Senior ABM Program Manager


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Overview


We’re looking for an experienced marketer to join our team to lead strategic account-based marketing (ABM) programs. As a Senior ABM Strategist, you will partner with the strategic accounts sales team to drive sales pipeline and revenue through account-specific programs. This role will be a critical resource in creating engagements with strategic accounts through multiple channels.

You are a strategic thinker who can assess data and research and put them into action through marketing integrated campaigns with input from key stakeholders. You are advanced in your marketing expertise, influencing functional strategy and innovating new ABM practices in your area and the broader organization as a senior strategist. You have a proven track record in developing ABM programs. You have designed and executed 1:1, 1:few, and broad-based marketing initiatives to accelerate and expand demand for a variety of accounts.

You will balance both strategy and hands-on execution of the work while working closely with a cross-functional marketing team, sales, clients, and subject matter experts across Esri to develop the right messaging and tactics that are the most appropriate for each account.

Responsibilities


  • Create, manage, and execute account-based marketing programs in partnership with sales executives to accelerate demand within strategic accounts
  • Translate sales objectives (both opportunity- and relationship-based) into objectives and plans for ABM programs
  • Develop appropriate marketing metrics for each account program and provide visibility into marketing campaign results and effectiveness, including lead generation, relationship building, improved reputation, opportunity creation, pipeline contribution, and ROI of our marketing efforts within the account
  • Leverage account-based data and technology to help our marketing and sales teams attract, engage, convert, and grow strategic accounts
  • Collaborate closely with sales to develop the strategies, processes, and content required to execute best-in-class ABM programs which result in substantial in-account pipeline growth
  • Lead ongoing account check-ins with sales team to ensure account goals, key contacts and account plans remain on track, and discuss upcoming account requirements and modification
  • Gather and share industry and account-based intelligence such as mapping the organizational decision-makers, identifying the key contacts in each account and providing regular updates on industry, company, and contacts to sales to identify/solidify selling opportunities; research organizations and prospects roles to create a penetration strategy
  • Guide the team and collaborate to execute from content creation to delivery tactics using the right mix of digital marketing, inbound, broad-based, and field marketing activities

Requirements


  • 8+ years of B2B marketing experience including 5+ years of direct experience leading account-focused programs in an account-based marketing or demand generation role
  • Deep experience building and carrying out account-based marketing programs
  • Demonstrated ability to achieve results working cross-functionally with sales, marketing, and product teams
  • Competent in all areas of marketing including strategy, plans, sales enablement, thought leadership and demand generation
  • Aptitude for leveraging digital marketing, digital advertising, and sales acceleration tools and technologies
  • Excellent relationship management skills with ability to build rapport, influence and deepen relationships with stakeholders
  • Bachelor's in marketing (MBA preferred)

Recommended Qualifications


  • A solid understanding of the sales process
  • ITSMA ABM certification
  • Data-driven approach to marketing with the ability to track and report on long-term and complex campaign performance metrics
  • Familiarity with Pardot, Salesforce, AEM, Microsoft Office suite, Adobe Analytics, and ABM technology platform

About Esri


Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

 

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

 

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

 

If you need a reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

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