IBM Sr Director Field Marketing EMEA 

United Kingdom, England, London 

411069137

What we want you to do:

• Develop and drive marketing strategy for the EMEA market.
  • Analyze market to determine and prioritize key marketing strategies for optimal pipeline development in the region.
  • Collaborate with sales, partner and growth marketing teams to develop and execute marketing plans that ensure pipeline coverage, acceleration and alignment across territories.
  • Play an instrumental role in developing and informing global marketing strategy to ensure maximum success in the EMEA market.
  • Build on initial footprint in region to drive expansion opportunities of high value customers through highly targeted efforts and events in partnership with the ABM team
• Design and execute marketing programs that drive demand.
  • Manage and deliver regional marketing programs that meet regional pipeline, awareness and customer upsell objectives that cover all segments (from midmarket to Fortune 100). This will include management of third-party events, Apptio-owned physical and virtual events, proactive prospecting programs and the delivery of global campaigns in region.
  • Drive regular communication with growth marketing to ensure delivery and effectiveness of key assets and deliverables.
  • Ensure that we have the foundational data infrastructure to drive successful execution of regional marketing programs. Liaise with marketing operations and analytics as appropriate.
  • Ensure regular communication to Americas sales and account management teams regarding all new and planned marketing activities and assets.
  • Drive active marketing participation and support in territory planning sessions with all field sales reps.
  • Team with sales development in pursuit of pipeline generation activities to enable programmatic proactive prospecting practices and programs.
  • Collaborate with Partner sales and partner marketing teams to deliver a diverse portfolio of marketing programs across the sales cycle across the regions, with a focus pipeline generation and market maturation.
  • Work with marketing operations to analyze sales and marketing performance data, build dashboards, and track key metrics. Communicate progress to leadership, including overall weekly pipeline reporting and bi-directional meetings with sales.

Required Technical and Professional Expertise

• 10+ years’ experience in field marketing or equivalent role in B2B enterprise software marketing
• Experience of a similar role from within a complex technology environment is essential.
• Proven success in leading teams and executing programs that drive demand, acceleration and return across a broad range of channels, including events, campaigns, digital, direct mail, outbound and inbound prospecting.
• Demonstrated ability to build highly effective working relationships with sales and marketing, supporting the delivery of GTM and partner strategies.
• Excellent written communication skills and an ability to create marketing content as required.
• Previous experience developing partner relationships and partner marketing programs.
• Creativity and a drive to be innovative in taking Apptio’s message to market in a manner that supports the brand.
• Willingness to travel as required ~20%
• Bachelor’s Degree with a Marketing or Business focus preferred.

• Ability to clearly articulate a market-specific value proposition and tailor it to fit a variety of program requirements
• Understanding of B2B sales cycle and ability to identify opportunities to maximize demand creation, pipeline contribution and sales opportunity acceleration
• Understanding of a demand creation performance management system
• Ability to market to a range of B2B buyers using a wide variety of offers (white papers, case studies, webinars etc.) and delivery mechanisms (email, call downs, direct mail)

Skills

• Current on best practices for B2B marketing
• Experience with sales and marketing automation, such as Marketo and Salesforce.com
• Effective communication skills in English including the ability to:
  • Convey information to a wide variety of internal and external audiences
  • Drive regional strategy in partnership with Sales leadership; influence and trusted advisor status
• Collaborate cross-functionally with stakeholders across the business and in alignment with the overall broader marketing and sales teams

Behaviors

• Results–oriented with a drive to exceed goals and objectives
• Flexibility and “can-do” attitude for both strategic and routine tasks
• Communication and influence – must be energetic and passionate
• Ability to manage through multiple projects simultaneously with tight deadlines
• Has excellent attention to detail
• Self-starter, demonstrates initiative and a desire to grow skills and career