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Account-Based Marketing Manager



Marketing & Communications
Sydney, NSW, Australia
Posted on Monday, November 20, 2023

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Job Category

Marketing & Communications

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Salesforce is seeking an experienced, well-rounded, and results-focused marketing professional who is ready to drive the Account Based Marketing (ABM) strategy and programs for India, as part of an all-star marketing team in Asia Pacific. The ideal candidate will be a dynamic, creative, collaborative, assertive and self-starting, with a passion for crafting and delivering amazing marketing campaigns that drive outstanding pipeline, revenue, relationship and reputational results for our top accounts.

The Account-Based Marketing Manager will be part of an Asia Pacific team of ABMers who drive ABM across the Asia Pacific region including Australia, New Zealand, ASEAN and India. This role will immediately focus on India, and will be responsible for developing and executing strategic personalised marketing strategies and customer journeys focused on deepening relationships and strengthening Salesforce reputation, to effectively drive pipeline, revenue and growth within our most valuable accounts.

This role requires a deep understanding of how to target senior decision makers within B2B accounts, collaborate with sales teams, sales leaders and marketing colleagues, using data and analytics, and crafting highly personalised marketing campaigns to drive revenue and customer retention.

Key Responsibilities

Account Selection and Prioritisation: Work with sales and marketing teams to identify and prioritise high value target accounts based on criteria such as revenue potential, industry, and business fit.

Strategy Development: Develop and implement account-specific marketing strategies and journeys that align with the overall business objectives. Deliver experiments and innovation via a broad range of relevant mediums and channels, making them globally visible and available.

Alignment with Sales: Collaborate closely with the sales team to ensure marketing efforts align with their strategies and objectives, including lead generation and nurturing.

Account Engagement: Implement strategies to engage and inspire key stakeholders within target accounts, building relationships and trust.

Personalised Campaigns: Develop and execute highly customised account-specific marketing journeys, utilising relevant channels such as events, email, digital, web, direct mail, and webinars.

Marketing Collaboration: actively collaborate with various parts of marketing locally and globally to maximise customer engagement and impact, ensure the ABM strategy and customer journeys are leveraging all the relevant marketing programs including strategic events, executive engagement, executive briefings, buyer marketing, digital, customer and content.

Content Development: Create, tailor and leverage relevant marketing content, including emails, case studies, social and other collateral, to resonate with target accounts.

Data and Analytics: Use data and analytics to select the accounts, measure the effectiveness of ABM campaigns, adjusting strategies as needed to optimise results.

Measurement and Reporting: Monitor and analyse the performance of ABM campaigns. Leverage available dashboards to provide regular updates on the progress and impact of ABM campaigns, including return on investment and key performance indicators. Make data-driven decisions for optimisation and evolution of the programs.

Agencies: Effectively partner and manage appropriate marketing agencies to access specialised skills and resources for insights, messaging, personalised content experiences and multi-channel campaigns.

Budget Management: Handle the budget allocated for ABM India initiatives, ensuring the ABM activities are completed within the defined budget.

Desired Experience

  • Shown experience in B2B marketing ideally in Account Based Marketing

  • Validated experience leading and developing integrated marketing campaigns that engage sales teams and enhance relationships and reputation with their customers, whilst also driving demand, pipeline, and revenue (return on investment)

  • Prior experience working with customers in India would be highly advantageous

  • Highly professional, dynamic and resilient teammate with a positive, can-do attitude

  • Shown experience and references partnering with sales

  • Strong stakeholder management skills with the ability to manage expectations and maintain positive relationships, whilst also being assertive to express own points of view that may differ to the stakeholder.

  • Ability to build trust, value others, communicate effectively, collaborate with others, drive execution, champion innovation, focus on delivery to customers, tackle problems creatively and demonstrate high integrity

  • Excellent verbal and written communication, presentation, and interpersonal skills with people across all levels

  • Creativity and consistent track record developing and executing personalised B2B marketing strategies and campaigns with close alignment to sales and through several stages of the pipeline funnel across web, social, email, as well as in-person and virtual events and other activities

  • Data-driven mindset, using analytics to inform marketing decisions - understand and optimise campaigns to increase engagement, lead quality, conversion rates, program performance and the efficiency of marketing spend.

  • Organised and diligent, with strong project management skills to confidently lead multiple projects simultaneously across cross functional teams and agencies.

At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information


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