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The Director, Account Based Marketing (ABM) is a leadership role, responsible for executing the ABM strategy to drive growth and engagement across regions, as well as being responsible for driving the ABM strategy across multiple countries.

Through the execution of the ABM methodology, this role is accountable for driving a significant uplift in engagement with clients to retain and expand their engagement with the organization, ultimately driving long term sustainable growth in accounts and across countries/regions.

This role is responsible for collaborating closely with the local/regional sales, marketing and other cross functional teams to plan, execute and drive ABM programs into identified clients.

Accountable for spearheading the organization's strategic ABM program approach (1:1 or 1:few or 1:many), this role works with relevant marketing hubs to deliver compelling campaigns and content and ensuring the right clients and ABM construct and approach for global campaigns.

This leadership role is responsible for leading, managing, coaching and mentoring a team of ABM professionals, fostering a culture of innovation, collaboration, and continuous improvement whilst focusing on achieving operational excellence.

Key responsibilities:

Defines the ABM strategy and approach, working closely with relevant sales and marketing leads.
Translates the needs of the customer to personalized ABM programs aligned to business goals and objectives.
Delivers against KPIs identified and aligned to business targets.
Identifies, plans and implements the ABM program approach aligned to business priorities, goals and identified client needs, working closely with relevant marketing teams.
Manages, defines and supports the best ABM approach and tactics for global campaign and brand initiatives such as Tour de France.
Works across multiple areas with local/regional sales and marketing teams on the identification and execution of key accounts and cluster campaigns based on client insights.
Drives and demonstrates ABM adoption and performance in achieving business goals.
Acts on insight to ensure continued evolution and focus on driving pipeline results.
Manages and communicates with key stakeholders and executives across regions/wider business to ensure demonstration of impact of ABM with clients and sales.
Manages, and provides coaching and mentoring to team members.

To thrive in this role, you need to have:

Significant ability to influence others to drive for results.
Excellent sense of teamwork and collaboration.
Effective communication skills (written/verbal) to achieve specific objectives.
Excellent ability to gain others' support for ideas, proposals, projects and solutions.
Excellent ability to be flexible and independently meet deadlines.
Significant knowledge of web 2.0, search, wikis and interactive elements and appropriate use.
Significant ability to develop, maintain and strengthen partnerships/relationships and establish credibility with others inside and outside the organization who can provide information, assistance and support.
Significant understanding of multi-channel engagement data, behavioral data and predictive data, in order to leverage same for optimization of client engagement.
Significant program management skills with the capability to juggle a range of projects and consistently deliver results.
Full range of technical marketing skills including, insight development, messaging development, campaign planning and activation and marketing performance management.
Strategic vision for account-based marketing that aligns with overall business goals.
Significant understanding of account-based marketing principles and practices, with a focus on delivering personalized experiences to target accounts.
Significant proficiency in using data and analytics to inform marketing strategies and measure the impact of ABM initiatives.
Significant leadership experience in managing teams, driving initiatives, and mentoring staff members
Significant budget management skills to allocate resources effectively and measure ROI.
Significant creative thinking to develop innovative ABM approaches that differentiate the organization from competitors.
A focus on achieving tangible business outcomes through ABM efforts, such as pipeline growth and revenue generation.

Academic qualifications and certifications:

Bachelor's degree or equivalent in marketing, business, communications, or a related field.
Certifications in ABM, digital marketing, or relevant IT domains can provide a competitive advantage.

Required experience:

Significant demonstrated experience in a technology and/or business environment, preferably a global organization.
Significant demonstrated experienced gained within a Marketing or Marketing Communications or On-line Agency role.
Significant demonstrated ABM experience – particularly in the world of 1: few execution.
Significant demonstrated experience managing and leading a Marketing team, preferably an ABM team.

Workplace type:

Hybrid Working

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