Head of Account Based Marketing, APJ

Company Description

ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®

We’re looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Job Description

Role:

In partnership with the Global ABM Center of Excellence and the local GEO leadership team, the Head of ABM for APJ will be responsible for Supporting the field balance ABM planning and priorities. This strategic role will help enable the delivery of a multi-channel strategy across one-to-one and one-to-few ABM account programs via the 5 ABM services. This role is responsible for supporting and contributing to local regional marketing goals to help sales close larger deals faster.

You will be responsible for developing highly effective marketing programs, door opener, and demand generation campaigns in conjunction with the ABM CoE, field marketing, sales, SCs and the Inspire team. You will develop, manage, and track the success of these very focused programs including, but not limited to, targeting/retargeting, upsell cross sell, high propensity modelling, direct mail and survey programs etc.

This position must interface professionally and effectively with our GEO leadership and customers as well as ServiceNow's marketing and sales teams when planning and helping the delivery of programs. This position must drive ABM marketing programs strategically and take a hands-on approach to delivering high value within a hyper-growth fast paced environment.

Additionally, the Head of ABM for APJ will be responsible for inspiring and mentoring a high performing regional marketing team that has a measurable impact on pipeline contribution and will also own measurement of marketing impact across digital, direct mail, and other targeted ABM programs.

Qualifications

Key Responsibilities

• Establish strategic relationships and cross-functionally collaborate on local ABM programs with teams including, but not limited to industry GTM, customer marketing, executive programs and sales strategy
• Partner with marketing and sales leadership in APJ to establish and deliver a local ABM strategy
• Lead, coach and inspire your local sales and marketing field teams to execute ABM programs that will drive leads and pipeline, awareness and thought leadership within target accounts
• Provide support in account selection and sales on-barding and education to ensure they maximise the benefits of the program
• Drive content development that is relevant to key business imperatives that could then be shared and reused via the global ABM CoE
• Provide local consultancy and share industry leading best practice examples
• Build advocacy, adoption and embed ABM as a mindset
• Help local teams navigate the ABM Center of Excellence, inspiring adoption of materials and industry cluster programs
• Report on ABM results, ensuring ROI is measured for all campaigns on an ongoing cadence, engagement, contacts, meetings and opportunities, third party and ServiceNow led event participation from an account clustering perspective
• Partner with the ABM CoE to develop processes that improve our approach and scalability globally
• Provide feedback to the business on key market tends
• Inspire a network of ABM champions in your territory, helping them showcase the impact of the program

Required Skills and Expertise

• The ideal candidate brings 10+ years focused on B2B marketing, and at least 3 years ABM experience

• The ideal candidate is ITSMA certified or at least familiar with the methodology

• BS/BA required, and related work experience required, MBA a plus

• Solid grasp of the marketing funnel and target strategies to acquire and upsell customers

• An understanding of product positioning, promotion, and return on marketing investment

• Strong project and program management skills

• Excellent cross-functional team player that can excel at both strategy and execution

• Highly driven self-starter that thrives in a dynamic environment

• Demonstrated leadership running marketing programs for a variety of audiences and a broad solution portfolio

• SaaS / Enterprise Software experience within a growth company a requirement

• Must be able to comprehend and own all aspects of marketing, personas, behavior and strategies that work to get to the decision maker

• Exceptional communication cross functionally and at all levels including senior management

• A team player that collaborates as standard practice, and operates successfully leading both their own team and virtual working teams

• Experience directly managing and tracking budgets and maximizing partner matching funds

• Follows a metrics driven, analytical approach

• High energy, “own it” personality and ability to drive process improvement and thrive in a high growth environment

• Embodies a growth mindset and invests time in personal and professional development

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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Work personas

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

Required in Office

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

Flexible 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

Remote

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.