Description

• Drive the development of annual brand marketing and communications plans and quarterly go-to-market plans.
• Partner with MI to understand market trends as a driver of marketing strategy and go to market plans.
• Work with IMTs to communicate brand strategy and enable them on market management as a discipline.
• Collect IMT feedback and input for 360 process; identify Market Management best practices, interlock with sales, integration of marketing/sales campaigns.
• Link with Demand Programs team to ensure transition of strategy to execution.
• Identify systemic issues and performance gaps related to strategy. Drive solutions to address.
• Drive alignment of sales and marketing strategy and execution.
• Produce supporting reports, analysis and presentations.

Required skills

Critical thinking and strategic analysis. Strong English. Ability to take numerical data and transition to solid strategies. Solid understanding of IBM SWG go-to-market strategy, deployment organizations, programs and pipeline drivers including measurement tools. Knowledge of geographic area to be supported. Strong communication skills and the ability to successfully drive results in a highly matrixed organization are critical. Strong PowerPoint skills and analytical skills, comfort and experience with numerical data. Ability to synthesize data - numerical and activity based - in order to net out key trends, ideas, findings. Understanding of IBM's routes to market and associated metrics. Knowledge of pipeline build and progress dynamics and best practices. Masters degree or MBA with 8-10 years of effective market management capabilities required.

Measurement of success

Development of marketing and communications plan and quarterly updates. Plans should drive actions that support lead and lead revenue objectives. Ability to deliver required reporting in a timely manner, requiring minimal supervision and correction to meet tight deadlines. Accurate and high quality representation of data.

Key Activities :
1 Driving Market Management in the IOTs (1 aligned per IOT)
Drive Market Management enablement (content, etc)
Coordinate Fall/Spring plan input
Drive buy-in for key strategic projects
Partner with Market Insight Team to understand market drivers.
2 Drive SWG strategy with the brands
Collect and consolidate brand launch plans
Understand brand strategic shifts, integrate into Strategy
Drive buy-in for key strategic projects
Coordinate Fall/Spring plan input
3 Enable and support strategic projects
Partner with Market Insight Team to understand market drivers.
Provide recommendations and develop plans to support strategic shifts
Facilitate meetings w/ key stakeholders to drive projects, identify/resolve issues, complete project
Drive outcome to teams for execution
Drive Spring Plan work across the organization

4 Drive Sales and Marketing alignment

Drive quarterly prioritization process
identify new ways to support and drive with marketing and the sales force
Monitor and measure role based marketing traction
Recommend and drive improvements in alignment
Develop and deliver content as appropriate to support
5 Communicate best practices and host Market Management meetings

Collect & Publish Market Management best practices (one person manages)
Host monthly Market Management meetings (agenda, content)
Executive presentations
6 Review Branding/Naming requests (one person manages)
Review naming requests; approve, deny or refer as appropriate
7 Drive and improve the management system (one person manages - pipeline analysis lead)
Drive WW Market Management system and measurements
Drive meetings/reviews to support
Identify systemic issues and drive resolution
IBM - 10 months ago