Sr. Manager, Lifecycle Marketing

Boston, MA
Jun 19, 2017
Jun 19, 2017
Business Type
Contract Type
Full Time
Client Reference Code: 190368-1

Spectrum Enterprise and Navisite are looking for an experienced, enterprise B2B technology savvy, senior marketing manager to drive a blend of client cross-sell campaigns and target account marketing initiatives that produce marketing qualified leads (MQLs) within existing Navisite client accounts. This position requires experience in and understanding of the cloud industry. The senior marketing manager will work closely with Navisite's East and West strategic accounts teams to develop campaigns and programs that drive broader cloud adoption within target account segments as well as to support ongoing client retention efforts.This position is located in our Andover, MA office.

Reporting to the Navisite Marketing Director responsible for lead generation programs, the Senior Manager of Client Cross-Sell Marketing is responsible for:

* Spearheading a close collaboration with Sales leaders and Sales Ops to identify accounts and account segments with the greatest potential for increased cloud spending.
* Collaborating with cross-functional Spectrum Enterprise marketing teams, including Navisite Product Development, Sales, Sales Operations and Field Marketing teams, to ensure that initiatives align to client segment needs and drive towards established strategic account revenue goals.
* Launching and maintaining concurrent programs focused on client retention and top account growth.
* Supporting campaign strategies and programs to cross sell cloud solutions into Spectrum Enterprise network accounts.
* Leveraging a variety of account-based intelligence tools to determine best tactical approach to identify and engage numerous influencers across an account.
* Consulting with content development team to advocate for content needed for program success, including sales enablement materials development.
* Advising, preparing and partnering with SAMs to understand sales enablement support needs, to help drive meaningful conversations supporting quarterly business review process with standardized materials and recommendations.
* Working closely with four internal, core Enterprise Marketing services teams: Operations, Product, Content and Brand, to sustain the right blend of integrated account engagement activity leveraging digital awareness and engagement tactics, customized offers, incentives and promotions, content assets, research, sales enablement and training, and marketing automation and SF reporting.
* Driving integrated campaign plans that include buyer and account influencer engagement tactics, account-based nurture stream planning and optimization, content development coordination, and tactical sequencing aligned to account segments and buyer profiles to increase engagement rates and ascertain key buying triggers.
* Establishing program objectives and KPIs with key constituents for ongoing program measurement and optimization.
* Managing operational responsibilities including budget outlook and programmatic reporting as related to cross-sell and ABM lead generation activity.

Qualified candidates must possess excellent written and interpersonal communication skills, proven project execution, and the capability to juggle multiple deliverables with enthusiasm and professionalism.

The breadth of up-sell and ABM campaigns spans a complex product set and a diverse geographical footprint. Ongoing and consistent collaboration with sales leaders to make sure campaigns are aligned to the client life cycle as well as strategically messaged is paramount.


* Minimum of 5+ years of progressive experience in developing and implementing targeted B2B campaigns in the cloud industry
* Experience leveraging a marketing automation platform, ideally Marketo or Eloqua, and Salesforce as part of campaign strategy and execution.
* Proven track record of content usage throughout the buyer's journey
* Able to think strategically and act tactically
* Able to multitask, prioritize and organize a number of concurrent projects under tight time pressure
* Large technology company experience
* Strong interpersonal skills and ability to develop solid working relationships across key functional groups
* Strong analytical and quantitative skills
* Relevant copy writing and creative samples
* Understanding of the digital and ABM landscape
* Proven brand-related design experience, from concept inception through to final deliverable
* Approximately 25% travel may be required with in the US

Benefits and Perks:

* Competitive compensation package
* Medical, dental, and vision insurance
* 401K plan

Job Code : TWCMPD601 Sr Mgr, Marketing Cross Sell Exempt