Senior Strategic End-User Marketing Manager, DACH (Munich, Germany)(Remote Eligible)

Senior Strategic End-User Marketing Manager, DACH

Location: (Germany Remote), Germany

The DACH Strategic End-User Marketing Manager will be responsible for planning and executing a multitude of

marketing programs such as account intelligence gathering, demand creation, reputation support and sales enablement, in agreed-upon large accounts to support sales goals in the DACH region.

The DACH Strategic End-User Marketing Manager will work closely with the EMEA Demand Centre and the Solutions Marketing Director to develop or leverage existing assets that will support multi-touch, multi-dimensional programs including both inbound and outbound tactics.

This role will report into the Senior Director Field Marketing for EMEA. The successful candidate will be expected to work closely and collaborate with the DACH Channel Marketing Manager to ensure programs support the needs of the DACH Sales Leadership team.

Key Responsibilities include

  • Develop and implement pipeline creation and acceleration programs jointly with sales to strategic end-user accounts
  • Translate sales objectives (both opportunity-based and relationship-based) into objectives and marketing project plans
  • Provide ongoing data and insights on these strategic accounts and contacts
  • Support the DACH Sales Leadership in selecting the most appropriate candidate accounts for strategic account marketing execution
  • Educate account managers on the potential role of Account Based Marketing within global/strategic accounts
  • Execute marketing programs on behalf of sales, and demonstrate to reps how they can execute program elements on their own
  • Identify internal and external resources for use in marketing execution for global/strategic accounts (e.g. Business Value Team or PR Team)
  • Conduct outreach to global/strategic accounts manager to identify and mitigate any conflicts
  • Understand which internal organisational marketing campaigns and assets to leverage for strategic account engagement planning
  • Orchestrate and lead ongoing account check-ins with account executives to ensure account goals, key contacts and account plans remain on track, and discuss upcoming account requirements and modifications
  • Internally promote account-specific engagement marketing plans, updating these plans based on account executive collaboration
  • Research, choose, design and manage all live events to be included as tactics in the overall marketing mix, and ensure there is a cohesive pre-event, at-event and post event strategy to increase engagement and response rates
  • Forecast, measure, analyse and report on impact of programs
  • Evaluate, select and manage vendors that contribute to these demand creation programs including events venues and services, direct mail providers, designers, copywriters and list brokers
  • Work closely with the EMEA Demand Centre and the Solutions Marketing Director to ensure that all newly developed messages, assets and creatives are on brand, on message and approved by the legal team
  • Actively pursue opportunities for Customer Endorsement with the Customer Reference Manager (e.g. as Case Studies, Press Releases, Supporting Quotes)

 

Technology Skills Required

  • Sales force automation systems (Good working knowledge of campaign management in SalesForce.com)
  • Marketing automation platforms (Theoretical understanding of Eloqua needed)
  • Analytics tools (Good working knowledge of Excel required)
  • Social media platforms and monitoring tools
  • Sales tools (e.g. Theoretical knowledge of account planning, playbooks, ROI/TCO tools)
  • Content management tools (Box)
  • Business intelligence (Working knowledge of Tableau)
  • Customer reference platforms

Organisation Interlock

  • Sales account managers
  • Global/strategic account managers
  • EMEA Solutions marketing
  • EMEA PR
  • EMEA Demand Centre
  • Field marketing
  • Marketing operations

Background & Experience Required

  • Previous marketing experience, ideally in a Technology company with a strong Enterprise focus
  • At least one year of internal experience preferred (which helps to navigate culture and/or politics of the organization)
  • Three to five years of relevant security industry experience
  • Previous sales experience a distinctive advantage
  • Proven experience working successfully with sales teams
  • Ability to leverage data and insights in the development of marketing plans aligned to account strategies
  • Excellent knowledge of Okta and its product and solution offerings
  • Very good understanding of key industries and market segments
  • Account and contact insights and where to gather account intelligence
  • Sales methodology and the global/strategic account planning process
  • B-to-b buying process in large accounts and relevant buying centres
  • Buying roles and personas in global/strategic accounts
  • Goal setting and account-specific marketing planning
  • Key competitors
  • Demand type and how it alters marketing and selling
  • Goal and task prioritization

Profile Required

  • An individual that is achievement/goal-oriented
  • Someone collaborative, who can empathise with sales and seek feedback and direction (an active listener)
  • A self-starter who is resourceful, analytical and who can find creative solutions to problems
  • An individual who is customer-focused and has strong oral and written communication skills
  • A multi-tasking and persistent individual who is willing to work in a fast-paced environment
  • A project manager who can work with autonomy and with little direction
  • Someone who is willing and able to travel regularly across the region

Success Metrics

  • Stakeholder satisfaction with individual’s output
  • Specific global/strategic account revenue and growth
  • Specific global/strategic account retention
  • Global/strategic account opportunity pipeline creation
  • Global/strategic account opportunity pipeline influenced
  • Database growth/accuracy of contact and account data for defined accounts
  • Customer engagement
  • Sales utilisation of marketing programs and subsequent feedback
  • Response rates, inquiries and leads from marketing programs to these strategic accounts

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta https://www.okta.com/company/careers/.

Okta is an Equal Opportunity Employer 

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