Manager, Account Based Marketing India

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Marketing & Communications Job Details
About Salesforce We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you've come to the right place.
Salesforce is seeking an experienced, well-rounded, and results-focused marketing professional who is ready to drive the Account Based Marketing (ABM) strategy and programs for India, as part of an all-star marketing team in Asia Pacific. The ideal candidate will be a dynamic, creative, collaborative, assertive and self-starting, with a passion for creating and delivering amazing marketing campaigns that drive outstanding pipeline, revenue, relationship and reputational results for our top accounts.

The Account-Based Marketing Manager, India, will be part of an Asia Pacific team of ABMers who drive ABM across the Asia Pacific region including Australia, New Zealand, ASEAN and India. This role will be responsible for developing and executing strategic personalised marketing strategies and customer journeys focused on deepening relationships and strengthening Salesforce reputation, to effectively drive pipeline, revenue and growth within our most valuable accounts.

This role requires a deep understanding of how to target senior decision makers within B2B accounts, collaborate with sales teams, sales leaders and marketing colleagues, leveraging data and analytics, and creating highly personalised marketing campaigns to drive revenue and customer retention.
 
Key Responsibilities :
Account Selection and Prioritisation: Work with sales and marketing teams to identify and prioritise high value target accounts based on criteria such as revenue potential, industry, and business fit.
Account Identification & Segmentation: Conduct internal and external research to identify and profile potential target accounts aligned with business objectives. Utilize data and insights to segment accounts based on industry, size, customer need and behaviour. .
Customer Insights: Conduct external and internal research, and leverage data to understand the unique needs, challenges, preferences and goals of each account, leveraging data and market intelligence to inform personalised and effective marketing strategies. Work with sales teams and leverage external sources to identify key decision-makers, influencers, and pain points within each target account. Regularly communicate insights to sales and marketing colleagues, to ensure a unified and coordinated approach in engaging target accounts.
Strategy Development: Develop and implement account-specific marketing strategies and journeys that are based on customer insights and align with the customer needs and overall business objectives. The strategies should engage and inspire key stakeholders within target accounts, building relationships and trust, and driving pipeline and revenue.
Personalised Campaigns: Develop and execute highly customised account-specific marketing journeys, utilising account insights, delivered through relevant channels such as events, email, digital, web, direct mail, and webinars. Deliver experiments and innovation via a broad range of relevant mediums and channels, making them globally visible and available. The role includes hands-on execution with the day-to-day coordination and program management of all aspects of the initiatives and campaigns.
Digital Experiences: Utilise real-time insights to create personalised and targeted digital experiences as part of account-specific journeys and campaigns, to engage and nurture target accounts. Collaborate with marketing colleagues to align digital initiatives with customer needs through various channels - including website, email, social media, and content.
Content Development: Founded in insights, create, leverage, tailor and personalise relevant marketing content, including emails, case studies, social and other collateral, to resonate with target accounts.
Alignment with Sales: Collaborate closely with the sales team to source insights, ensure marketing efforts align with their customer needs, their account strategies and objectives.
Marketing Collaboration: actively collaborate with various parts of marketing locally and globally to maximise customer engagement and impact, ensure the ABM strategy and customer journeys are leveraging all the relevant marketing programs including strategic events, executive engagement, executive briefings, buyer marketing, digital, customer and content.
Measurement and Reporting: Monitor and analyse the performance of ABM campaigns and top account segment. Leverage available dashboards and feedback mechanisms to provide regular updates on the progress and impact of ABM campaigns. Key performance indicators (KPIs) will align to revenue, reputation and relationship goals, as well as sourced, influenced and matured pipeline. Make data-driven decisions and consider sales feedback for optimisation and evolution of the programs.
Agencies: effectively partner and manage appropriate marketing agencies to access specialised ABM skills and resources for insights, strategy, messaging, personalised content experiences and multi-channel campaigns. Work with these agencies to plan and execute innovative and impactful programs at scale on time and on budget
Budget Management: Manage the budget allocated for ABM India initiatives, ensuring the ABM activities are executed within the defined budget.
Competencies Highly professional, dynamic, innovative, positive and resilient team player who takes initiative and has a can-do attitude.
Strong experience and references partnering with sales
Strong stakeholder management: ensure stakeholders' needs, concerns, and expectations are considered and addressed appropriately to achieve success. Maintain positive relationships, whilst also being assertive to express own points of view that may differ to the stakeholder. Set and manage stakeholder expectations regarding priorities, outcomes, timelines, and potential risks. Actively seek feedback from stakeholders and use it to prioritise and refine plans and actions. Address concerns and suggestions in a timely and professional manner.
Ability to adapt to change and thrive in a dynamic, fast-paced environment. Must be very comfortable with continuously changing opportunities and priorities, with an appetite to innovate.
The ability to build trust, value others, communicate effectively, collaborate with others, drive execution, foster innovation, focus on delivery to customers, solve problems creatively and demonstrate high integrity
Communicating with impact - excellent verbal and written communication, presentation, and interpersonal skills. Interacts with all levels of management.
Creativity and proven track record to develop and execute personalised B2B marketing strategies and campaigns with close alignment to sales and though several stages of the pipeline funnel across web, social, email, as well as in-person and virtual events and other activities.
Experience driving quantifiable ROI.
Data-driven mindset with the ability to use analytics to inform marketing decisions - understand and optimise campaigns to increase engagement, lead quality, conversion rates, program performance and the effectiveness of marketing spend.
Understanding and experience with the latest digital technology for personalisation through various channels, including website, email, social media, and content
Demonstrates high degrees of personal responsibility without disempowering others. Is able to manage the quantity and quality of work and expectations in its delivery.
Organised and detail-oriented, with strong project management skills to confidently lead multiple projects simultaneously across cross functional teams and agencies.
Self-starter. Can work independently or collaboratively to optimise business and team outcomes.
Key Qualifications 7+ years proven experience in B2B marketing in a marketing manager and/or campaign manager capacity
7+ years proven experience managing and developing integrated marketing campaigns that engage sales teams and enhance relationships and reputation with their customers, whilst also driving demand, pipeline, and revenue.
2 years + in B2B Account Based Marketing preferred
3 years+ working with India customers and internal stakeholders
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About Us We're Salesforce, the Customer Company, inspiring the future of business with AI + Data + CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you've come to the right place.
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