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Senior Manager, Account Based Marketing

Arlington, Virginia
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Job Description:


What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.

Title: Sr. Manager, Account Based Marketing - Gartner Digital Markets - Vendor Marketing - Arlington, VA

About Gartner Digital Markets: 

Gartner Digital Markets is a business unit within Gartner.  Our mission is to help small businesses make the right technology decisions and find the tools they need to grow, optimize, and become more effective at what they do.  The business is comprised of three leading brands—Capterra, Software Advice, and GetApp. For candidates interested in taking their next career step in the technology space, Gartner Digital Markets offers the fast pace and excitement of working for a startup, the stability and resources of a large, established organization, and the opportunity to be on the front lines of innovation in an industry that is always growing and transforming. 

Job Brief:

The Sr. Manager, Account Based Marketing (ABM) is responsible for developing and executing highly-targeted programs that generate new prospects and advance existing opportunities for Gartner Digital Markets. The Sr. Manager, ABM will liaise across Marketing, Client Success and Sales teams to develop 1:1, and 1: few tactics designed to penetrate targeted accounts and meet pipeline goals.

What You Will Do:

  • Execute actionable competitive market analysis

  • Identify and develop target ABM segments based on vendor prioritization, competitive market analysis, propensity to buy and white space analysis

  • Develop and implement target account strategy to support account-based selling program in new logos and accelerating existing opportunities with significant whitespace

  • Use account-based marketing and segmentation strategies to grow revenue, cross-sell new products, and reduce churn with existing accounts

  • Work with leadership to develop annual and quarterly marketing plans

  • Interface with sales to determine sales enablement needs, and work with fellow Vendor Marketing teammates to develop tools, training, and relevant content

  • Proactively engage with Business Development and Client Success teams to coordinate, communicate, and optimize the impact of marketing activities  

  • Design & execute one-to-one, one-to-few, and broad-based marketing initiatives to meet pipeline requirements of varied account segments

  • Track lead flow to ensure the appropriate sales channels are following up on lead efforts in a timely manner

  • Deploy turnkey sales enablement on an account and industry basis using various channels including digital, events, and social media

  • Develop and maintain comprehensive account profiles and target personas; oversee a database of named contacts and account intelligence to align marketing and sales in defining the target audience required to achieve account goals

  • Work with sales to identify gaps in key personas and contact information within strategic accounts; develop data and insight strategy to add key personas and contacts within accounts

  • Identify opportunities to improve marketing effectiveness through better audience segmentation, marketing techniques, and processes

What You Will Need:

  • +5 years in a high-tech B2B demand generation, ABM, or field marketing role

  • Proven track record of executing a holistic multi-touch, multi-channel marketing programs that include live events, webinars, digital and native advertising, email marketing, and social networking

  • Attention to detail, and the ability to establish policies and processes from scratch

  • Experience with targeting, segmentation and list acquisition to build prospect lists for demand gen campaigns

  • Proven track record of developing and simultaneously managing multiple marketing programs

  • Ability to thrive and adapt to change in a dynamic, rapidly-growing environment

  • Bachelor's degree

  • Experience building, launching and reporting on campaigns using Eloqua and SugarCRM, a plus

  • Experience marketing on-line commerce solutions, reviews based services, and/or Software as a Service, a plus

  • Familiarity with the monthly service based sales cycles and how to employ marketing communication strategies to nurture leads, drive adoption, and accelerate growth, a plus

What We Offer:

  • Limitless growth and learning opportunities.

  • A collaborative and positive culture — Your team will be as smart and driven as you

  • Outstanding compensation — Plus competitive benefits and generous time off

  • A chance to make an impact — Your work will contribute directly to our strategy

#digitalmarkets

Job Requisition ID:40268

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