ABM Manager - JAPAC (Telecommunications industry)
19d ago

Preferred Qualifications

Manager / Senior Manager, JAPAC Account Based Marketing (Telco Industry) Oracle helps customers develop strategic roadmaps and advance their transformative journey to the cloud.

Our SaaS, PaaS, and IaaS solutions leverage the latest and emerging technologies including artificial intelligence (AI), machine learning, blockchain, and Internet of Things (IoT) in ways that create business differentiation and advantage for customers.

With 430,000 customers in 175 countries, including 20 of the top 20 banking institutions, and 20 of the top 20 Communications providers, we are now hiring passionate industry marketing professionals to join the team.

As the Telecommunications industry account based marketing lead, you’ll be responsible for the messaging and positioning of our full suite of Telecommunications solutions.

You will work closely with distributed teams across key account sales, industry advisors, global business units, product, consulting, and country marketing to capture customer needs, develop marketing plans, and create compelling GTM integrated campaigns and customer engagements.

You will also create inbound and outbound marketing activities as well as enablement materials to arm the sales teams with compelling value propositions.

This role is based in Singapore and will report into the Head of Key Account Marketing, ABM, JAPAC.

In this role, you’d be expected to :

  • Be responsible for creating, managing and deploying integrated campaigns and customer experiences, with the aim of helping our customers perceive Oracle as an innovative partner in their transformation journey to the cloud.
  • Develop strategic marketing plans using market research, competitive analysis, customer engagement, thought leader engagement, and business planning especially with our key accounts.
  • Identify and develop industry positioning that uniquely differentiates Oracle as the leader in Telecommunications solutions.
  • Drive awareness, open doors to customer C suite and generate leads, primarily for our global key accounts, and then scaling to other enterprise accounts as relevant.
  • Have experience with external analysts, industry associations, thought leaders and influencers, and develop new ecosystem relationships as needed.
  • Have working knowledge of the buying personas and their buying criteria.
  • Bring a cross-line of business and industry lens to everything we do to ensure our messages and engagements address the specific business problems our customers face.
  • Take a story telling approach and develop external facing content such as industry perspective papers, solution briefs, customer presentations, infographics, videos and blogs.
  • Actively participate in, and curate / develop material for sales enablement, such as presentations, battlecards, scripts, use cases and / or tools that communicate the value of our Industry solution for any given sales play, to be used as sales training collateral.
  • Evangelize Oracle’s value proposition at industry events, customer executive briefings, across social media and amplifying efforts through our PR, AR teams.
  • Work with regional country marketing leaders, key account leaders and ABM leads to deploy these campaigns and sales plays.
  • Measure, optimize and constantly innovate by using tools, techniques, and various media or channels to improve campaign performance over time.
  • Manage the regional budget and be accountable for spending prudently.
  • Manage a pool of agencies who will be expected to be your partners in creative and strategic delivery of campaigns and outcomes.
  • The ideal candidate should have :

  • 10 years’ experience preferably in a regional industry marketing capacity, with an emphasis on Telecommunications.
  • Have experience working in an international, matrix-based and collaborative organization setting.
  • Have working knowledge of ABM (1 : few, 1 : 1), digital marketing, content creation, messaging and execution.
  • Have strong communication skills, with a track record of collaborating and influencing across geographies and reporting lines.
  • Excellent written and verbal communication skills with demonstrated ability to communicate at the senior executive level.
  • Proven track record in developing thought leadership content such as case studies, solution briefs, presentations, demos, sales training (will need to provide writing samples).
  • Be a strategic thinker, have an ability to quickly grasp complex concepts and translate capabilities into customer benefits.
  • Be highly consultative and customer-centric, yet unafraid to challenge current thinking to seek constant improvement and alignment.
  • Excellent project planning and execution skills, with a strong sense of ownership and ability to multi-task, prioritise, anticipate possible obstacles and deliver viable solutions in a timely manner Possess a drive for excellence in execution and project management, achieving results by taking initiative, setting challenging goals, and holding people accountable.
  • Have solid storytelling and writing skills.
  • Knowledge of inbound and outbound digital marketing strategies web, search, social, nurture, direct and relationship
  • Ability to travel internationally (customer meetings and industry events).
  • Education & Qualifications

  • An undergraduate degree in marketing / business (or equivalent) is required and an advanced degree is strongly preferred.
  • Detailed Description and Job Requirements

    Plans, executes, and measures demand generation marketing programs to grow sales pipeline and revenue for Field Sales organization.

    Meets with Sales leaders to create strategic marketing plan in support of Sales pipeline and revenue objectives. Participant in regular pipeline and forecast review meetings.

    Develops and implements tactical marketing programs in conjunction with Sales, Channels, Product Marketing, Product Management, Oracle Direct (Telesales), and external influencers such as user groups and industry trade associations.

    Provides onsite execution support for marketing programs. Tracks lead flow to ensure the appropriate Sales channels are following up with event attendees and campaign responders in a timely manner.

    Creates and manages program budget, measures ROI through metrics analysis and reporting.

    Proven track record executing multi-faceted event programs. Excellent interpersonal skills. Able to engage customers in dialogue about their business needs and IT solutions.

    Excellent written and verbal skills, and ability to work on far-flung virtual teams. Understands principles of Sales business / revenue / pipeline management.

    Moderate technical and strategic understanding of Technology, Applications, and Industry solutions being marketed. Attention to detail and discipline to follow established policies and processes from event design to execution to lead flow.


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