Regional Marketing Manager - Channel & Alliances, Americas
scality · Ashburn, VA · hybrid
Job Description:
- Define the Americas marketing plan with the extended team (sales, channel, alliances and corporate marketing), including the joint marketing plan with Scality strategic alliances, distributors and key VARs: co-funded campaigns, partner events, incentive, reviewed quarterly with the channel and alliances teams
- Partner & Alliance Marketing
- Work directly with VARs to create and execute joint campaigns: messaging, asset needs and format
- Support partner recruitment and onboarding with the Channel Managers.
- Implement and execute local US events and activities with the channel and alliances sales teams, from planning and logistics to follow-up
- Demand Generation (including ABM)
- Develop campaigns, events and activities for the AMER sales, alliances and channel teams, and localize and execute the global campaigns in the Americas: audience, message, assets and follow-up agreed with sales
- Co-work with Growth Marketing on the account-based plays on the AMER named accounts with the Account Executives: target list, executive mapping, campaigns and measured conversion into qualified pipeline.
- Develop referenceable customers with sales and customer success: case studies, speaking slots, nominations to Scality customer programs, and regional customer events.
- Operations & Reporting
- Manage the field marketing budget: report expenses on the Field Budget to keep it on track and share visibility with sales leadership and marketing
- Track the results of campaigns and events and use them to decide where to invest next. Make sure every lead is correctly documented and assigned, and that follow-up SLAs with sales are met. Report monthly to the VP Sales Americas on attendance, leads, deal registrations, qualified pipeline created, conversion and cost per qualified opportunity.
- Travel to partner events, trade shows and team meetings as required
About you:
- 8+ years of experience in field, channel or partner marketing, preferably in B2B enterprise technology (infrastructure, storage, data protection or cloud)
- Proven experience building and running campaigns with VARs, distributors and/or technology alliance partners, including co-marketing and market development funds (MDF)
- Hands-on experience planning and running events, from local partner events and customer roundtables to trade show presence
- Experience owning and managing a marketing budget, with disciplined expense tracking and reporting
- Able to turn a sales or partner objective into a campaign: target audience, message, assets, format and follow-up
- Comfortable working with sales teams: responsive, organized and focused on pipeline
- Strong project management skills: able to run several campaigns and events in parallel and deliver on time
- Strong written and verbal communication skills
- Ability to work across the company through influence (sales, channel, alliances, corporate marketing, product marketing)
- Familiarity with Salesforce (campaigns, lead and pipeline tracking), marketing automation (HubSpot), and project management tools such as Asana; experience with a partner relationship management (PRM) platform such as Impartner is a plus.
- Based in the Washington, DC area, able to work from the Ashburn, VA office 1 to 2 days a week
- Willingness to travel to partner events, trade shows and team meetings
- Knowledge of AI tools and capable of creating workflows is a plus