Job Description

Description

Position at Ezra

Job Role: Associate Director of ABM

Location: Toronto (Hybrid - 3 Days In Office)

Who we are:

Imagine what even the world\'s finest organizations could achieve if all their employees were coached to be their absolute best.

At EZRA, we are on a mission to do just that. We believe through coaching; people get to know themselves. Their goals. Weaknesses. Hang-ups. And once they know all that, they can build on the good stuff and work on the rest. This mindset applies not only to our clients but is manifested in our own EZRA family.

We believe we are changing people\'s lives. We believe a happy team is a productive team. We want our people to care and be proud of what they do. We also practice what we preach - every member of our team gets to experience the superpower that is coaching for themselves, among some other pretty incredible rewards.

The Role

The goal of ABM practitioner at EZRA will be to drive revenue growth through a solid partnership with the account teams. They will act as liaisons between marketing, field sales teams as well as central marketing functions to personalized programs to grow targeted accounts.

The Associate Director, Account Based Marketing (ABM) at EZRA will be leading the strategy and evolution of the ABM practice at EZRA. This key role will be responsible for building our ABM roadmap, developing best practices, playbooks and ensuring strategic alignment across different stakeholders for prioritization and coordination of efforts globally. This role will manage and mentor a team of ABM Leads and specialists.

What You\'ll Do

Strategy & Alignment

• Input to Account Selection & prioritization by deep understanding of data and trends, as well as through alignment with the sales teams and goals
• Advisor for ABM (best practices, tactics, programs, templates)
• Evaluation of top performing strategies for different goals to develop the overall ABM strategy across different programs & channels (including events)
• Bring trends and new ideas from the market based on what tactics have been working best
• Develop and implement jointly with sales our pipeline generation and acceleration programs for specific, targeted accounts.
• Create annual and quarterly marketing plans and targets for targeted sales accounts and contacts that focus on new logos and accelerate existing opportunities.

ABM Playbook development & Iterations

• Co-create with the team our ABM playbooks for various scenarios, including tactical, tech and process outline.
• Briefs & Decision criteria for account prioritization or demotion
• Template development
• Plug & Play program development.

Campaigns

• Strategize 1:1, 1:few and 1:many campaigns and coordinate their execution with 3rd party vendors or team
• Execute 1:1 campaigns for top priority accounts

Success Tracking

• reporting & learnings across programs
• alignment with account team to collect feedback
• Track lead flow to ensure the appropriate sales channels are following up on marketing in a timely manner.
• Define and monitor ABM scoring and attribution.

Synergies & knowledge sharing across accounts

• Stakeholder management / collaborating Account Teams
• Identify what can be implemented towards different initiatives to optimize the usage of assets and existing materials.
• Proactively engage with the direct and indirect sales teams to coordinate, communicate, and optimize the impact of marketing activities.
• Develop and maintain comprehensive account profiles and target personas; oversee a database of named contacts to align marketing and sales in defining the target audience required to achieve account goals.
• Work with sales to identify gaps in key personas and contact information within strategic accounts; develop data and insight strategy to add key personas and contacts within accounts

Technology, Resources & Processes

• Building out and overseeing the ABM tech stack
• Design & evolve processes.
• Evaluate, select and manage vendors that contribute to local demand creation programs including agencies, direct mail providers, and fulfillment services
• Responsible for budget management and planning

Team Management

• Manage a team of ABM Leads and ABM specialist
• Manage external vendors as needed

About you

• Minimum of 7-10 years\' experience in a high-tech B2B demand generation, or field marketing role.
• Experience on client-facing activities
• 2-3 years\' experience of leadership and team management of direct reports, globally.
• Strategic thinking to bring together different parts of the GTM motions.
• Best in class marketing, demand generation, and channel experience with a B2B company.
• Experience in omni-channel campaigns that can involve events, webinars, partnerships, awards, paid, content, etc
• Knowledge in building high profile executive communities as part of the ABM efforts
• Attention to detail and discipline to follow established policies and processes.
• Proven track record with account-based marketing programs and large account selling teams across B2B organizations
• Solid experience creating and executing integrated marketing campaigns using tactics that include live events, webinars, digital advertising, and social networking.
• Experience building, launching and reporting on campaigns using Pardot and Salesforce.
• Strong knowledge of ABM tools such as Demandbase, 6sense (Demandbase preferably) and other intent tools such as Bombora, Zoominfo or similar.
• Track record of developing and managing multiple marketing programs simultaneously.
• Experience with targeting, segmentation, and list acquisition to build prospect lists for demand gen campaigns.
• Familiarity with the technical sales cycle and how to employ marketing communication strategies to nurture leads, drive adoption, and accelerate growth.
• Great stakeholder management skills, Presentation skills/C-level exposure
• Required travel, and office attendance in alignment to the EZRA\'s Global Hybrid working policy

We are an equal opportunity employer dedicated to having a thriving, diverse team where everyone has a voice and feels able to be themselves. We believe that through valuing our uniqueness and respecting our differences, we can achieve more, and that diversity adds to our culture. Attracting and developing a diverse workforce that reflects the communities in which we serve is essential to us.

LHH