Senior ABM Manager - Strategic Accounts
Posted on: November 19, 2021
At Cloudflare, we have our eyes set on an ambitious goal: to help
build a better Internet. Today the company runs one of the world's
largest networks that powers approximately 25 million Internet
properties, for customers ranging from individual bloggers to SMBs
to Fortune 500 companies. Cloudflare protects and accelerates any
Internet application online without adding hardware, installing
software, or changing a line of code. Internet properties powered
by Cloudflare all have web traffic routed through its intelligent
global network, which gets smarter with every request. As a result,
they see significant improvement in performance and a decrease in
spam and other attacks. Cloudflare was named to Entrepreneur
Magazine's Top Company Cultures list and ranked among the World's
Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for
curious and empathetic individuals who are committed to developing
themselves and learning new skills, and we are ready to help you do
that. We cannot complete our mission without building a diverse and
inclusive team. We hire the best people based on an evaluation of
their potential and support them throughout their time at
Cloudflare. Come join us!
About The Role
Cloudflare's Enterprise Marketing Team in the Americas is searching
for a Senior Account-based Marketing (ABM) Campaign Manager to
develop and execute marketing initiatives with and for our
Strategic Accounts. Customers are the number one priority at
Cloudflare, and we're invested in helping them grow successfully
In this high impact role, you will put your creativity and
marketing prowess to work to develop, launch, manage and measure
highly targeted and customized 1:1 and 1:few ABM campaigns that
help account teams connect with stakeholders in meaningful ways,
increase engagement and breadth in the account, and contribute to
Successful candidates are well versed in full funnel campaign
management and a wide variety of online and offline tactics; have
experience with account personalization tactics; understand the
motivations of technical and executive stakeholders; and have a
successful track record of achieving Marketing Qualified Account
KPIs and pipeline influence goals.
Own and build the Strategic Account ABM plans that deepen and
broaden relationships in target accounts. Define account tiering
and framework, and execute 1:1 and 1:few ABM campaigns accordingly
that drive target account engagement and contribute to quarterly
and annual influenced pipeline goals.
Campaign development and strategy: Develop account-focused demand
generation and relationship-building campaigns; identify target
customers/personas, campaign objectives, assets, tactics and
execution channels. Leverage cross-functional team members in
Content Marketing and Product Marketing to develop messaging and
content appropriate for targeted personas. Campaign Execution: Plan
and execute campaigns utilizing a variety of channels
(account-specific events, LinkedIn, email, direct mail, content
syndication, events, social/display advertising). Use tools and
platforms (Marketo; Contentful, Folloze, PFL, Reachdesk, etc.) to
execute campaign tactics to help progress leads through the
customer journey. Manage campaign launch and timeline, and
facilitate data-driven improvements.
Plan, promote, and host account-specific events to help us connect
with account stakeholders in meaningful ways. Deliver memorable
customer experiences where we can share knowledge, best practices,
and the value of Cloudflare solutions. Collaborate with the Field
Marketing team to determine applicable industry events and field
programs to leverage in ABM plan. Foster pre and post-event
effectiveness with customer communications, sales communications,
and internal feedback.
Orchestrate cross-functional engagement with account teams and
manage account audiences in DemandBase platform.
Measurement / reporting: Analyze, report, and measure the full
impact of ABM campaigns in terms of stakeholder reach/engagement,
meetings booked, pipeline and revenue influenced. Utilize
Salesforce/Tableau reporting tools to evaluate campaign performance
and report ROI. Develop and manage budget and prioritization across
tactics/channels with a keen eye on ROI.
Provide ongoing data and insights on strategic accounts to the
Some travel required in future when business travel has returned to
the mainstream. Provide onsite event support when needed.
Experience developing 1:1 and 1:few ABM campaigns that helped sales
teams connect with enterprise account stakeholders in meaningful
High competency in ABM, digital marketing trends, and best
Proven track record meeting/exceeding lead generation and pipeline
Results/data orientation required for campaign
Experience in B2B enterprise software/SaaS marketing and partnering
with sales teams to deliver results.
Exceptional project management skills and creativity required for
Ability to work effectively in a fast-paced and ever-changing
environment with tight deadlines.
Self starter and highly curious.
Excellent written and communication skills.
Passion for delivering an exceptional customer experience.
BA/BS in Marketing, Business, or other related field.
7-10 years experience developing and executing multi-channel
enterprise B2B solution campaigns and account-based marketing
campaigns. Success in meeting/exceeding MQL generation and
conversion targets (ideally in enterprise software, SaaS,
networking and/or cybersecurity segments).
Demonstrable expertise building full funnel campaign tactics and
management, including the ability to understand the motivations of
technical buyers and executive stakeholders.
Strong sense of teamwork, collaboration, and relationship
An independent self -starter who enjoys working in a fast-paced
Demonstrated understanding of ABM, demand generation, nurture best
practices, and campaign creation.
Strong communication skills and ability to work with multiple
Experience working in rapid growth SaaS companies and
Knowledge about cybersecurity market and technologies
Hands on experience with latest ABM platforms such as
Skill to use BI tools, Salesforce, Marketo, Google Analytics and
other digital marketing tools
Excellent project management and time management skills
What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company.
We're a highly ambitious, large-scale technology company with a
soul. Fundamental to our mission to help build a better Internet is
protecting the free and open Internet.
Project Galileo : We equip politically and artistically important
organizations and journalists with powerful tools to defend
themselves against attacks that would otherwise censor their work,
technology already used by Cloudflare's enterprise customers--at no
Athenian Project : We created Athenian Project to ensure that state
and local governments have the highest level of protection and
reliability for free, so that their constituents have access to
election information and voter registration.
Path Forward Partnership : Since 2016, we have partnered with Path
Forward, a nonprofit organization, to create 16-week positions for
mid-career professionals who want to get back to the workplace
after taking time off to care for a child, parent, or loved
22.214.171.124 : We released 126.96.36.199 to help fix the foundation of the
Internet by building a faster, more secure and privacy-centric
public DNS resolver. This is available publicly for everyone to use
- it is the first consumer-focused service Cloudflare has ever
released. Here's the deal - we don't store client IP addresses
never, ever. We will continue to abide by our privacy commitment
and ensure that no user data is sold to advertisers or used to
Sound like something you'd like to be a part of? We'd love to hear
This position may require access to information protected under
U.S. export control laws, including the U.S. Export Administration
Regulations. Please note that any offer of employment may be
conditioned on your authorization to receive software or technology
controlled under these U.S. export laws without sponsorship for an
Cloudflare is proud to be an equal opportunity employer. We are
committed to providing equal employment opportunity for all people
and place great value in both diversity and inclusiveness. All
qualified applicants will be considered for employment without
regard to their, or any other person's, perceived or actual race,
color, religion, sex, gender, gender identity, gender expression,
sexual orientation, national origin, ancestry, citizenship, age,
physical or mental disability, medical condition, family care
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