IBM SaaS Marketing Programs Lead in Los Angeles, California
The SaaS Marketing Program Leader will create, own, manage and report on Sales Opportunity Creation and Progression Programs for Cloud Sales and Solutions across IBM’s strategic imperatives (Cloud, Cognitive, Industry). This role will assist the Market and Executive sales management in the crafting of Cloud Sales Marketing Programs and Offerings (especially Watson, IoT, Quantum, and Industry focused solutions) in conjunction with the IBM North America Marketing team, as well as creating and reporting on the progress, effectiveness and results of these programs. Events, both on site and virtual, will also be managed by this role.
You will be expected to guide matrixed sales teams and their leaderships in the adoption and execution of these programs, take authoritative lead for all of North America field marketing initiatives, lead the sales to marketing interface and “need resolution”, including interaction with Senior Executives, Market Leaders, Offering Management, Marketing, and directly, Business Development Leaders, Digital Demand Generation teams, and with Clients in a highly dynamic and visible role.
This role requires a broad array of soft skills ets, especially executive acumen, interpersonal and organizational influence capabilities. The successful candidate must have a strong work ethic, time management and work prioritization abilities, as well as be highly self-motivated. An excellent ability to communicate in written, verbal and graphic form, as well as to present publicly, and to interact with a variety of senior internal and external Executives, is a must.
Preferred location: Boston, NYC, Raleigh, or San Francisco
Plan Projects (Campaigns) to Meet Business & Revenue Objectives:
Design projects (campaigns) in collaboration with Markets and Brands, determine optimal execution scenario mix and project types, to meet plan and program objectives.
Partners with Portfolio to engage with Worldwide and NA Marketing to understand Corporate projects (campaigns), to determine the best execution scenarios mix to meet the DT and project (campaign) objectives, & provide feedback.
Support Portfolio with project (campaign) insights to be leveraged in defining the audience, the value prop, and the narrative.
Support portfolio and/or content management teams to develop content strategy, help to identify content gaps and opportunities for messaging.
Collaborate with and project manage DT to design end-to-end projects (campaigns), that meet revenue targets, by creating a compelling and seamless journey using digital, programmatic, and non-digital tactics at each stage. Apply buyer insights and past performance data to make decisions about the ideal tactic mix.
Create logic map, Implementation guide, email & LDR logic with support from Digital Strategists, Event Specialists, and Marketing Automation Specialists
Deliver to marketing contribution targets with emphasis on new buyers.
Manage Execution of Projects (Campaigns):
Responsible for Demand Generation budget; manage the project (campaign) budget across the Diamond team, issue POs and own the Invoice Payment Verification process.
Set up project (campaign) names/codes and projects' (campaigns') offers (currently via EMM/Unica 9.1.)
Collaborate on an on-going basis with Marketing Automation Specialists to implement and execute programmatic marketing.
Collaborate with and project manage DT, agencies and vendors to execute tactics. Responsible for agency relationships.
Test digital tactics with the support of digital strategists.
Manage, execute LDR enablement & response management in partnership with Event Specialists, Marketing Automation Specialists, and Portfolio.
Collect LDR, chat, Sales feedback as input to project (campaign) optimizations & LDR performance management.
Partner with Portfolio to enable IBM Routes on project (campaign).
Optimize Projects (Campaigns) & Reporting:
Collaborate with and project manage DT to leverage data to track and analyze project (campaign) performance and journey experience, against targets and benchmarks, and create an optimization plan to improve outcomes based on findings
Project Manage the execution of optimizations with the diamond team.
Provide input to POR reports.
[WW specific] Drive interlock with IMTs to understand and coach for optimal project (campaign) performance.
Significant skill with Microsoft Excel, Word, and PowerPoint are required. You will be required to demonstrate this through complex spreadsheet formulas, document template formatting and concept graphical presentation.
Key Personal Attributes:
Business Acumen and Business Financial Acumen
Demonstrated communication skills, with the ability to deliver powerful, succinct and convincing presentations at all levels of an organization while exhibiting both technical and business credibility
Ability to work proactively and independently
Commitment to stay current with industry and sector trends
Ability to articulate, define and execute creative strategies to grow the business and reach new markets
Ability to interface and organize within a multi-brand sales organization
Continuous learning and expanding scope of knowledge in diverse areas of business, technology, and selling models and skills.
Required Technical and Professional Expertise
5+ years in Consulting, Marketing, or Program Management is required.
2-3 Years of experience in campaign or go-to-market program management – especially market or brand strategy, as well as experience in consultative selling and executive communication
Preferred Tech and Prof Experience
7+ years in Consulting, Marketing, or Program Management is required.
5 Years of experience in campaign or go-to-market program management – especially market or brand strategy, as well as experience in consultative selling and executive communication, is desired.