Sr. Director Field Marketing EMEA

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.

Your Role and Responsibilities
Company Overview:

Apptio an IBM company is the leading technology spend and value management software provider. Apptio’s AI-powered data insights empower leaders to make smarter financial and operational decisions across Information Technology (IT) multi-cloud FinOps and digital product development. Apptio’s mission is to deliver business value with every technology investment and team. Powered by Apptio’s cloud platform Apptio’s SaaS applications translate technology spend into clear business outcomes and financial ROI. As a pioneer and category leader in Technology Business Management (TBM) FinOps and Agile Portfolio Management Apptio works with thousands of customers partners and community members worldwide. For more information please visit www.apptio.com .

You : Our high-growth company is seeking an energetic experienced marketing leader to grow Apptio’s presence and pipeline in EMEA. You will be responsible for leading and developing a best-in-class marketing team that produces measurable results for the EMEA region. In this role you will partner with growth product and partner marketing teams as well as partners and field sales to develop and execute multi-touch multi-dimensional programs that drive demand. You’ll leverage cutting-edge marketing technologies and techniques to deliver and measure the effectiveness of marketing programs. This is an exciting opportunity for someone to take ownership and help drive the marketing strategy and initiatives of a multi-million-dollar business that is growing rapidly and is a world leader in its field. If you’re an excellent relationship builder passionate about demand generation and a self-starter who is hands-on and executes with urgency this is the perfect role for you.

Us : We are an ambitious and high-energy marketing organization building global awareness and demand for Apptio solutions. We are passionate about what we do and are driven by a common mission to support and elevate the role of CIOs within their organizations. We are team players with an entrepreneurial spirit and an eye on results. We are growing fast and need committed driven professionals to help us meet our goals while building their careers.

What we want you to do:

• Develop and drive marketing strategy for the EMEA market.
  • Analyze market to determine and prioritize key marketing strategies for optimal pipeline development in the region.
  • Collaborate with sales partner and growth marketing teams to develop and execute marketing plans that ensure pipeline coverage acceleration and alignment across territories.
  • Play an instrumental role in developing and informing global marketing strategy to ensure maximum success in the EMEA market.
  • Build on initial footprint in region to drive expansion opportunities of high value customers through highly targeted efforts and events in partnership with the ABM team
• Design and execute marketing programs that drive demand.
  • Manage and deliver regional marketing programs that meet regional pipeline awareness and customer upsell objectives that cover all segments (from midmarket to Fortune 100). This will include management of third-party events Apptio-owned physical and virtual events proactive prospecting programs and the delivery of global campaigns in region.
  • Drive regular communication with growth marketing to ensure delivery and effectiveness of key assets and deliverables.
  • Ensure that we have the foundational data infrastructure to drive successful execution of regional marketing programs. Liaise with marketing operations and analytics as appropriate.
  • Ensure regular communication to Americas sales and account management teams regarding all new and planned marketing activities and assets.
  • Drive active marketing participation and support in territory planning sessions with all field sales reps.
  • Team with sales development in pursuit of pipeline generation activities to enable programmatic proactive prospecting practices and programs.
  • Collaborate with Partner sales and partner marketing teams to deliver a diverse portfolio of marketing programs across the sales cycle across the regions with a focus pipeline generation and market maturation.
  • Work with marketing operations to analyze sales and marketing performance data build dashboards and track key metrics. Communicate progress to leadership including overall weekly pipeline reporting and bi-directional meetings with sales.

Required Technical and Professional Expertise

• 10+ years’ experience in field marketing or equivalent role in B2B enterprise software marketing
• Experience of a similar role from within a complex technology environment is essential.
• Proven success in leading teams and executing programs that drive demand acceleration and return across a broad range of channels including events campaigns digital direct mail outbound and inbound prospecting.
• Demonstrated ability to build highly effective working relationships with sales and marketing supporting the delivery of GTM and partner strategies.
• Excellent written communication skills and an ability to create marketing content as required.
• Previous experience developing partner relationships and partner marketing programs.
• Creativity and a drive to be innovative in taking Apptio’s message to market in a manner that supports the brand.
• Willingness to travel as required ~20%
• Bachelor’s Degree with a Marketing or Business focus preferred.

Preferred Technical and Professional Expertise

• Ability to clearly articulate a market-specific value proposition and tailor it to fit a variety of program requirements
• Understanding of B2B sales cycle and ability to identify opportunities to maximize demand creation pipeline contribution and sales opportunity acceleration
• Understanding of a demand creation performance management system
• Ability to market to a range of B2B buyers using a wide variety of offers (white papers case studies webinars etc.) and delivery mechanisms (email call downs direct mail)

Skills

• Current on best practices for B2B marketing
• Experience with sales and marketing automation such as Marketo and Salesforce.com
• Effective communication skills in English including the ability to:
  • Convey information to a wide variety of internal and external audiences
  • Drive regional strategy in partnership with Sales leadership; influence and trusted advisor status
• Collaborate cross-functionally with stakeholders across the business and in alignment with the overall broader marketing and sales teams

Behaviors

• Results–oriented with a drive to exceed goals and objectives
• Flexibility and “can-do” attitude for both strategic and routine tasks
• Communication and influence – must be energetic and passionate
• Ability to manage through multiple projects simultaneously with tight deadlines
• Has excellent attention to detail
• Self-starter demonstrates initiative and a desire to grow skills and career