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Job Post: Director of Account Based Marketing @ New Relic

Question asked by Joe Payne on Mar 18, 2019

New Relic is on the hunt for a proven Account Based Marketing (ABM) leader with a successful record of combining content and relationship marketing with technology to lead our ABM program. This role reports to the Senior Director Demand Generation.

You would be responsible for leading the development, implementation, management and measurement of targeted account-focused programs to drive sales acceleration, revenue expansion and customer retention for a fixed set of strategic accounts. This position partners closely with sales, GTMSO (Go-to-Market Strategy, Operations) customer and regional marketing, to drive achievement of business objectives.

You can take a look at the role here: New Relic Careers | Digital Performance Monitoring | New Relic

Key Responsibilities

  • Provide strategic leadership for ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
  • Lead the daily operations of the ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
  • Advance the use of technology for the ABM program to drive personalization and scale focused on the buyers journey, delivering the right marketing program and content at the right time
  • Lead and effectively manage a direct team of one and virtual team of marketing professionals. Provide clear direction toward stated outcomes, ongoing feedback/coaching, manage performance and development for direct team member
  • Nimbly address the ongoing demand for opportunistic and ad hoc marketing needs of the sales teams in response to health of pipeline
  • Review and share performance metrics with a keen eye on ROI. Ensure that each marketing activity is tracked and measured. Use data and dashboards to inform future programs and investment
  • Create ABM best practices programs and toolkits for leverage by regional marketing teams as needed
  • Build and maintain strong relationships with internal stakeholders, including sales, regional marketing, GTMSO, customer experience, partner marketing and external organizations

Qualifications, Experience, Knowledge and skills

  • Minimum of 8 years marketing experience
  • Four year degree required, with MBA strongly preferred
  • Diverse marketing background including demand generation, content development, event marketing, public relations, culminating in recent focus on ABM, with demonstrated success
  • Proactive style with discipline and will to align on outcomes, set priorities, drive decisions and get closure on recommendations and issues
  • Successfully manages multiple projects and effective at influencing across all levels
  • Experience in marketing automation and measurement, specifically in account based marketing
  • Highly skilled at communicating, both in person and in writing; a penchant for visual communication via dashboards and presentations very valuable in this role
  • Committed leader who takes initiative without being asked; takes pride and personal ownership of work and team success
  • Direct people management experience required
  • Experience working across a complex, highly matrixed organization, including demonstrated ability to lead those outside of your direct reports
  • High energy; highly productive with strong self-starter initiative
  • Exceptional organizational, budget, project and people management skills