Sr. Manager, Account-Based Marketing
ADP is hiring a Sr. Manager, Account-Based Marketing. In this position, you will be responsible for leading and implementing the Account-Based Marketing (ABM) / Account-Based Experience (ABX) strategy and execution to drive predictable activity and improve the quality of sales pipeline. The successful candidate will have the ability to convert desired business outcomes into an always-on ABM/ABX programs, including one-to-one, one-to-few, and one-to-many approaches. You will co-develop and manage the overall ABM/ABX program, including ideal customer profile design (ICP), buyer journey mapping, execution and optimization of digital and offline demand generation initiatives, display advertising, website personalization, email, social, events and others. You will coordinate with all related functions (e.g., Digital Marketing, Product Marketing, Sales Enablement, Sales, Content Marketing, Marketing Leadership, etc.) to co-build a comprehensive ABM/ABX approach to meet key objectives and drive growth.
At ADP we are driven by your success. We engage your unique talents and perspectives. We welcome your ideas on how to do things differently and better. In your efforts to achieve, learn and grow, we support you all the way. If success motivates you, you belong at ADP.
We strive for every interaction to be driven by our CORE values: Insightful Expertise, Integrity is Everything, Service Excellence, Inspiring Innovation, Each Person Counts, Results-Driven, & Social Responsibility.
RESPONSIBILITIES:
Partners with sales and marketing leaders/functions and ABX CoE to develop and own ABM/ABX program roadmap aligned to specific business outcomes
Partner on overall ABM/ABX strategy and development, including the management and ongoing maintenance of ICP/segment criteria, buyer journey mapping and design, marketing/sales ABM/ABX program portfolio
Assist in identify, develop and maintain ABM/ABX segmentation approach and design build of ideal customer profile (ICP) for strategic targeting and dynamic personalization
Partner with marketing technologists for hands-on development, execution, and orchestration of online (paid media, website personalization, email, etc.) and offline (direct mail, phone, etc.) ABM initiatives to drive new opportunities and nurture existing database of target ICP leads/accounts
Improve operational processes and reporting related to demand generation programs to measure effectiveness, performance and ROI of marketing spend
Take a data-driven approach to develop and optimize the efficiency and effectiveness of marketing channels to better nurture leads, increase conversion rates and improve the integrity of the overall database
Work with Analytics Team to analyze campaign outcomes in detail, drawing insights and presenting results clearly to facilitate sound decision making and to continuously optimize our targeting and marketing mix
Continuously seek improvement and automation opportunities, and pursue different approaches & tools to experiment with
Identify and leverage prior executed campaigns, programs, and web assets to simplify deliverables and streamline program development process and share best practices to enable synergies and economies of scale to be realized across the entire organizational entity.
Manage responsibility for all internal stakeholder approval for assigned programs and campaigns.
Proactively monitors emerging B2B demand generation market strategies and tactics to identify potential new opportunities for ADP.
Manages, schedules and controls daily activities and budget of projects with cross-functional management of teams across Marketing and Sales. This may include very complex initiatives that require a highly strategic approach to development.
Identifies gaps and escalates requests for incremental funding if deemed necessary.
QUALIFICATIONS REQUIRED:
Must have over 5 years of proven experience in demand generation, ABM/ABX and management of cross functional projects.
PREFERRED QUALIFICATIONS: Preference will be given to candidates who have the following:
Experience executing ABM strategies and building & segmenting ICP audiences
Proven track record of developing, executing, and measuring innovative and results-focused demand/digital programs and campaigns
Strong project management skills and effective cross-functional management in a highly matrixed environment; project management platform (Workfront, SmartSheet, etc.) experience
Experience working in a cross-functional Agile Marketing Scrum Team and sprints
Possess excellent organizational, time management and communication skills, including presentation, facilitation and team leadership
Demonstrated ability to effectively communicate with and present to multi-level organization, including senior leadership, in a project-oriented setting where project risk is substantial
Data-driven mindset with demonstrated analytical ability, specifically around program measurement and ROI, and program execution skills
Entrepreneurial streak - proven track record of succeeding in high paced, challenging entrepreneurial environments
Willingness to reach across functions (product, sales, sales operations, etc.) and influence processes and capabilities
Experience influencing and communicating product offers to customers, prospects, and sales professionals demonstrated by excellent written (including copywriting and proofreading) and oral communication skills
Knowledge and hands-on experience with popular marketing automation (Eloqua, Marketo, Salesforce Marketing Cloud, etc.), CRM systems (Salesforce, etc.) ABM/ABX Platforms (Demandbase, 6sense, etc.)
Familiarity or hands-on experience with popular data providers (Demandbase, Bombora, Gartner, etc.) and Customer Data Platforms (Interaction Studio, etc.)
Certification in ABM/ABX by Demandbase, ITSMA, etc) and/or certification in Agile Marketing Practices
Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Matched Retirement Savings, Wellness Program, Short-and Long-Term Disability, Charitable Contribution Match, Holidays, Personal Days & Vacation, Paid Volunteer Time Off, and more. The compensation for this role is USD $85,200.00 - USD $173,100.00 / Year
Actual compensation will not be less than the applicable minimum wage or minimum exempt salary requirement under federal, state and local laws.
A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition (https://www.adp.com/about-adp/awards-and-recognition.aspx) .
Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP's operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.
Ethics at ADP: ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click https://jobs.adp.com/life-at-adp/ to learn more about ADP's culture and our full set of values.
