Director, Channel Marketing (North America)

In the role of Director, Channel Marketing (North America), you will be responsible for managing a team of regional marketers in the execution of integrated direct marketing campaigns, activities, events and tactics that align with, and support, the sales team and our key partners in NA region. These partners include (depending on strategic priorities) VARS, MSPs, infrastructure MSPs, RMM, Distributors/Nationals.  You will be accountable to hitting monthly qualified leads targets, collaborating with in-market partners to drive seat penetration of our SAAS solutions, and provide depth of product knowledge in the form case studies and customer testimonials.  You will work closely with the regional sales team to ensure that marketing is a key part of the partner planning process, and that marketing activities support revenue goals and are measurable, attainable, and well executed.  As the leader for the region, you will own the regional marketing plan and have a skilled team of key channel/partner marketers reporting to you in physical/virtual setting.

You will be responsible for the planning, implementation and execution of marketing programs, tactics and activities in coordination with the Global Marketing team in the other regions, as well as in other functions. You will hire and manage local agencies as appropriate to ensure that they are accountable for delivery according to their scope of work and outlined program deliverables.  These programs are designed to drive partner and end user engagement in the EMEA region, as well as drive pipeline generation through multiple channels.

This role will drive both direct and indirect lead generation programs such as events, content syndication, online advertising, webinars, customer case studies, and channel enablement initiatives. Close alignment with the sales teams in understanding their needs and ensuring marketing programs are aligned to lead and pipeline generation (converting to sales results) is essential.

The right candidate will have experience marketing B2B software, with a strong background in customer acquisition strategies and relationship management. They will have experience managing demand generation teams, be strategic in their approach, measurement driven and results oriented.  They will have experience working in the region in close cooperation with sales, marketing, and partner leadership teams and be able to communicate and present professionally.

Key Responsibilities

  • Report regional metrics and KPIs regularly in accordance with sales goals and MQL objectives
  • Provide regular updates related to team and regional marketing performance
  • Responsible for providing direction, guidance, and leadership to (mostly virtual) NA marketing department
  • Proven strong leadership, and team building success
  • Manage and execute on lead generation programs to increase leads and enhance the quality of leads delivered to the sales team and channel
  • Build programs with the appropriate on-line and off-line mix such as events, tradeshows, search, social, direct mail, email, webinars, content syndication.
  • Localize campaigns to entice new prospects and motivate customers with the NA region
  • Ensure consistency with global brand messaging and voice
  • Work closely with NA Sales leadership to identify and voice required sales tools
  • Manage and drive enablement and training programs to ensure the channel is educated about our offerings
  • Manage external agencies
  • Manage campaign budgets and timelines
  • Fluency in English, written and spoken.
  • Excellent writing and presentation skills including comfortable serving as spokesperson for team in executive level briefings, external presentations, etc.

Qualifications and Skills

  • Candidate must have at least ten years of B2B marketing experience with strong field, channel, and demand generation skills
  • Strong leadership presence including ability to drive key initiatives and strategic objectives that involve multiple stakeholders, consensus building and strong negotiation skills
  • At least 5 years management experience, ideally in channel marketing
  • Experience developing and delivering partner marketing program, including tracking and executing MDF funding and activities with and for partners to drive revenue
  • Strong analytical abilities: Candidate must be able to analyse data, observe trends, and report and evaluate the success of campaigns, activities/tactics, social engagement.
  • Driving lead acquisition for Sales, and in-market product awareness
  • A good understanding of the security and data protection industry is preferred
  • Knowledge working with, and building, world class partner marketing tools and programs desired
  • A strong understanding of how leads are acquired, tracked, and nurtured through every aspect of the sales and marketing lifecycle
  • Experience with a variety of marketing activities, including social, web, email marketing and webinars
  • Must be extremely well organized but need to be flexible to handle changes in priorities
  • Must be strategic in driving marketing planning and execution oriented in delivering tactics and activities
  • Must have the ability and confidence to communicate marketing plans and successes internally to ensure coordination across channels
  • Experience with Tableau, Marketo and Salesforce
  • Ability and willingness to travel within the assigned geography as required

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