Develop and execute a robust ABM strategy, aligning closely with sales and demand generation teams to drive engagement with target accounts.
Collaborate with sales, CS, and marketing teams to identify target accounts and create personalized marketing plans.
Define and track key performance indicators (KPIs) to measure the success of ABM campaigns.
Manage and allocate budgets effectively for ABM campaigns to ensure efficient use of resources.
Develop and execute strategies for account expansion, focusing on upsell and cross-sell opportunities within existing high-value accounts.
Create a feedback loop with sales and CS teams to continuously refine ABM strategies based on learnings and performance data.
Create and execute tailored campaigns across email, direct mail, digital advertising, events, content marketing, and sales to influence key stakeholders at priority accounts.
Develop and manage tiered ABM programs, including one-to-one, one-to-few, and one-to-many campaigns.
Integrate ABM strategies with field marketing or corporate events to drive deeper account engagement.
Leverage 6sense and collaborate with Sales Enablement to deliver insights to sales teams, including account-level intent signals, behavioral data, and predictive analytics.
Conduct research and gather insights on target accounts to inform campaign strategies.
Partner with content marketing to customize assets such as case studies, videos, and whitepapers for specific accounts and personas.
Creating meaningful touchpoints across the buyer journey to educate and engage target accounts supporting marketing funnel and opportunity progression.
Use tools like Marketo, 6sense, and Salesforce to orchestrate and measure ABM programs, ensuring operational efficiency.
Partner with demand generation, customer marketing, partner marketing, and product marketing to align messaging and campaigns for consistent execution.
Work with external agencies or vendors to support ABM program execution when required.
Monitor ABM campaign performance, analyze account engagement metrics, and use insights to optimize strategies, ensuring a high ROI.
Define and track key performance indicators (KPIs) to measure the success of ABM campaigns.
Use data-driven insights to refine and optimize ABM strategies and tactics.
Report on ABM-specific metrics such as account engagement scores, pipeline influence, and win rates to demonstrate impact.
Educate internal teams on ABM best practices, technologies, and the impact of campaigns on business objectives.
Develop and maintain ABM playbooks and frameworks to ensure scalability and consistency in execution.
