Top Account Marketing Professional - UKI Market

Introduction
At IBM work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so lets talk.

When you join the IBM team in Bucharest you will accelerate your career at an iconic company known as a pioneer in computing. You will grow your knowledge of cutting-edge software such as generative Al or hybrid cloud while working with teams across the globe and driving outcomes that shape the future of IBM and your own career. In addition to a competitive package IBM offers a collaborative and growth-oriented work environment and global responsibilities.

Your Role and Responsibilities
As a Top Account Field Marketer (TAFM) you will be responsible for driving growth in the UKI market by applying a consistent Account Base Marketing methodology and approach for our high priority accounts in your designated account cluster. The TAFM will collaborate and co-create with their account teams to develop strong marketing strategies and execution plans that extend the reach of our sales teams increase revenue build new relationships strengthen IBM’s reputation and drive towards shared outcomes.

• Know The Client: The TAFM’s value lies in knowing the client’s business industry and market by developing a deep understanding of the client’s business priorities imperatives and challenges.
• Face of Marketing to Sales : There should be “no daylight between Marketing and Sales”. The TAFM leads the alignment of marketing and sales in co-creating a unified account-based marketing plan to drive reputation relationships and revenue growth in the accounts they support. The TAFM plays an integral role with their account teams as the “Mini CMO” for their cluster of accounts and over time becomes a trusted advisor to sales executives and sales account teams. The Top Account program focus is on opportunity gen and helping our account teams assist the clients to achieve their business needs while growing the IBM business. Orchestrating the marketing activities and requesting resources through the Plan of Record management driving clients to become aware consider and prefer IBM technology and transformation solutions to solve their business imperatives and achieve the client’s business requirements.
• Know The IBM Solutions: TAFMs need to have an understanding of the IBM sales plays consulting focus areas relevant technology the technology decisions points and the value IBM brings through competitive differentiators.
• Develop an account cluster-specific marketing strategy and execution plan: TAFMs co-create with their cluster account teams the Marketing Strategy and Execution Plan utilizing resources such as client insight tools and enablement (internal and external – certification).
• All Top Account Field Marketers will be formally trained and certified in Account Based Marketing through the ITSMA an external marketing association.
• The process includes 20 hours of required education 5 post education mentoring sessions and the completion of a cluster strategy and flight plan for assigned accounts. All components are mandatory for certification.
• This program is enhanced with complementary internal IBM education to ensure a consistent global approach using proven methodologies and tools.
• These skills will assist the TAFM in co-create their marketing strategy through research about the clients determine client imperatives align solution initiatives elevate sales and consulting plays specifically for the account cluster create a targeted relationship map and actions to build/deepen relationships develop differentiated value props specific to the client’s needs.
• The execution activities require TAFMs to create a 12-month rolling plan that the TAFM will oversee. U nderstand patterns of interest and analytical approaches to infuse intelligence into the marketing strategy evaluate and measure strategy and execution impact and effectiveness against KPIs. Provide a closed loop process for continuous improvement. Identify and share key success stories.
• Client Experience: Work closely with key stakeholders across marketing and sales to create compelling relevant and differentiated client experiences.

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This is a Hybrid role attendance to the office will be required only 3 times peer week.

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Required Technical and Professional Expertise

• Top Account Field Marketers will be assigned to a cluster of accounts in the same industry and geography (where feasible).
• They should be solely focused on the role and not split between multiple functions. (Note: This does not apply to TAFMs that are managers.)
• Top Account Field Marketers must gain the trust of the account team and have a deep understanding of and be truly dedicated to the clusters they support. For that to happen new hires should agree to remain in the role for a minimum of 2 years.
• Top Account Field Marketers will be measured on yield new contacts and revenue growth in the accounts they support.

Preferred Technical and Professional Expertise
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