Director Field Marketing EMEA

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.


• 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
Knowledge

• 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


Want to know what it's like to be an IBMer?, Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

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., In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better., IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.