Job Description The Account-Based Marketing (ABM) lead will be responsible for providing insights to sales and key account managers in order to gain a deeper understanding of their customers. The successful incumbent will work alongside sales to grow revenue, increase engagement and improve reputation within the desired customer base. They are responsible for understanding the strategic goals of the customer, having a deep understanding of the account plans of specific and identified accounts or account clusters. In conjunction with sales they will be responsible for developing and executing ABM campaigns, delivering customer engagement plans and campaigns that assist the Key Account Managers to achieve these goals. The role will require extensive engagement with the Group Marketing Centre's of Excellence (CoEs), Shared Services, Key Account Managers and Sales Operations / Enablement to plan, implement and measure the impact of the marketing campaigns. Key activities and responsibilities of an ABM Lead are: Ensure that there is a deep understanding of the ABM account(s) and that the development of the campaign aligns with customer needs and sales objectives, all whilst aligning to the GTM business strategy in a customer centric way. Deliver customer insights to sales for key accounts or account clusters. This includes defining target personas and identifying their needs and preferences to inform campaign messaging and content development Defining marketing initiatives that generate new sales streams by following the seven step ABM process to deliver on increased revenue, relationships and reputation as set out with the KAM in the ABM account goals. Conducting research to identify high value accounts which can be included in the program. Develop highly targeted ABM engagement plans for selected accounts that support the business objectives by increasing customer engagement (particularly C-suite), increase in number of contacts and their relationship score within an ABM account, increase of Group portfolio penetration, increase in revenue, increase awareness, engagement (leading to Sales), and loyalty. ABM 1:1 and 1:few campaign set up, management, measurement and delivery. Working with the Sales Operations / Enablement team to help Sales understand the value propositions and campaign plans to ensure successful follow-up. Coordinating and managing marketing activities across various channels, such as digital, social media, events, webinars, etc, in collaboration with the Group Marketing CoE's and Shared Services. Measuring and reporting (based on defined account goals outlined in conjunction with sales) on the effectiveness and impact of marketing initiatives in accordance with the 7-step process, evaluating results and making recommendations for improvement. Manage campaigns on-time and on budget. Collaborating and communicating with the Leaders / Practice Leaders, Sales Leaders and other stakeholders, as well as Group Marketing teams and external partners. Organizational Interlocks Sales leadership along with key accounts managers within ABM selected accounts. Revenue marketing team Executive / report back interlock with the business and marketing & finance. R Role Requirements To become an account-based marketer, you need to have: A bachelor's degree in marketing, business, or a related field At least 5 years of business-to-business marketing experience within an IT or technology business, preferably in a partner or business marketing role. Proven track record of building successful ABM campaigns. Superb stakeholder engagement skills and excellent verbal and written communication skills that enable you to communicate complex ideas succinctly and in a compelling way. Strong analytical and critical thinking skills Building and cultivating cross functional relationships both internally and externally Demonstrate strategic thinking, driving campaigns, value propositions and managing multiple projects. Ability to manage multiple marketing projects simultaneously, on time and on budget. Knowledge of the B2B IT services sales cycle and partner ecosystems Metrics driven Passionate about sales and the customer The ability to identify business opportunities within an account and bring the correct people into the account at the right time Work at C-suite and influencer level Ability to create customer relevant messaging. The successful incumbent must be happy to carry a sales revenue target. Remuneration is dependent on experience and qualifications Apply Now

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