Territory Marketing Manager - IBM in Kenya

Territory Marketing Manager Jobs at IBM in Kenya 2013

Job Title: Territory Marketing Manager – East Africa
Hot job, which is either high priority or requires unique or specialized skills.

Job ID    S_D-0543612    Job type    Full-time Regular
Work country    Kenya
Work city    – Any    Job area    Consulting & Services
Travel    50% travel annually    Job category    Marketing & Communications
Business unit    Mktg S&D    Job role    Marketing & Communications Operations Professional
Job role skillset    General
Commissionable/Sales-Incentive jobs only    No
Job description
As the Territory Marketing Manager for IBM East Africa, you will be expected to drive effective market management and demand generation to help achieve the business objectives in East Africa and deliver fact based insights, marketing direction and consultation to support sales execution, value selling and long term strategic planning

Key Roles
Plan /Select

• Understand the Market: Leverage Marketplace Insights and Database Analytics, local MI and Global provided tools and assets to obtain an understanding of the marketplace and the opportunities across the territories, by industry, segment and at the account level; Identifies Client Needs, Pain Points, and Value
• Participate in the selection of high value customers & segmentation
• Build the East Africa Marketing Plan and provide key extracts to the aligned program teams for execution

• Understand the Business and Sales Performance history and pipeline across East Africa
• Provide market management and marketing plan insights to support the development of the GB Enterprise Account Plans and Territory Business Plan -Segment Prioritization & Sales Plays Prioritization
• Identifies sales plays and marketing programs to close pipeline gaps

• Develop Marketing Strategies & Value Propositions
• Utilize market intelligence, such as propensity to buy models, IT opportunity spend, and data analytics to determine target audiences for program executions.
• Manage pipeline gap analysis to drive optimal routes to market execution, highlighting gaps and providing insightful corrective actions and identifying sales plays and marketing programs to close the gaps.
• Manage next quarter pipeline build; partners with aligned programs to address gaps

• Provide marketing strategy, direction and consultation to the Territory Sales Leadership Team.
• Participates in a cadence with Territory Sales leader, brand leaders and/or Regional Sales Leaders/Regional Marketing Leader to ensure program linkage to East Africa
• Manage sales enablement for the territory leveraging programs and plays to increase seller productivity.
• Manage to Execution of Current Quarter Plan: Collaborate with Sales, Demand Programs, Sales Enablement Teams, Channel Teams, Business Partner Marketing, Brand Systems
• Partner with brand marketing (STG, SWG, GTS, GBS) to help develop brand led programs that address pipeline gaps
• Manage GB initiatives such as Grande Formaggio, CFO Peer Exchange, and other selected territory events & tactics
• Assess Current Quarter Performance
• Manage the program budget to an expected ROI and achieve/exceed the program objectives
• Own and manage agency and vendor relationships in support of the integrated program plan.
• Collaborate with marketing discipline peers (MM, MI, MCO, External Relations, and Corporate/Brand Advertising) to ensure that messages are well coordinated and timed in the marketplace
• Create a plan that encompasses a 360-degree execution plan after they have finalized their unique value proposition, defined their targeted audience segment to prioritized industries and determined the selected product/solution offerings through a specific route to market. This upfront program planning is done based upon the gathering and synthesis of the input from Market Management individuals in the various brands supporting the program

Bachelor’s Degree
At least 5 years experience in reporting and presentation skills
At least 5 years experience in IT market in East Africa
English: Fluent


Master’s Degree
At least 6 years experience in reporting and presentation skills
At least 6 years experience in IT market in East Africa

How to Apply:

Deadline: 31st December 2012


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