Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide.
The Sr. Field and Channel Marketing Manager – West, is responsible for building and executing a marketing strategy aligned with sales to achieve pipeline and revenue goals for our sales team and channel partners. This will include planning, organizing, executing, and measuring creative marketing campaigns that generate pipeline with new prospects and existing customers and advance existing opportunities for the sales team with our channel and alliance partners.
The right candidate is an energetic team player with excellent cross-functional execution skills, a working understanding of and practical experience executing successful regional activities, and an excellent relationship-builder with Sales, BDRs, and Partners.
They will have an outstanding track record of measurable results in generating pipeline and business while leveraging a diverse strategy of marketing tactics and channels.
The role will work closely with Sales and Marketing stakeholders to build programs and event strategies that drive full-funnel marketing pipeline, ROI, and improve funnel conversion while meeting the regional sales objectives.
This position reports to the Sr Director, Americas Field & Channel Marketing and is part of the global field & channel marketing team. Successful candidates will have a regional field and channel marketing background and a can-do attitude.
What You’ll Do
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Partner with the North Central and South Central/CALA sales leaders to develop a strategic and effective go to market plan to build the brand, generate opportunities and support revenue goals; enable channel partners and manage end-to-end planning, production and execution of in-territory events, programs and activities.
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Collaborate with marketing, sales teams and channel to develop and execute regional marketing programs tailored to local markets and target accounts.
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Define regional field and channel marketing strategies and processes, qualifying new events and conferences, vendor management, budget management, onsite strategy, pre-and post-event campaigns, and measuring pipeline generation and ROI.
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Build and maintain relationships with channel partners and key go-to-market ecosystem alliance partners to strengthen our value propositions, create broader market awareness and generate new opportunities.
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Develop and implement target account marketing strategy to support account-based selling.
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Manage quarterly regional field and channel marketing budgets.
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Forecast, measure, analyze and report on business contribution and impact of programs to learn, improve and justify future investments.
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Track lead-to-opportunity and pipeline flow to ensure the appropriate direct and indirect sales channels are promptly following up with attendees and campaign responders.
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Communicate and educate the sales team regarding new and planned marketing activities including global, regional and local programs.
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Consistent reporting on weekly success metrics and optimization of campaigns and programs to improve results.
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Must be able and willing to travel within territory as needed to events, conferences, and business-related meetings.
What You’ve Done
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Strong Field and Channel Marketing expertise; experience building trusting, collaborative relationships with peers, sales teams, channel partners, ecosystem partners and customers.
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Ability to effectively build and communicate regional marketing plans and create buy-in with sales teams and channels. Actual sales experience is highly desirable.
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Familiarity with sales and marketing tools such as Salesforce, PowerBI, Marketo, Workfront, Monday.com, 6sense, Folloze etc.
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Minimum 5 years of related experience in a fast-paced high-growth technology company.
Who You Are
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Strong sense of accountability and ownership, an ability to manage your business and clearly communicate your results back to the organization.
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Ability to align tactical plans to strategies.
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High attention to detail and adept project manager; juggle a high volume of events concurrently of varying scale.
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Outcome driven, analytical with a track record of executing creative, impactful field and channel marketing programs.
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Initiative taking, excellent organizational skills, efficient with time management, produce results within budget, and adapt to changing markets and organizational requirements.
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Must be able and willing to travel across the territory as needed for events, conferences and business-related meetings.
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This position will be based in our Central region, ideally in Chicago, Dallas, Houston, Kansas City, St Louis.
The base salary compensation range targeted for this role based out of Gigamon’s Santa Clara, CA, Headquarters office is $156,000 - $195,000, with an opportunity to earn an annual bonus or commission (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
