Field Marketing Manager, National Accounts and Distribution

Pailin Group Executive Search

Field Marketing Manager, National Accounts and Distribution

Channel Marketing Americas – Seattle, Washington

Field Marketing Manager, National Accounts and Distribution

Location: This position may be located in Seattle, WA; Chicago, IL; or Southern California

Position Summary

Seeking a senior experienced, performance-driven, creative and smart National Accounts Marketing Manager to own, develop, execute and measure marketing plans, and to build and accelerate national accounts sales pipeline.

You will have demonstrable experience in delivering pipeline impacting campaigns with an in-depth knowledge of national resellers specifically including CDW, Insight, Zones, SHI and others.

You will be required to develop processes to ensure the development, delivery, implementation, and successful results of channel and end user marketing programs, maintain annual and quarterly budget management, and act as a proactive member of the sales and marketing team in the sales region of responsibility.     


 Marketing strategy

  • Contribute to the overall marketing program strategy and execution framework to meet the goals of the business.

  • Develop integrated demand generation programs in cooperation with the channel and business development team in North America

  • Lead planning and review process for field and channel marketing programs

  • Build and maintain relationships with channel and sales leaders to understand the needs within the market 

Marketing program delivery

  • Development and management of a communication program to develop and expand sales within our active partner community

  • Development of marketing materials, tools, and infrastructure, to support the needs of channel and business development teams

  • Management of telesales and telemarketing programs as needed

  • Work with sales team and national accounts in supporting local shows, lunch-and-learns, etc with event materials

Marketing Funds

  • Ownership, management and reporting of MDF spend on a monthly/quarterly basis 

  • Ensure accurate reporting of marketing claims with complete documentation. Includes MDF forecasting, pre-approval, ROI reporting, and submission

  • Selection and management of agencies and vendors as required to support marketing activities

  • Manage, with corporate team, on line MDF system including training of resellers, distributors, and WatchGuard sales staff

  • Contract negotiation skills 

Communication and Training

  • Rollout out of quarterly sales training programs via Webinars – working closely with product and channel management

  • Assist in writing & editing of Partner News –ensure appropriate content for regional market

  • Weekly communication to all National partners and Distributors to keep them advised of programs, promotions & changes as required

  • Ownership and management of channel contacts database – updates, exports & reporting  

Competitive Reporting

  • Report on regional competitive activity with respect to sales, programs, promotions, and advertising

Reporting and Metrics

  • Work closely with Marketing and Sales Operations to monitor on pipeline generation

  • Ensure progression and completion of Field Marketing report cards

  • Provide weekly updates on current projects and budget expenditure

  • Manage program reporting from the national accounts including ROI

Education, Knowledge, Skills, Certifications/ Licenses, Competencies

  • BA/BS degree preferred or an equivalent combination of education and experience

  • Minimum 5-7 years’ experience in similar role.

  • Ability to travel domestically, ~50%

  • Marketing business-to-business solutions in a technology company

  • Experience in business systems such as Salesforce, Marketo, Eloqua, MS products

  • Proven ability to meet deadlines under pressure while managing multiple projects and activities.

  • Excellent presentation and writing skills, samples will be requested

*Well qualified sales professionals please forward resume along with compensation requirements in complete confidence to the

Pailin Group Professional Search Consultants - Roxxanne Miller - Sales & Marketing Group Division Manager