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VP, Field Marketing - Phoenix, AZ more...
Location:Phoenix, AZ
Company:Axway
First posted:September 07, 2016 (last updated 1 week 4 days ago)
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VP, Field Marketing - Phoenix, AZ

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Job Information

Type: Full time

Position:  Marketing Location:  North America

Job ID:  2241_322-INDIFF2-310

Exploding market demand.  Superior, differentiated, high value solutions.  The intersection of both provides lucrative opportunity for those smart enough to see it.  Enter Axway.  We are a fifteen year old, global, market-leading (ask Gartner) Software and Cloud Technology provider serving over 11,000 customers in over 100 countries. The products and services delivered by our over 1,900 employees enable many of the world's largest and most successful companies to drive high-value, business-critical interactions with over 1 billion transactions per day processed using Axway technology.  This will only increase as the digital business transformation accelerates.  Our 2014 revenue was $347 million, putting us in top echelon of software companies worldwide.

Objectives: 

The VP of Field Marketing will serve as the principal architect in designing, developing and executing on all requirements for the success of all field marketing strategy, tactics and supporting programs for North America and LATAM for Axway Corporation. The VP of Field Marketing will develop and manage all budgets, third-party relationships, partners, contracts, events and supporting inbound and outbound activities related to the application and implementation of Axway's Field Marketing strategy in these two regions.  He or she will be responsible for the setting of overall requirements and for achieving the goals and objectives outlined by the SVP, Chief Marketing Officer and the Axway GPS leadership.

The VP of Field Marketing will coordinate and drive all field marketing programs in these two regions so as to ensure alignment, the most efficient use of our marketing dollars and the appropriate deployment of the best field marketing projects, initiatives and tactics befitting the entire portfolio of Axway products and solutions in all customer accounts. He/She will be responsible for delivering B.A.N.T. qualified leads to the regional sales teams to meet quarterly and annual sales targets for each product line and geography. He/she will design and oversee the execution and development of all demand generation and building local brand awareness programs for these regions.  The VP of Field Marketing will ensure that each program aligns with the customer's buying process, identifies and engages the right prospects and accelerates the purchase cycle. He/she will lead a team of Field Marketing professionals to execute, measure and regularly report on the effectiveness of said marketing programs, so as to ensure effective hand-off of qualified leads to the sales teams, while ensuring a high rate of conversion to opportunities. Success in the role requires relevant and current HANDS ON experience in developing effective demand generation and cross-sell programs using a wide array of tactics across multiple channels, leading marketing teams and a track record of successful execution of said programs.

Duties / Responsibilities: 

The VP of Field Marketing will collaborate with sales management, sales operations, product and solution marketing, and marketing operations to determine the optimal strategy to reach target buyers and market segments in the respective regions.  In addition, the VP of Field Marketing will leverage those relationships in developing the most effective / executable plan for a strong lead-to-revenue generation process, customer database development and proper integration with Axway's CRM systems.

The VP of Field Marketing will provide direction and leadership to the regional Field Marketing teams for global alignment of regional programs to the global ones and to craft an effective governance process to ensure goals are aligned and achieved.

  • Interlock with regional field sales leadership to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities.
  • Design, develop and execute a series of effective field marketing (prospecting) events and initiatives to complement our existing customer/ user experience events for net-new customer acquisition.
  • Oversee, develop and manage a weekly calendar of awareness, demand generation, cross-sell and pipeline acceleration programs for each regional/ local marketing campaign, sales program, key plays for Axway products and solutions in these two geographies.
  • Provide weekly & monthly reporting on the success of each marketing program as well as developing ad-hoc reporting capability as needed for management reporting and executive level visibility.
  • Thoughtfully design each marketing program with clear goals for each target segments, buyer process stage, and calls to action.
  • Work with Product and Solutions Marketing to ensure marketing programs are aligned with the product roadmaps and release cycles, customer buying process, go-to-market strategies and global sales targets.
  • Work with internal stakeholders to drive the production of engaging content to feed and nurture lead generation programs.
  • Direct execution of programs and activities to deliver leads to regional sales teams on a weekly basis.
  • Monitor and drive timely and effective lead follow-up to ensure high rates of conversion to opportunities.
  • Measure and report on overall Field Marketing program effectiveness for lead and pipeline generation and provide recommendations for improvements to the SVP and Chief Marketing Officer.
  • Safeguarding Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.

Skills / Qualifications: 

  • 10 - 15+ years marketing experience, 7+ years leading regional demand generation teams for high-growth enterprise high technology, software or Software-as-a-Service companies.
  • Demonstrated ability to design and execute high-impact demand generation and cross-sell programs and plan
  • Experience leading distributed marketing teams.
  • Experience putting together and managing a multi-million dollar marketing budget
  • Excellent communications and interpersonal skills and ability to articulate marketing considerations to top executives.
  • Advanced experience in designing programs that maximize the capabilities of marketing automation software, preferably Pardot and Drupal. Also, experience with Marketo, HubSpot, Infusionsoft, Eloqua, ActOn etc., are also desirable).
  • Advanced knowledge of using (please use the apply button below) for campaign tracking, performance reporting, and dashboard creation required.

Education: 

  • Minimum of a Bachelor's degree in marketing, business and or related field is required. 
  • A Master's degree with a marketing concentration, an MBA with a marketing focus or the equivalent of 20+ years of executing B2B marketing programs will be viewed as favorable.  

Axway is an EEO and AA Employer

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