilities:

    • Build & manage a team that focuses on key strategic capabilities that enable marketing to our prospects, customers, partners and thought leaders
    • With the Senior Director, Demand Generation and Marketing Operations teams, contribute to the creation of revised metrics model for the Enterprise segment that demonstrates Demand Generation’s influence on progressing deals through the sales pipeline
    • Build and scale an Account Based Marketing team and practices to support the company’s account-based growth strategies to go up market
    • Working closely with Brand and Product Marketing teams to drive the execution of programs and processes that generate new prospects and advance existing opportunities for the sales team within specific, targeted accounts and contact types
    • Oversee the evaluation, selection and budget management of ABM vendors; ensure team is consistently monitoring and optimizing campaign performance to manage vendors and spend efficiently
    • Coach ABM associates to build optimization plans for cutting-edge ABM campaigns and plays including but not limited to digital ads, direct mail, webinars, and email marketing
    • Develop expertise in account-based marketing best practices and trends. Shares insights and recommendations with leadership for improving process and results
    • Manage the roadmap for ABM capabilities and anticipate future needs to plan and execute building of new tools, systems and processes
    • Leverages innovative AI technologies to craft marketing programs against accounts with the highest propensity to buy; partners with Decision Support on performance expectations and reporting
    • Develop meaningful ABM data views that map to various stakeholder needs: Business Development, Sales, Account Management, PDs, Product Marketing, and Content Development
    • Partner closely with Manager, MarTech to develop automated nurture strategies (paid and unpaid) to implement persona- and stage-specific engagement programs
    • Develop strong relationships with cross-functional teams driving effective collaboration across Marketing, Sales, Product Marketing, Content Development & IT
    • Partner with the Marketing Operations team to identify opportunities to optimize nurture and conversion strategies across the customer journey. Leverage insights, audience modeling and 3rd party data to plan personalized, timely marketing communications to various audience segments and stages and measure impact
    • Define success metrics for Account Based Marketing initiatives, including Account Penetration targets, Sales Qualified Opportunity and Revenue Influence, Account Engagement metrics and Email KPIs such as deliverability, open rate, click rate, conversion rate, opt-out rate, as well as specific business goals around individual campaigns. Socialize these recommendations across and upward in the organization to ensure buy in.
    • Develop dashboards and reports to regularly track performance and results and share results with leadership
    • Motivate, mentor and develop great talent and lead the professional development of direct reports.
    • Coordinate with Manager, Inbound Marketing to ensure that all ABM contacts secured by our Inbound efforts are pathed appropriately and aligned to
    • Additional responsibilities as needed

    Qualifications:

    • BS degree or equivalent in Marketing, Management, Finance, or Business Administration or related field
    • A minimum of 3 years of experience managing a team size of 3 or more.
    • Minimum of 5 years of experience working for business to business software company; HR industry knowledge is a plus
    • Demonstrates the ability to eliminating cross-departmental barriers and challenges through management alignment
    • Competent in persuasion to drive and influence progress cross-departmentally
    • Experience in communication, writing, presentation skills
    • Knowledgeable about target audience segmentation strategies that optimize results
    • Understands new Marketing development processes, ABM, go-to market strategies, and Marketing lifecycle management
    • Influences, leads, and coaches cross-functional teams and champion new concepts and ideas
    • Exemplary organization skills, with the ability to prioritize; multi-task and work with competing deadlines
    • Proficient in analyzing, reporting, and improving key marketing metrics and making data-driven decisions
    • Effective vendor management and negotiation skills
    • Proactive work ethic and highly self-motivated
    • Demonstrates effectiveness in building and maintaining collaborative partnerships cross functionally
    • Creative problem solver, capable of removing obstacles and moving projects to completion

    EEO Statement:

    iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.

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