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Senior ABM Marketing Manager- 1: Few Strategic Clients Marketing Group

Employer
Oracle
Location
UK
Salary
Competitive
Closing date
15 Sep 2021

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Sector
Marketing & PR
Contract Type
Permanent
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Job Details

We are looking for a creative, driven and experienced marketer to join our Strategic Client Marketing team within EMEA Enterprise Marketing. Our mission is to inspire our most valuable customers to innovate and transform with Oracle in the Cloud and put their trust in us with their most strategic investment and partnership decisions.

In the world's largest companies today, people increasingly expect to learn about the capabilities and credentials of a company and its products and services from their peers and trust recommendations from their business networks far more than sales and marketing of a vendor. With 60% of the buying cycle now being carried out in a self-guided manner through invisible research, word of mouth influences as much as 20-50% of B2B purchase decisions and is responsible for directing where people go and who they speak to in order to complete the final 40% of their buying journey.

To recognize this, Strategic Client Marketing is focused on raising our most valued customers' awareness of Oracle solutions that support their business objectives, providing better continuity of engagement, increasing messaging consistency, and driving deeper executive relationships - in turn increasing customer loyalty, referencing and revenue for Oracle.

The Strategic Accounts form the top 2 tiers of the global Oracle 2000 market segment and represent in excess of 70% of the world's IT purchase. It is a top priority for senior Oracle EMEA leadership to ensure that senior executives and their teams within this market segment, who influence and make purchase decisions for the largest and most strategic business transformations, see Oracle as a primary provider of the business and infrastructure cloud services. The efforts of the Strategic Client Marketing team aim to help accelerate the number and success rate for Oracle in this segment where deal sizes are in the 10s of millions. Our role is to bring senior marketing experience to the sales teams to help them significantly increase the chances of success for Oracle.

The ABM marketing efforts for Strategic Clients will fall into one of two categories, working very collaboratively: 1:1/Strategic ABM - high degree of personalization and coordination with sales; and 1:few/"ABM Lite" - high touch programs targeting a small number of similar accounts with a tailored message, typically industry-focused. The role of 1:few ABM team is to drive cross-accounts multi-channel campaigns on Oracle industry plays, working in collaboration with the 1:1 ABM team and the Business Value Directors aligned to these industry plays.

This role will report to the Marketing Director of 1:Few Strategic Client Marketing in EMEA and ideally be based in our Reading or London Office.

The Role
  • As a key member of the 1:few ABM team, you will work closely with your 1:1 ABM colleagues to understand current customer engagement, challenges and aspirations and leverage the messaging, assets and relationships they have crafted
  • You will define the communication and engagement strategy for your proposition and collaborate with colleagues across disciplines, such as business value directors for the messaging, and other marketing teams to implement your 1:few strategies
  • Analyse and report using tools such as Predictive Intelligence dashboards, CRM
  • Appoint and work with agencies, where applicable
  • Build long-term mutually beneficial relationships based on joint understanding and trust
  • Inspire customers to think and feel positively about Oracle
  • Lay the foundations for customers becoming a strong advocate of the Oracle brand





The Responsibilities

The 1:few ABM team remit is to:
  • Agree the communication and engagement strategy, goals and objectives with the business value directors and the 1:1 ABM marketing colleagues
  • Leverage intent, propensity to buy, social and account intelligence to inform and build a 1:few marketing plan
  • Distil and communicate the value proposition and manage the communication programs
  • Orchestrate engagement, manage multi-touch and multi-level customer engagement programs
  • Identify and exploit the most effective channels that help us create and deepen relationships
  • Monitor, measure, review and report on key outcomes
  • Communicate progress, results and contribution to the business in terms of bid success
  • Help change the internal culture, behavior and DNA of Oracle employees to think customer first



Required Skills

Marketing

· 8+ years of B2B marketing experience with a consistent record of success and achievement of results. Prior targeted ABM/Enterprise Marketing or industry marketing experience strongly preferred
  • Strong knowledge of the marketing discipline especially enterprise, account-based and digital
  • Data-driven approach to complement intuition, use insight and the ability to make informed decisions
  • Knowledge of inbound/outbound digital marketing strategies - web, search, social, nurture, direct, relationship

· Familiarity with standard business applications and CRM tools

Relationships
  • Enthusiastic, open, flexible with an outgoing personality and strong personal drive
  • Collaborative and customer-centric in nature with the ability to facilitate groups, be the main liaison and leverage the combined strength of Oracle
  • Ability to perform in high-paced and sometimes high-pressure environment



Communication
  • Communicate with impact to openly and effectively influence others
  • Excellent verbal, written and interpersonal skills
  • Natural networker with ease of interaction with individuals and groups
  • Comfortable working directly with senior executives



Management and Leadership
  • Lead by example and inspire your colleagues in order to deliver business results
  • Project planning and execution skills, with a strong sense of project ownership and ability to anticipate possible obstacles and deliver viable solutions
  • Organizational skills with the ability to prioritize, multi-task, manage time effectively and keep schedules and projects in order and on track for completion
  • Coordinate multiple stakeholders and agencies to provide superior experiences for our customers
  • Work globally to maximize the opportunity made available to us by corporate initiatives



Analytical
  • Strong business knowledge with an analytical competency
  • Management of data and records
  • Ability to focus on the detail as well as the big picture
  • Ability to research and evaluate options in order to make timely business decisions and solve business problems with sound judgment
  • Budget estimation, planning and management
  • Results driven, individual contributor with a team ethic



Creativity
  • Define our competitive edge in order to drive competitiveness and innovation
  • Be a change agent focused on driving and responding to change
  • Use of intuition, experience and insight to visualize, design and implement innovative programs for our customers
  • Work with 3rd party and internal agencies to push creative barriers in communicating and building relationships with customers
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