Senior Director APAC Field & Partner Marketing

Senior Director APAC Field & Partner Marketing

Location: Singapore or Australia (Melbourne or Sydney)

The Sr. Director of Field and Partner Marketing will report to Vice President Global Field and Industry Marketing for Juniper. This person will lead field and partner marketing activities for APAC region. This role will be the leader in aligning Sales and Marketing across all regions of APAC, ensuring that customer targeting, marketing campaigns, local events, and pipeline development and acceleration activities are highly aligned and customized for prioritized sales territories. This role is essential in identifying and assessing potential market opportunities as well as creating marketing programs that raise existing and potential customer/partner perceptions of the value proposition offered by Juniper’s solutions. Ultimate success will be measured by new revenue opportunities generated and market share gains. 

This position will play a key role in developing and executing the marketing strategy at a local level for Juniper’s solutions. The successful candidate will build strong relationships with sales and partner leadership across the company and ensure strong linkage between marketing activity and sales success. 

The successful candidate will be expected to deliver on the following key priorities:

• Driving scalable growth of Juniper’s APAC enterprise business – from the Global 1000 to a repeatable motion for mid-market and channel-led accounts.
• Working directly with the APAC Sales and Partner leaders, as well as Juniper’s partner programs team on aligning marketing activities with sales efforts
• Pipeline acceleration. Working with Sales and other parts of marketing, develops and executes integrated and innovative marketing strategies, from events to demand campaigns to specific customer outreach, that will help accelerate existing pipeline. This includes a strong partnership with the Sales Development and Virtual Sales teams.
• Account-based marketing (ABM). Deep customer engagement on a 1:1 or 1:Few basis. Embedded in the customer or vertical team, the ABM motion looks at target accounts and specific opportunities within those accounts and then develops the initiatives to target them, including cross-sell and up-sell efforts.
• Vertical Marketing. Development and execution of industry/vertical marketing campaigns including tight alignment with a Vertical Business Development team.
• Partner Marketing. Drive growth of Juniper’s Channel business through marketing strategies both to and through partners (including Distributors).
• Local demand creation. Providing local/regional customization of corporate-led initiatives, from demand creation to product launches. Have a strong understanding of GDPR.
• Executing events, including in-person, virtual and hybrid
• Providing localized guidance to the Global Field & Partner Marketing and APAC sales leadership on strategic go-to-market opportunities.
• Attract, develop and retain diverse and best-in-class marketing talent.

CANDIDATE PROFILE

The Sr. Director will be an experienced marketing leader with a minimum of 15 years of prior work experience along with the proven ability to drive best in class marketing and cross-functional processes/procedures. 

The ideal candidate will be an experienced IT / networking professional with field and channel marketing experience and direct experience in managing a similar function at a reasonably large-scale company. 

This person must have demonstrated the ability to be a constant force for innovation and improvement with demonstrated skills in innovative marketing programs that have led to market leadership and customer successes. 

The candidate must be proficient in the craft of marketing, particularly in how to simplify complex technical topics into compelling and concise value propositions, tuned to each audience (technical, business, media, etc.) and in understanding how to assess the market, target buying centers, shift customer perceptions, and execute global marketing campaigns.

An undergraduate technical or business degree is required, and a post-graduate business degree (MBA) is preferred.

To meet the priorities for the Sr. Director of Field & Partner Marketing, candidates should possess the following core competencies and experience: 

• Proven Results as a Marketing Leader –The candidate will have demonstrated market facing skills and an understanding of customer needs and expectations.
• Understand market dynamics, has the ability to create demand, and collaborates with sales organizations to fulfill demand.
• Functional marketing skills including the creation of successful marketing strategies and developing innovative marketing programs, both direct and through partners. Including but not limited to digital, ABM and Vertical marketing.
• Collaboration and Influencing Skills – The qualified candidate must be able to influence without ownership, which they will do by demonstrating competence and confidence, listening well, using fact-based persuasion, and persistence as appropriate to the audience and issue at stake.
• The ideal candidate will have demonstrated an ability to be quickly recognized as a partner to Sales and resource to members of the management team. The successful candidate must have excellent skills at influencing outcomes, and shaping and catalyzing dialogue across and outside the organization.
• Credibility and integrity are critical attributes to effectively command respect and trust of key individuals. The candidate will have a personal style that is viewed as open-minded and collaborative.
• Strategic, analytical and intellectually aggressive, they have a track record of leading major strategic initiatives, focusing on the core business issues, defining challenges and goals, and setting strategic direction to accomplish longer term objectives. The candidate will recognize value levers and identify the highest-impact improvement opportunities.
• Leadership Skills –The person must have a strong sense of vision and the ability to lead and inspire changes in thinking and approach throughout an organization. This person will have the personal self-confidence and charisma to recruit and retain the best talent in the industry. They will have a genuine passion to create a diverse and positive environment that will empower and inspire their team to go above and beyond.
• Given the broad-based marketing responsibilities this individual will assume, strong project management skills and the ability to manage multiple parallel initiatives will be critical.

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