FIELD/CHANNEL MARKETING MANAGER

Description

The Field Marketing Manager will be responsible for leading the marketing strategy and execution of field and channel marketing programs to generate new business, drive cross sell/upsell opportunities and help advance existing opportunities for the sales team. Reporting to the Marketing Director, this individual will collaborate with theatre Sales leadership, channel partners, and Global Marketing to identify and understand target market needs; position Lancope’s solutions; and develop, implement, track and measure marketing programs that help the theatre achieve its business/revenue plan.

In this role, you will also work closely with channel partners, the channel sales team, and the marketing team to support and accelerate channel activities. Responsible for joint marketing programs, partner launch activities, partner event management, partner portal management, partner communications, and the channel marketing budget.

The successful candidate must be a strong spokesperson and have a solid track record of; developing and executing go-to-market strategies, managing teams delivering field specific lead generation programs plans directly and with channel partners, and working cross-functionally with a track record of success. The right candidate will thrive on building relationships with sales team, must be an exceptional leader with strong partnering skills, possess a keen understanding of joint partner marketing, lead development and program execution and follow up, and be fluent in a metrics-driven organization.

Responsibilities

• Act as the local point of contact on the development and execution of European programs; Understand local go-to-market and account strategies, segment the market and interlock with sales teams to create distinct regional marketing plans.

• Develop and implement pipeline acceleration programs jointly with sales.

• Research, choose, design and manage live events to be included as tactics in the overall marketing mix, and ensure there is a cohesive pre-event, at-event and post-event strategy to increase engagement and response rates.

• Interface with sales to determine sales enablement needs, and work with product/solution marketing to develop tools, programs in a box, training and content.

• Align local messages and tactical plans with the company’s business goals.

• Actively participate in regional/global interlock sessions and share best practices with colleagues.

• Generate insights about, and proactively address, market trends and competitive activity to help ensure evolving corporate, product and marketing strategies meet theatre market needs.

• Analyze historical results data (e.g. budget and tactic metrics). Monitor, review and report on marketing activities and results against key performance metrics during monthly and quarterly meetings; adjusts marketing mix based on performance to maximize ROI.

• Manage the execution of all channel-marketing programs, including working closely with partners as well as the marketing, channels, sales, and business development teams.

• Represent in-region requirements for input into the communications strategy.

• Manage vendor contracts and relationships and the potential to supervise marketing assistants/coordinators.

Qualifications

• B2B marketing/marketing program experience covering all aspects of developing and managing marketing strategies and programs

• Bachelor’s degree in Marketing or Business preferred

• Experience with marketing to large enterprises preferably in the high-tech and/or network security space

• Proven experience working with sales teams and supporting programs to drive awareness and sales; actual sales experience is a plus

• Ability to work with a remote and geographically dispersed sales organization

• Ability to align tactical plans with strategies

• Experience working with the channel

• Strong understanding of Marketing and Sales funnel

• Budget management experience

• Ability to travel required (20% - 30%)

• SFDC experience preferred

• Marketo experience

Competencies

• Thrives on building relationships with sales teams

• Desire to obtain high level of internal customer satisfaction

• Team player and respects colleagues

• Excellent written and verbal communication skills

• Formal presentation skills

• Highly organized, detail oriented

• Flexible and open to new ideas

• Strategic thinker

• Analytical and problem-solving skills

• Direct and matrix team-leadership skills

• Persuasiveness

• Creativity

• Sound business judgment and decision-making skills

• Self-motivating and enthusiastic