Pailin Group Executive Search
Field Marketing Manager, National Accounts and Distribution
Channel Marketing Americas – Seattle, Washington
Field Marketing Manager, National Accounts and Distribution
Location: This position may be located in Seattle, WA; Chicago, IL; or Southern California
Position Summary
Seeking a senior experienced, performance-driven, creative and smart National Accounts Marketing Manager to own, develop, execute and measure marketing plans, and to build and accelerate national accounts sales pipeline.
You will have demonstrable experience in delivering pipeline impacting campaigns with an in-depth knowledge of national resellers specifically including CDW, Insight, Zones, SHI and others.
You will be required to develop processes to ensure the development, delivery, implementation, and successful results of channel and end user marketing programs, maintain annual and quarterly budget management, and act as a proactive member of the sales and marketing team in the sales region of responsibility.
Responsibilities:
Marketing strategy
Contribute to the overall marketing program strategy and execution framework to meet the goals of the business.
Develop integrated demand generation programs in cooperation with the channel and business development team in North America
Lead planning and review process for field and channel marketing programs
Build and maintain relationships with channel and sales leaders to understand the needs within the market
Marketing program delivery
Development and management of a communication program to develop and expand sales within our active partner community
Development of marketing materials, tools, and infrastructure, to support the needs of channel and business development teams
Management of telesales and telemarketing programs as needed
Work with sales team and national accounts in supporting local shows, lunch-and-learns, etc with event materials
Marketing Funds
Ownership, management and reporting of MDF spend on a monthly/quarterly basis
Ensure accurate reporting of marketing claims with complete documentation. Includes MDF forecasting, pre-approval, ROI reporting, and submission
Selection and management of agencies and vendors as required to support marketing activities
Manage, with corporate team, on line MDF system including training of resellers, distributors, and WatchGuard sales staff
Contract negotiation skills
Communication and Training
Rollout out of quarterly sales training programs via Webinars – working closely with product and channel management
Assist in writing & editing of Partner News –ensure appropriate content for regional market
Weekly communication to all National partners and Distributors to keep them advised of programs, promotions & changes as required
Ownership and management of channel contacts database – updates, exports & reporting
Competitive Reporting
Report on regional competitive activity with respect to sales, programs, promotions, and advertising
Reporting and Metrics
Work closely with Marketing and Sales Operations to monitor on pipeline generation
Ensure progression and completion of Field Marketing report cards
Provide weekly updates on current projects and budget expenditure
Manage program reporting from the national accounts including ROI
Education, Knowledge, Skills, Certifications/ Licenses, Competencies
BA/BS degree preferred or an equivalent combination of education and experience
Minimum 5-7 years’ experience in similar role.
Ability to travel domestically, ~50%
Marketing business-to-business solutions in a technology company
Experience in business systems such as Salesforce, Marketo, Eloqua, MS products
Proven ability to meet deadlines under pressure while managing multiple projects and activities.
Excellent presentation and writing skills, samples will be requested
*Well qualified sales professionals please forward resume along with compensation requirements in complete confidence to the
Pailin Group Professional Search Consultants - Roxxanne Miller - Sales & Marketing Group Division Manager rmiller@pailingroup.com
