The opportunity for Okta is massive: any company is a company we can make more productive and more secure. As every company becomes a technology company, Okta is the foundation that lets them make this transition successfully. Our vision is to bring the benefits of Identity to every company.

To help us achieve this ambitious growth objective we are seeking a seasoned marketing professional to create leverage for the business through field marketing activities that create and accelerate pipeline.

The Regional Manager, Marketing for the Nordics is responsible for creating strategies , planning, organising and executing a wide range of direct to end-user and through channel demand programs that generate new prospects and advance existing opportunities for the sales team. He or she will act as a trusted advisor on the Regional leadership team, helping to define new markets, create go-to-market strategies based on the needs of the business and be the liaison between marketing and partner and field sales teams as well as centralised demand functions such as the EMEA demand centre, and the EMEA partner marketing function.

The successful candidate will be a passionate, data-driven marketer who uses insights and a deep understanding of Regional market conditions, to tangibly impact revenue. The ideal candidate will be a natural team player, who will be expected to partner with the Regional leadership team. They will be expected to plan and execute Account Based Marketing programs such as account intelligence gathering and demand creation in agreed-upon large accounts to support sales goals in the Nordics. They will work closely with the EMEA demand centre and the product marketing functions to develop or leverage existing assets that will support multi-touch, multi-dimensional programs including both inbound and outbound tactics.

The successful candidate will have a deep understanding of GDPR best practices in the Nordics and will be expected to integrate a detailed contact acquisition strategy in all programs. He or she will have proven experience of managing vendor relationships and negotiating terms that comply with the GDPR.

DUTIES AND RESPONSIBILITIES

Drive an effective marketing plan that supports bookings and pipeline goals, aligned to the Regional Sales Leaders’ quarterly objectives
Set performance goals, analyse success metrics and report results with complete transparency to drive continual improvement

Develop and implement lead generation and pipeline acceleration programs jointly with field sales and channel sales
Translate sales objectives (both opportunity-based and relationship-based) into objectives and marketing project plans
Research, choose, design and manage events to be included as tactics in the overall marketing mix, and ensure there is a cohesive pre-event, at-event and post event strategy to increase engagement and response rates
Support the sales leadership in selecting the most appropriate accounts for Account Based Marketing (ABM) program execution
Educate account managers on the potential role of ABM within their accounts, execute ABM programs in collaboration with them, and demonstrate how they can execute program elements on their own
Proactively engage with the Top 5 Partners in the region to create tailored through channel demand plans that support the goals of the local channel sales leadership
Leverage partner-ready demand creation programs, tools and kits created by the EMEA partner marketing function
Evaluate, select and manage vendors that contribute to local demand creation programs including events venues and services, digital marketing agencies, direct mail providers, designers, copywriters and list brokers
Put in place a robust process to forecast, measure, analyse and report on impact of all programs
Proactively engage with sales stakeholders to coordinate, communicate, and optimise the impact of marketing activities
Communicate and educate the sales team regarding new and planned marketing activities including global, regional and local programs
Integrate contact acquisition strategy in all programs and regularly report on progress of database gains
Work closely with the EMEA demand centre and the product marketing functions to ensure that all newly developed messages, assets and creatives are on brand, on message and approved by the legal team
Actively pursue opportunities for Customer Endorsement (e.g. as Case Studies, Press Releases, Supporting Quotes)

BACKGROUND AND EXPERIENCE REQUIRED

Has worked in a b-to-b business within the IT industry (experience in a high growth of Cloud business an advantage)
Has excellent understanding of the Sirius Decision demand waterfall model and of the demand waterfall processes and metrics
Proven track record of running successful Account Based Marketing programs
Has deep understanding of GDRP best practice in marketing, and proven experience of running successful contact acquisition strategies
Has excellent experience of driving, managing and executing marketing activities with channel partners
Ability to consistently produce results on time and within budget
Ability to align plans with local business strategies
Excellent communications skills, with proven experience of successfully managing relationships with senior sales stakeholders
Inbound and outbound marketing strategy/execution experience and good understanding of digital marketing best practices
Ability to demonstrate track record of success in all key areas of responsibility

TECHNOLOGY SKILLS REQUIRED:

Sales tools (e.g. Good knowledge of account planning, playbooks, ROI/TCO tools)
Salesforce automation systems (Excellent working knowledge of campaign management in SalesForce.com)
Marketing automation platforms (Theoretical understanding of Marketo needed)
Partner relationship management (e.g. tools such as Birch)
Partner portals (Proven experience of managing updates to Partner Intranets)
Business intelligence (Working knowledge of Tableau)
Deal registration (Proven experience of working with Deal Registration systems and processes)

PROFILE REQUIRED:

A data driven marketer who is passionate about forecasting and measuring the impact of programs
A self-starter who can manage multiple projects in a fast-paced, deadline-driven environment
An excellent communicator, who has proven experience of successfully managing relationships with senior sales stakeholders
Ability to manage the daily execution and monitoring of multiple campaigns
An excellent problem solver who is detail oriented, collaborative and proactive
An innovator who follows marketing technology trends
Comfortable with travel in region

SUCCESS METRICS - Success in this role will be measured against the following KPIs:

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located. We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live. Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs. Find your place at Okta https://www.okta.com/company/careers/.

Okta is an equal opportunity employer

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