Director, ABX & Field Marketing (International)

UK Based

WHO WE ARE

Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions, delivered on Salesforce’s leading cloud platform, provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

As the Director, ABX & Field Marketing overseeing our international regions (EMEA & APAC) demand generation team, including ABX (Account Based Experience) and Field Marketing & event activities; You are a key leader in our effort to drive pipeline and meet revenue goals. You will be responsible for the International ABX and field marketing strategy, focused on demand generation, sales funnel development activities, field enablement and coordinating the bottom of funnel campaign execution across marketing, BDRs and sales. This role collaborates closely with globally centralized teams (Digital, Campaigns, Content, Product Marketing) and the field (BDRs and Sales) to develop integrated marketing campaigns for the regions.

Through leveraging global messaging and assets, you will adapt and execute highly effective, collaborative marketing programs for North America to increase market awareness, generate demand, accelerate pipeline, activate partners, and grow sales within the region.

Your team will be specifically responsible for the International ABX portions of the global integrated campaigns, field facing events, and BDR/Sales interlock, while being accountable for the holistic success of regional (or where appropriate global) campaigns. This role will partner with key stakeholders including our International Sales and Alliances organizations, the NA ABX & Field team, Digital, Product Marketing, Corporate Communications and Content teams to define and execute metrics-driven campaigns and field activities.

This role reports into the Sr Director, ABX & Field Marketing based in the US

WHAT YOU WILL DO IN THIS ROLE

• Support the development and cross-functionally manage the marketing plan for the International regions to meet or exceed the regional awareness, pipeline targets and revenue targets.
• Lead, motivate and mentor the existing regional team, to meet KPIs and revenue targets; manage and develop the team of distributed employees across EMEA & APAC in a predominantly remote environment
• Lead the planning and execution of the bottom of funnel account based experience (ABX) motion aligned to Certinia’s global integrated campaigns.
• Work with the global marketing team to collaborate and align regional objectives with overall corporate goals
• Leverage global demand strategy to create innovative regional approaches leading to bookings aligned with the global sales strategy
• Ability to take key messaging and use terminology appropriate to the target market and geography
• Manage the marketing budget associated with International Field Marketing activities and direct the spend to associated teams to execute plans you create and shape.
• Work with the global centralized marketing teams and PR to support regional PR and AR activities with customers, partners, and Certinia executives
• Track, build and expand the reach of the contact database for key International accounts
• Drive a strong partnership between the International Marketing team and the International sales teams to ensure they are equipped with relevant collateral, references and are across the field marketing plan to drive leads through the pipeline.
• Work with Certinia partners to support their marketing efforts and run joint events and campaigns
• Work with corporate Product Marketing to coordinate product launches, review global campaign themes and provide feedback on sales tools required for the region
• Some travel required; in particular, to Marketing driven events and internationally for leadership meetings.

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• Significant experience leading Field Marketing team in B2B SaaS software or technology company - Experience working within the Salesforce ecosystem highly beneficial
  
  
• Significant experience leading account based demand generation initiatives across marketing, sales, BDR and partner teams
  
  
• Expert knowledge of demand generation best-practices with a demonstrable track record of achieving significant growth results, revenue & market share
• Team player, able to work with global cross-functional teams and supporting functions
• High energy with the ability to work well under pressure and manage multiple initiatives, with tight deadlines in a fast paced, changing environment
• Metrics driven approach, you are numerically strong and use data to inform strategic decisions and planning
• Experience working with com and Marketing Automation and ABX systems (Salesforce and 6sense preferred)
• Experience partnering with Sales leadership, understanding and supporting sales drivers as well as the sales and marketing alignment; lead to pipeline add, pipeline growth and management, territory growth tactics (warm & cold territory plans), regional events, etc.
• Exceptional communication and people/program management skills. Demonstrated ability to lead, coach and grow your team is essential
• A team player who collaborates as standard practice, and operates successfully leading both their own team and virtual working teams
• 12+ years of experience of B2B marketing leadership experience, focused in demand generation in technology, professional services, financial services or business services sector. At least 5+ years of experience in leading successful regional demand generation teams
• Exceptional leadership skills and proven ability to attract, develop, coach and retain top talent