The large & midsize law firm (LMLF) segment seeks a proven account based marketing (ABM) leader with a successful record of combining content and relationship marketing with technology to lead our ABM program.
The Director is responsible for leading the development, implementation, management and measurement of targeted account-focused programs to drive sales acceleration, revenue and customer retention attainment for a fixed set of strategic accounts. This position will partner closely with the LMLF sales channel, customer and central marketing, pricing and finance to drive achievement of business objectives. The ideal candidate has successfully leveraged ABM, especially using technology driven, personalized strategies and tactics. The successful candidate will be an energetic leader, collaborator and business driver, focused on measurable outcomes and marketing ROI. As a senior leader, the ideal candidate will provide coaching, clear direction and compelling motivation to help their direct reports establish and maintain excellent partnerships with sales, and deliver strategic, creative and effective ABM that drives clear ROI.
Our team culture is collaborative, fun and focused on results. This role reports to the Vice President of Large & Medium Law Segment.
Provide strategic leadership for LMLF ABM program, aligning sales and marketing with focus on the highest value prospects and accounts, and delivering on sales and revenue goals and marketing contribution to sales
Lead the daily operations of the LMLF ABM program, including account selection, account planning governance, appropriate leverage of ABM and digital marketing technology, measurement, and budget approvals
Advance the use of technology for the LMLF ABM program to drive personalization and scale focused on the buyers journey, delivering the right marketing program and content at the right time
Lead a team of marketing professionals. Provide direction, feedback/coaching, manage performance and
Nimbly address the ongoing demand for opportunistic and ad hoc marketing needs of the sales teams in response to health of the pipeline.
Provide strategic and tactical support to the strategic account executives who serve the AMLAW100 law firms
Review and share performance metrics with a keen eye on ROI. Ensure that each marketing activity is tracked and measured. Use data and dashboards to inform future programs and investment
Build and maintain strong relationships with internal stakeholders, including sales channel, central marketing, finance, pricing, customer experience, and external organizations and partners
Participate as a member of the LMLF Operating Committee, a leadership team focused on effective operations, culture and engagement of the segment team
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