location / New York, New York
date posted / 02/14/2017
job description / Global Partners Solutions – Marketing Automation

Core Duties/Responsibilities

MRM//McCann is committed to being the most relevant, effective, indispensable marketing agency in the digital world. We employ the most innovative talent in the industry to meet each client’s unique challenges with positive, measureable results. Our strategic, creative, and technological expertise – including deep experience with segmentation, targeting, and analytic tools and methodologies – deliver the most effective marketing programs and platforms in the world.

 

Job Summary:

Manage agency's digital marketing automation partner relationships. Responsibilities include driving sales and marketing relationships with executive and field sales teams. Lead the development of strategic solutions and the sales process for the resulting opportunities.

 

Responsible for helping our global and regional partners build and deliver successful solutions that drive revenue using Partners solutions. This is a senior technical position and requires a deep technical background in the digital marketing field, credibility in front of C level audiences, and previous experience with marketing automation, CRM or digital marketing solutions to optimize multi-channel marketing.

 

Responsibilities:

  • Performs needs assessment for partners to understand which training courses they will require in order to ramp up on marketing automation technology and build solutions.
  • On occasion, will deliver introductory training courses and supplementary materials like overview presentations and hands on exercises to illustrate specific functions of our platform.
  • Work closely with internal teams that develop and deliver training to help improve our training programs and delivery.
  • Help identify the proper resources in partners Professional Services to ensure the successful delivery of products.
  • Development and communication of technical best practices for the Digital Marketing Suite to partners.
  • Technical support for partner issues.
  • POC and demo development.
  • Solution architecture and solution definition.
  • Act as liaison to internal product management to manage access to early release programs and product roadmaps.

 

Account Planning.

Works with partner managers to create development strategies for the purpose of helping partners build and deliver solutions that generate revenue and solve customer's business problems.

 

Product Integration.

Identifies product integration requirements and works with customers/prospects to develop an integrated architecture for the purpose of creating a solution vision that demonstrates our ability to integrate into the customer's existing environment. Makes recommendations on integration strategies, platforms and application infrastructure required to successfully implement solutions.

 

Product Technology Transfer.

Works with partners and their prospects to educate them on the overall architecture and operation of Marketing automation during sales cycles. Answers component technical questions.

Prepare and deliver presentations and responds to specific partner/prospect technical questions as required in both pre and post sales situations.

 

Technical Objection Handling.

Identifies key solution technical objections.

Develops a strategy to resolve each technical objection and executes the strategy to remove technical impediments to partners closing marketing automation sales transactions.

 

Competitive Threat Handling.

Identifies potential competitors and develops a strategy to position our solutions over these same competitors for the purpose of closing a sales transaction while maintaining customer satisfaction and maximizing customer return on investment.

 

Maintaining Customer Satisfaction.

Works with the sales account team, customer support, product management, engineering and professional services to identify and resolve product problems and deficiencies affecting pre and post sales customer satisfaction.

Serves as primary partner advocate to customer support, product management and engineer on product problems encountered by marketing automation customers and prospects

Success Metrics- Revenue sourced and influenced by partners in the region.

 

Product Positioning.

Works with the assigned partner manager to identify, prepare and deliver product messaging in an effort to demonstrate the marketing automation value proposition. Develops and delivers the product positioning message using a variety of tools and techniques to include:

  • White Board Presentations
  • Slide Presentations
  • Product Demonstrations - Demo2Win methodology
  • Webinars
  • Partner Reference Papers and Presentations
  • Responses to RFI/RFQ Inquiries
  • Proof of Concept Projects

 

 

Required Skills/Knowledge/Experience

 

  • Experience in a similar role as a solutions consultant selling high value enterprise software.
  • Previous experience with marketing automation, CRM or digital marketing solutions to optimize multi-channel marketing is required.
  • Experience with Marketo or Eloqua is a major plus for all applicants.
  • Strong presentation skills.
  • Solutions selling skills and demonstrated success developing and maintaining client relationships
  • Conversant in enterprise product, solution and technology strategies with the ability to convert current knowledge and skills to the marketing automation platforms.
  • Ability to communicate effectively across teams with strong verbal, written and interpersonal skills.
  • High energy level and ability to work independently.
  • As much as 50 percent travel may be required.
  • Education- Minimum Bachelor’s Degree- technical or computer science degree preferred.