Strategic ABM Specialist, Cloudflare
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Successful candidates are well versed in Enterprise level ABM with full funnel campaign management and a wide variety of online and offline tactics
- Have experience with account personalisation tactics; understand the motivations of technical and executive stakeholders
- Have a successful track record of achieving Marketing Qualified Account (MQA) / Qualified Buying Groups (QBG)) KPIs and pipeline influence goals
- Have started or scaled 1:Few ABM in a B2B Saas company
- Have experience working with sales to help build pipeline and generate revenue from the largest/strategic accounts
- Are a creative marketer and have planned and executed some innovative personalised campaigns
- Have experience developing ‘industry vertical’ campaigns that helped sales teams connect with enterprise account stakeholders in meaningful ways
- Have experience running points on integrated campaigns from start to finish
- Have incredible attention to detail
- Possess seamless and precise communication and presentation skills
- Are results/data oriented, comfortable analyzing data and well versed in Marketo, Salesforce and an ABM tools like DemandBase
- Knowledge of ITSMA or other ABM frameworks
- Have great instinct for what great customer experience looks like in different mediums
- Have high competency in digital marketing trends, paid social and best practices
- Knowledge of AI and machine learning applications in marketing, and how to leverage these technologies for personalization at scale
- Have proven track record meeting/exceeding lead generation and pipeline influence targets
- Have experience in B2B enterprise software/SaaS marketing and partnering with sales teams to deliver results
- Have exceptional project management skills and creativity required for campaign development
- Have the ability to work effectively in a fast-paced and ever-changing environment with tight deadlines
- 3-5 years experience developing and executing 1:Few ABM programs / Industry Vertical campaigns. (ideally in enterprise software, SaaS, networking and/or cybersecurity segments)
- Demonstrable expertise building full funnel campaign tactics and management, including the ability to understand the motivations of technical buyers and executive stakeholders
- Strong sense of teamwork, collaboration, and relationship management
- An independent self -starter who enjoys working in a fast-paced environment
- Highly analytical and research-oriented with the ability to extract insights from data to drive account messaging and campaigns
- Demonstrated understanding of ABM, demand generation, nurture best practices, and campaign creation
- Strong communication skills and ability to work with multiple stakeholders
- Experience working in rapid growth SaaS companies and industries
- Knowledge about cybersecurity market and technologies
- Hands-on experience with latest ABM platforms such as DemandBase / 6Sense, Drift, etc
- Skill to use BI tools, Salesforce, Marketo, Google Analytics and other digital marketing tools
- Excellent project management and time management skills
What the job involves
- Cloudflare is redefining how enterprise IT operates, establishing its own category, and growing a billion-pound business with annual growth exceeding 40%
- Cloudflare’s Marketing Team is searching for a Strategic ABM Specialist (EMEA) to develop and execute the ABM strategy in EMEA focused on our priority industry verticals
- This role will report directly to the Head of Strategic Marketing - EMEA and work closely with our EMEA Marketing team, Regional Field Marketing Managers, and the Sales Organisation
- In this high impact role, you will put your creativity and marketing prowess to work to develop, launch, manage and measure 1:Few ABM programs tailored to industry verticals that help penetrate aligned target accounts with defined stakeholders in meaningful ways to increase engagement, and contribute to pipeline and revenue generation
- Industry Research & Insights: Work closely with the insights agency to curate industry trends and insights and develop POVs and customer facing thought leadership content
- 1:Few Marketing plan: Own the creation and activation of the annual marketing plan for key industry verticals, comprising content development, campaign landing pages, direct mail, digital campaigns, content syndication, vertical specific trade shows and hosted C-level events. Manage campaign launch and timeline, and facilitate data-driven improvements. Orchestrate cross-functional engagement with account teams and manage account audiences in DemandBase/6sense or similar platforms
- Continuously explore new and innovative ways to personalize and elevate the account-based experience. Utilize AI and machine learning technologies to scale personalization efforts and deliver highly relevant, one-to-few experiences at scale
- Orchestration in ABM. Drive the orchestration of 1:Few Account Based Marketing (ABM) initiatives. You will strategically coordinate marketing and sales efforts, aiming to engage and cultivate high-value target accounts. Your responsibilities will involve harmonizing diverse marketing channels and activities to craft and consistently deliver personalized messages to identified accounts. Additionally, you will be tasked with developing and executing a comprehensive strategy that ensures all interactions with target accounts are timely and customized to cater to their specific needs and preferences
- Measurement / reporting: Analyze, report, and measure the full impact of ABM campaigns in terms of stakeholder reach/engagement, meetings booked, pipeline and revenue influenced. Utilize Salesforce/Tableau reporting tools to evaluate campaign performance and report ROI. Develop and manage budget and prioritization across tactics/channels with a keen eye on ROI. Provide ongoing data and insights reports on traction gained with key accounts to the respective stakeholders
- Internal Champion: Be the champion of strategic ABM by driving a clear and strong narrative across the EMEA backed with data insights on how the methodology and strategy is supporting Cloudflare to penetrate large accounts to success. In addition to this also serve as champion for demandbase across all the strategic AEs enabling them to utilize the full potential of demandbase for their accounts
Application process
- Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license
Salary benchmarks
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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