Head of Customer Marketing - Enterprise Segment

Job Description

At DigitalRoute , we are obsessed with helping our customers unlock usage data to optimize their business. Every day, we are supporting iconic global brands deliver better customer experience, reduce revenue leakage, and grow their business with new services.

We love to think big. By understanding usage data and our customers business, we can turn any event or action into a growth opportunity for our customers.

This is where you come in. The person we are looking for is passionate about demonstrating how marketing is a revenue generating unit, taking a holistic approach to channel and customer marketing, connecting the customer needs to how DigitalRoute can solve their needs, and catering for that buyer journey in an ideal manner.

To succeed in this role, you need skills and experience in utilizing marketing and strategy tools such as but not limited to market and customer segmentation, developing distinct and sustained value proposition, defining use cases. Utilization of digital channels, understanding content and its critical role, and how to use marketing technology is second nature to you.

What you'll do
Your objective is to increase DigitalRoute’s revenues by generating qualified leads and opportunities within the selected enterprise segments. This will be underpinned by the following key responsibilities:

• Customer segmentation for selected enterprise segments
• Analysis and synthetization of key customers business and needs
• Monitoring competitor activities, seek best practice, how to differentiate, to aggressively outperform competition
• Developing and executing account-based program (ABM) for key customers with the purpose of creating awareness, generating leads, and customer acquisition. This includes objectives, expected outcomes, target audience, key messages, use cases, and activities with inputs from key stakeholders from product, sales, and customer success.
• Accountable for defining customer specific content, and orchestrating the development and delivery of such content in line with ABM plans to ensure successful lead nurturing
• Ensuring seamless integration with the overall DigitalRoute campaign and activation plan to secure a consistent and effective customer journey, by personas and journey stage from the overall company campaign, into the segment and partner specific account-based programs
• Continuously monitor and analyze the performance of ABM plans with deep data driven approach, with a relentless pursuit of identifying and implementing improvements to maximize ROI
• Assess requirements of the ABM plan to reach defined growth targets including scope/deliverables, milestones (from scoping to design to final approvals), estimates to actual costs and invoicing, document & timely flow of information with project stakeholders including communicating updates if there is a change in project statement of work, schedule, or estimate
• Contribute as subject matter expert to use case development together with product marketing, and the product managers
• Support sales enablement activities within the enterprise segment including content development, input, and formal sign off
• Build/develop key customer relations, particularly with your customer counterparts

What you'll bring

• Proven experience from cloud and SaaS businesses, from marketing to ideally sales and product
• Strategic thinking. Ability to drive big ideas aligned to company long term goals and growth ambition throughout campaign execution activities
• Demonstrated success owning the strategy, framework, development, and execution of global, multichannel demand generation campaigns.
• Experience working with global teams and external partners, with a proven ability to build collaborative relationships.
• A passion for metrics and data to influence decisions; experience using reporting/dashboard tools. Experience with Marketing automation, CRM systems, etc.
• Exceptional project management skills coupled with a meticulous desire to manage project timelines and deliverables.
• Self-starter with high energy, “can do” personality and desire to thrive in a fast-paced growth environment.
• An enthusiastic team player with effective communication and interpersonal skills