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.Minimum RequirementsMatric (Grade 12)A bachelors degree in marketing, business, or a related fieldAt least 5+ years of business-to-business marketing experience within an IT or technology business, preferably in a partner or business marketing roleProven track record of building successful ABM campaignsSuperb stakeholder engagement skills and excellent verbal and written communication skills that enable you to communicate complex ideas succinctly and in a compelling wayStrong analytical and critical thinking skillsBuilding and cultivating cross functional relationships both internally and externallyDemonstrate strategic thinking, driving campaigns, value propositions and managing multiple projectsAbility to manage multiple marketing projects simultaneously, on time and on budgetKnowledge of the B2B IT services sales cycle and partner ecosystemsABM evangelistMetrics drivenPassionate about sales and the customerThe ability to identify business opportunities within an account and bring the correct people into the account at the right timeWork at C-suite and influencer levelAbility to create customer relevant messagingThe successful incumbent must be happy to carry a sales revenue targetResponsibilitiesEnsure 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 wayDeliver 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 developmentDefining 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 goalsConducting research to identify high value accounts which can be included in the programDevelop 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 Company portfolio penetration, increase in revenue, increase awareness, engagement (leading to Sales), and loyaltyABM 1:1 and 1:few campaign set up, management, measurement and deliveryWorking with the Sales Operations / Enablement team to help Sales understand the value propositions and campaign plans to ensure successful follow-upCoordinating and managing marketing activities across various channels, such as digital, social media, events, webinars, etc, in collaboration with the Group Marketing CoEs 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 improvementManage campaigns on-time and on budgetCollaborating and communicating with the GTM Leaders / Practice Leaders, Sales Leaders and other stakeholders, as well as Company Group Marketing teams and external partnersDesired SkillsMarketingAccountsSocial media
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