Vice President, Global Field Marketing

Our client

Our client is a fast growing, innovative and trusted provider of software that improve productivity and profitability for engineering, manufacturing and infrastructure industries. Their unique, resilient and open software platform allows their subscribers to deliver sustainable performance with flexibility and agility to address evolving market requirements.

Why join this company

First and foremost is their open and collaborative approach. It’s about providing an environment that encourages personal growth and recognizes and rewards success. The software offers a clearly different employment experience than other global organizations. They don’t place limits on what people can achieve.

They do this by:

• Providing an exciting and challenging environment in a respected, highly successful and growing company where success is built by the people who work here
• Being performance-oriented: developing, recognizing and rewarding a ‘can-do’ approach, great performance and personal achievement
• Expecting colleagues to challenge each other and continuously seek opportunities to do things better
• Valuing people who solve problems and thrive on challenges
• Creating new opportunities for personal growth by supporting the training and development of their people
• Working collaboratively with others to achieve shared success
• Being open and transparent as an organization
• Encouraging people to make a positive contribution and express their point of view without fear
• Providing an environment in which people can shape their own career paths
• Nurturing courageous people who want to make big things happen – and providing them the environment to do it
• Gathering subscriber requirements and feedback, working with consultants and product managers to develop customer success
• Developing a trusted relationship with the customer through delivering their requirements

General Responsibilities

The VP Global Field Marketing will lead a global team of highly specialized field marketing professionals within the 3 regional organizations (Asia, North America, EMEA). The VP Global Field Marketing will report to the Chief Revenue Officer. As such, she/he will play a critical role in the leadership of the business and leverage her/his business acumen, technology expertise, and strategic marketing skills to build and manage a team that will support the growth objectives of their regional field teams

This role requires an individual with strong leadership, stakeholder management and entrepreneurial skills who drive demand and deliver a healthy pipeline. This leadership position will collaborate with and drive a strong team of passionate individuals who want to make a difference by working across functional areas, including corporate & product marketing, product teams and field sales organizations around the world

The successful candidate will be a true team player, an exceptional strong and creative field marketing professional who can demonstrate past success driving targeted account demand and creating dominant market positions for new and existing business-to-business technology products. This person will be adept at rigorously managing the pipeline and will be highly versed in digital (including ABM) marketing

Key responsibilities include:

• Lead and own the creation and execution of a field go-to-market marketing plan for direct (and partner/channel sales as appropriate and as the business evolves) to impact revenue, retention, and brand awareness
• Work with corporate and product marketing to define the targeted campaigns for the company and drive regional focused execution and plans that drive pipeline growth and retention
• Work the corporate team to define, design and regionally deploy content that will inform the spectrum of sales tools and collateral (PowerPoint presentations, datasheets, white papers, customer case studies, sales playbooks, demos, and training materials) to communicate the value proposition of the client in regions
• Analyse & understand the regional incubation cycle and customer segmentation to formulate ideas and approaches to optimize the selling process across different customer segments and personas
• Manage, develop, and coach a high-performing field marketing team deployed globally
• Translate strategic marketing plan into actionable (quarterly) targets, goals, initiatives, and metrics
• Introduce new marketing ideas, channels, and tactics to help scale regional business
• Align marketing plan and execution with unique geographic market needs
• Execute offline and online event strategy that meet corporate and field objectives
• Working to ensure successful lead capture/nurture and handoff to sales teams
• Maintain a 90-day rolling calendar of integrated activities including webinars, marketing campaigns and other programs
• Establish a strong collaboration with regional sales teams to create and execute both strategic and tactical campaigns to maximize pipeline velocity, quality, and quantity
• Align with corporate and product marketing teams to ensure consistent branding and messaging, as well as differentiated offers based on buyer personas
• Collect regional input/feedback re messaging, segmentation, solution areas etc. from the field (Marketing and Community) and feed back to Corporate marketing team to adjust programs and messaging
• Own/manage regional incubation data in cooperation with Marketing Ops

Individual Education Profile:

Undergraduate University degree, preferably in Marketing, Business, Engineering, Computer Science, or Economics.  An MBA, graduate degree in Marketing, Business, Engineering, Economics are considered a major plus.  Fluent English both verbal and written mandatory in addition to one or more language would be a plus

Experience:

 Considerable management experience in an enterprise, subscription-based solution environment to targeted industries

• At least 10 years of proven global experience in fast growing software businesses in an ARR subscription environment
• Demonstrated ability to drive pipeline and impact revenue through highly effective marketing and measured accountable results
• Demonstrated international experience in EMEA, Asia and North American markets
• Proven work experience with an ideal mix of strategic, technical (product management, technical marketing) and business (consulting, field marketing, sales, and/or channel) background

Professional Skills:

• Leadership - Strong management and leadership skills. Ability to motivate, assemble, direct, coach and coordinate teams, in different locations and from different parts of the globe.  Proven ability to attract, develop and coach the very best talent in the market
• Strong knowledge of demand marketing techniques including Account Based Marketing (ABM) to large, global multinational accounts in targeted industries
• Deep experience leading a global field marketing organization at scale using state of the art and best in class digital marketing techniques with high impact on pipeline growth
• Strategic, creative, and disciplined individual who enjoys having a strong role in the development of strategy while being able to execute consistently

Personal Attributes:

• Possesses key leadership attributes: highly collaborative and team orientated, strong personal conviction, vision, strong emotional bonds, inspirational, risk taker, ability to drive a team to excel and be able to have difficult conversations when the team is not performing
• Have a proven track record in rapidly scaling high quality pipeline in a fast-growing environment
• Embraces creativity with a highly data-driven mindset
• Highly organized and disciplined with a self-starter attitude and the ability to work in a dynamic environment
• Know how to scale and improve pipeline quality in a B2B tech environment
• Stature and presence - the ability to interface with and command the attention and respect of senior industry executives and colleagues across functional areas
• Strong communications skills, both written and oral, ability to present at senior level
• Planning - Ability to develop, communicate and execute both tactical and strategic plans
• Natural born leader with impeccable work ethic, humble but confident
• Cultural sensitivity - Ability to bring together highly diverse teams to achieve superior results
• Judgment - Ability to think and act independently and exhibit consistently sound business judgment and an action-oriented ability to take measured risks and take responsibility for the consequences