Description

Position at HotSchedules

Join the HotSchedules team as our Sr. Account Based Marketing (ABM) Manager

The Sr. Account Based Marketing Manager is responsible for planning, executing and measuring a range of integrated marketing programs for large named accounts in a fragmented market with complex buying processes. Key to success includes orchestration of touch points over an extended period of time in collaboration with internal and external partners. Essential activities include understanding buying/purchasing dynamics, identifying best channels for engaging prospects, and optimizing budget impact across strategic accounts. This person will collaborate across functions to develop strategies and processes needed to execute a best-in-class ABM program.

Your Mission:

• Collaborate and foster deep partnerships across the organization to build and grow ABM capability
• Educate the organization on the operational aspects of a successful ABM program
• Translate sales objectives (both opportunity-based and relationship-based) into objectives and project plans for marketing support
• Partner with marketing and sales operations to provide ongoing data and insights on strategic accounts and contacts within these accounts to drive relevant outreach and timely execution
• Understand and analyze the account portfolio, including how to prioritize and group accounts according to opportunity, buyer need, persona, industry, buying cycle stage and propensity to buy
• Leverage account-based data and technology to help our marketing and sales teams attract, engage, convert, and grow key accounts
• Recommend the most appropriate accounts for one-to-one (large account) marketing programs
• Orchestrate and lead ongoing account check-ins with sales executives to ensure the effective joint approach to strategic accounts, including goals, key contacts, account plans, and discuss upcoming account requirements
• Execute from content creation to delivery using the right mix of digital marketing, inbound, and broad-based marketing activities
• Work with partners in sales and marketing to define and establish ABM workflows including campaign structure and orchestration of joint activities
• Define and analyze metrics and KPIs to determine the effectiveness of ABM program
• Provide visibility into the results of cross-functional campaigns and measure campaign effectiveness, lead generation and attribution, opportunity creation, pipeline contribution, and ROI of our marketing efforts
• Manage and adhere to budget allocation

What you will bring to the team:

• Bachelor’s degree in Marketing required
• 8+ years of b2b marketing experience
• Proven experience in an account based marketing role
• Strong proficiency with martech tools, especially Marketo (Engagio experience a plus)
• Understanding of campaign management and demand creation processes
• Insight gathering and analysis from multiple internal and external data sources (e.g. data providers, social analysis, engagement scores)
• Budget management skills
• Demonstrated written skills
• Demonstrated proficiency with reporting on ABM campaign effectiveness
• Proven experience working in a cross-functional setting to achieve organizational goals
• SaaS marketing experience in a vertical industry strongly preferred