Field Marketing Manager

Introduction

At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

Us: We are an ambitious and high-energy marketing organization building global awareness and demand for Apptio SaaS applications. We are passionate about what we do and are driven by a common mission to support and elevate the role of CIOs within their organizations. We believe deeply in Apptio’s potential to lead our market and disrupt the IT industry daily. We are team players with an entrepreneurial spirit and an eye on results. We are growing fast and need committed, driven professionals to help us meet our goals while building their careers.

You: An energetic field marketer with a “can-do” attitude and exceptional attention to detail, to execute programs with our field sales and sales development team to drive demand and accelerate existing opportunities. In this role you will assist in the development of multi-touch, multi-dimensional programs, including events and regional campaign execution. You’ll get a first-hand look at how a fast-growing company builds a world-class brand and delivers world-class marketing programs of all types in supporting our field sales and account management teams. The ideal candidate will be an all-out team player, but at the same time be a self-starter that is hands-on, driven, a great relationship builder, and someone who is passionate about owning a project from beginning to end.

Responsibilities

Actively support quality pipeline development within region though marketing programs, events and campaigns

• Develop pipeline generation programs for large enterprise accounts
• Create and deliver integrated marketing programs for target region, including digital marketing, Apptio events, 3rd party event sponsorships, direct mail, teleprospecting, etc.
• Collaborate with sales to ensure optimization of pipeline coverage, acceleration and alignment across territories. Support territory planning and sales alignment within region
• Partner with sales development team on targeting and lead follow up prioritization and progression
• Educate and enable sales team on new and planned marketing activities
• Measure and analyze field marketing performance against target plan
• Manage and balance regional field marketing budget and spend
• Work with marketing operations to analyze sales and marketing performance data, build dashboards, and track key metrics
• Improve waterfall metrics, including reach, conversion, velocity, value and return
• Develop and implement highly relevant messaging for single accounts and account clusters
• Events: onsite management of events, ensuring flawless execution and liaise with event venues on event schedules, rooms, AV, catering etc, and assist in all event logistics
• Webinars: Work with campaigns to develop content specific to larger enterprise companies

Required Technical and Professional Expertise

• Basic Qualifications:
• 1. 3-5+ years of field marketing or equivalent B2B enterprise marketing experience
• 2. Strong knowledge of demand generation and marketing best practices
• 3. Results-oriented mindset, passionate about performance measurement and analytics
• 4. Extensive experience in content creation across various mediums, including messaging platforms, persuasive copy for email, direct mail, digital ads, SDR scripts, and marketing assets
• 5. Proven ability to develop regional plans to support account-based marketing
• 6. Successful track record in executing demand-driving programs and events, accelerating deals, and ensuring a positive return on investment
• 7. Demonstrated skill in building effective working relationships with sales and marketing teams
• Knowledge:
• 1. Bachelor’s Degree with a preference for Marketing or Business focus
• 2. Ability to clearly articulate market-specific value propositions and customize them for various program requirements
• 3. Strong understanding of content creation to target audiences with tailored messaging
• 4. Experience in segmentation analysis, budgeting, and building business cases
• 5. Knowledge of B2B sales cycles and strategies to maximize demand creation, pipeline contribution, and sales opportunity acceleration
• 6. Excellent grasp of marketing performance metrics management to optimize program performance and ROI
• 7. Ability to market to a range of B2B buyers using diverse offers (white papers, case studies, webcasts, digital marketing) and delivery methods (email, call downs, direct mail)
• Skills:
• 1. Experience with Salesforce, Marketo, Demandbase, or other predictive analytics tools preferred
• 2. Proficiency in integrated marketing content creation and implementation
• 3. Effective communication skills, including conveying information to various internal and external audiences, writing marketing-quality emails, presentations, and collateral, and translating complex technical information into value-oriented, persuasive copy
• Behaviors:
• 1. Results-oriented approach with a strong focus on performance measurement and analytics
• 2. Flexibility and a “can-do” attitude
• 3. Effective communication and influence abilities, energetic and passionate with the capability to lead cross-functional teams to achieve regional marketing goals
• 4. Ability to manage multiple projects simultaneously with tight deadlines
• 5. Self-starter with the capacity to evaluate and navigate complex problems with evolving variables

Preferred Technical and Professional Expertise

None

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