FIELD MARKETING MANAGER (NAM)

Responsibilities

• • Work directly with Regional Sales Leaders, Regional Sales Managers, and Channel Partners, including Managed Services and Tech providers 
  • Build and execute an integrated field marketing strategy for North American territories - West, Central, and EAST - focused on driving consistent pipeline generation utilizing a full, Direct, Channel Partner and Tech/MSSP go-to-market strategy
  • Build marketing programs catering to two key buyer personas for Contrast Security - CISO and DevOps/Software Engineering with direct go-to-market tactics and yearlong Channel Partner joint marketing plans 
  • Responsible for planning and executing end-to-end event marketing programs, including industry events, Contrast events, trade shows, webinars, roundtables, customer forums, and workshops,  according to requirements, budget, target audience, and key company objectives
  • Responsible for setting KPIs and metrics for each program and delivering as a team with Field Sales, SE, CSM, and the rest of the global marketing team
  • Manage an integrated plan that includes internal cross-department collaboration before event/webinars, overall onsite/virtual experience, and post-event/webinar strategy
  • Plan key programs with select Channel Partners and key Tech and MSSP Partners that aim to generate and influence pipeline generation, grow the Contrast brand, and drive revenue 
  • Work closely with internal teams to ensure content, messaging, and demos are consistent, on-brand, and delivered to set objectives 
  • Facilitate stakeholder meetings up to and including C-level executives to determine stakeholder needs and level of engagement with a strong executive presence
  • Work cross-functionally with SDRs, sales, product marketing, customer success, and many others to execute agreed-upon marketing plans
  • Align territory marketing activities to support the sales goals for leads and opportunities
  • Support the Marketing and Sales Ops teams to manage measurement of every event program’s impact through SFDC reporting, evaluate event/campaign ROI, present recommendations for improvement, and ensure department consistency in reporting
  • Actively work with the Global Demand Gen and Digital marketing teams on paid and social ad creation to drive MQLs to SALs 
  • Manage program plans tightly to ensure no steps are skipped and within set budgets
  • Craft and execute persona-specific / industry-specific / account-specific assets and messages for campaigns with that requirement

KPIs/metrics/outcomes

•  

  Execute, track, and report all marketing programs to set KPIs:

  • Develop a field marketing programs strategy that supports pipeline and revenue goals for each sales territory in North America - defining scope and metrics for each program and tracking and reporting on those metrics quarterly 
  • Lead the development and execution of co-marketing/co-selling programs, joint events, and joint content initiatives with key Channel Partners, Technology, and MSSP Partners
  • Drive revenue in target accounts identified in the ideal customer profile with a split between new business and customer expansions
  • Increase the number of engagements and touchpoints deep and wide into the ICP
  • Contribute to the development of one (1) customer per quarter who commits to and/or executes at least one externally-facing activity (webinar, case study, etc.)
  • Net New and Expansion Pipeline numbers by territory and RSM
  • Pipeline tracking by marketing program, including sales plays, integrated marketing campaigns, and other key product initiatives 
  • # of MQLs and SALs generated from each marketing tactic utilized in each marketing program
  • Lead conversion throughout the funnel

Qualifications

•  

  • 7+ years of field marketing, marketing programs management in the technology industry preferred 
  • Knowledge of and experience in Application Security
  • Proficiency in key tech tools like Hubspot, Linkedin, Google, and Salesforce
  • Excellent written and communication skills
  • Ability to work closely with distributed field sales teams and channel sales teams 
  • Coordinate closely with Demand Generation, Product Marketing, and Global Comms teams to develop and execute integrated plans and key company initiatives 
  • Ability to execute quickly and flexibly pivot projects as needs change 
  • Ability to work in a fast-paced environment and seek feedback from relevant stakeholders
  • Travel as needed to execute regional campaigns and events as required