The Field Channel Marketing Manager will play a key role in helping partners develop (and implement) strategic marketing plans. ShoreTel’s most successful partners recognize the importance of a well executed marketing plan – and hence, why we need to be proactive in gaining widespread adoption in the partner community. This individual will leverage, develop and enhance a variety of programs driving demand and revenue growth for ShoreTel in North America. The ideal candidate will be instrumental in developing relationships and understanding the business models of their assigned partners. Key performance indicators will reside in the ability to positively impact the sales funnel and help partners grow. In collaboration with ShoreTel Partner Business Managers, the Field Marketing Manager will establish and manage marketing plans and budgets, while promoting awareness of the ShoreTel brand within their region. Primary duties include developing marketing plans that leverage MDF and partner budgets, reporting against these plans, and increasing the amount/quality of partner marketing. Secondary responsibilities include ongoing field communications, supporting local end customer and partner events, and sharing best practices across partners and regions.
Develop quarterly marketing strategies and plans with identified VAR partners in assigned region that tie to partner and ShoreTel business goals
Assist partners with the execution of these marketing plans, as needed with the goal of making partners self-sufficient
Leverage all best practices/tools – examples: seminars, telemarketing, lead generation, and webinars.
Act as the regional Marketing “Subject Matter Expert” while coordinating efforts with partners, Corporate Marketing, Channel Sales , Alliance Marketing and other ShoreTel field and corporate teams
Become an expert on the ShoreTel MDF program and ensure 100% MDF spend by identified VAR partners in assigned region
Provide tracking, measurement and reporting on the metrics of the channel programs and campaigns.
Develop quarterly marketing calendar and quarterly review process and dashboards for assigned region
Leverage existing CRM/marketing automation tools to execute campaigns that meet and exceed demand gen goals
Provide local support for partner and customer events and coordinate ShoreTel resources as needed
Provide leadership on field requirements for integration with corporate-run marketing programs and campaigns
Drive attendance in executing field events such as training, demand gen events, webinars, advisory councils and summits
Experience in multiple facets of marketing activities including events, campaigns, E-marketing, SEM/ SEO, social media, etc.
Project and program management skills with demonstrated examples of end-to-end ownership and delivery of multi-faceted marketing programs delivered with or through channel partners
Hands-on experience with sales and marketing automation systems including SFDC and Eloqua
Excellent communications and presentations skills
Highly motivated individual with a results-driven orientation, capable of multi-tasking within a dynamic organization
Proven track record of working independently and with sales teams and multiple levels of management
Experience in managing budgets and reporting, including Microsoft Excel
Understanding of two tier channel model and MDF programs helpful
Ability to travel 30-50%
Education & Experience:
7-10 years experience with field marketing, channel marketing or channel sales background
Education: BA or BS minimum; MBA preferred