MARKETING PROGRAMS MANAGER – Houston

The central role of regional marketing is to drive a culture that enables sales success. This role plays a key part in ensuring that culture is firmly established. In most regions this will be a single full-time role. In regions where geography and business volume dictate, it may involve two or three full-time resources, or the equivalent in shared responsibilities utlizing a greater number of people participating part-time within the full-time equivalent of resources supported by regional business performance. Regardless of how the role is executed, this individual or team is the point of contact for sales and sales-support related activities in regional marketing.
Responsibilities include:
•Marketing Program Planning
oParticipate with regional leadership to develop marketing plans that address the requirements of the region’s 3-year strategic, and annual operating plan.
oWith the Regional Head of Marketing, develop specific annual marketing plans and execute to them to achieve the business objectives in the region.
oWith Industry leadership in region, define and implement programs in the field to achieve vertical market growth goals.
oWith Regional Communications, create campaigns and communications programs that contribute to the regional plan objectives, create awareness, and generate quality leads through consistent, aligned messages and differentiation.
•Metrics:
oThrough reports from CRM, Sales Operations, and other internal sources, track, report, and review overall market penetration and track and manage pipeline metrics for vertical market growth. Sales Support and Inside Sales resources will recognize this role as a key advocate for resource planning in the region and will routinely validate the region's pipeline metrics.
•Customer Contact
oParticipate in regular Client Engagement activities, including: Alliance meetings, major engagement progress meetings, vision/direction presentations, Corporate account meetings & executive calls
oLeverage customer groups to plan and ensure adequate customer participation in regional user group meetings.
oWith the participation of Industry leadership, Client Care, and Consulting, cultivate executive relationships through appropriate executive events in region. Measure success of these events on the number of executives who participate and the qualitative indication of access following the event by client facing teams.
•Campaign Execution & Pipeline Development
oExecute regional events and campaigns for sales pipeline development to ensure adequate demand creation activities are present to assure forward revenue and growth goals of the business..
•Corporate campaigns in conjunction with Sales Operations
•Regional campaigns with Regional Communications
oMonitor activities such as qualification, event registration, and customer satisfaction measurement through internal “inside sales” channels and, when necessary, justify and obtain funding for outside resources to handle extraordinary call volume.
oTrack results of all marketing activities and measure them for sales pipeline development and efficiency in the selling process.
oWhere appropriate, execute Limited Time Offers (LTOs) or recommend SPIFS (Special Incentives for Sales) to fill short term gaps or to achieve tactical objectives through synchronized marketing and selling activity
oManage co-marketing activities in region with partners and channels as directed by Portfolio and Regional leadership
•Sales & Marketing Tools
oWith Portfolio and Corporate Communications, ensure availability and currency of Sales tools such as: Success stories, white papers, experience summaries, case studies, IPS overview and regional overview presentations, demonstration tools, application notes, results of implementations, competitive strategy
oCollaborate with peers to ensure international cross-region program needs are met and share best practices to accelerate global consistency.
oWith Market Research, provide regionally relevant competitive briefing documents to ensure current competitiveness data is available to the field.
•Coordinate the following within the region:
oEstablishing, managing and coordinating all reference activities within the region
oProject Abstracts for internal & external use
oSuccess Stories & Papers on all significant deliveries
oUse of customers in focus groups and feedback
oResolution of customer satisfaction issues identified through reference activities
oValidation of share data and win/loss data from corporate activities

Apply Here