Management & Business Others Marketing and PR Media
3 - 5 Years
May 15, 2018
2Tier GTM Manager
2Tier GTM Manager
Role and responsibilities
This role is key in orchestrating & facilitating collaboration between Marketing, Distribution, Partner Organization & Ciscos Commercial Segment.
The close alignment between the GTM Manager, Distributor, DAM and vPAM is crucial for successful execution in Ciscos Distribution & 2Tier Partner Landscape.
As an orchestrator, the GTM Manager needs to initiate, execute, monitor and track the results of the Distribution Sales & Marketing marketing activities.
At the same time, he is responsible for the synergy between the different stakeholders while setting the quarterly Sales & Marketing themes for distribution.
The GTM Manager must have a deep understanding of the Cisco Channel including Distributor and Partner dynamics, our products, services and solutions including knowledge of the technology industry, market trends and competition. In this role you will be expected to create and drive highly impactful content/campaigns targeted at our Dutch Distributors and through our Distributors, to Partners. The role operates within the Dutch Partner Organization reporting to the Sales Manager Partner Organization and will be a member of the Distribution Team and a virtual member of the Dutch Marketing Team.
The ability to understand client and partner business needs is essential. Our ideal candidate will:
Work closely with key internal stakeholders (Architecture and sales business development teams, global, EMEAR and local marketing and technical experts) to create targeted content. Define Distribution product/feature positioning and messaging that articulates the value proposition of Cisco products/solutions for our Dutch Distributors
Work collaboratively with Channel Sales Leadership, (v)Partner Account Managers, Distribution Operations, and Channel Marketing counterparts.
Create content using templates and guidelines to adhere to brand, journeys, targeted personas, creative platform guidelines. This includes but is not limited to blogs, white papers, case studies, social media posts, infographics and videos for Dutch Distributors.
Analyze performance metrics to measure the result of marketing efforts and adjust the plan as needed
Test the content to ensure that it is impactful with Ciscos audience.
Actively monitor content that is available or under development both globally and in other countries.
Review project documentation, messaging objectives, product and solution customer benefits
Participate in the promotion development process, providing SME insights
Contribute to the Dutch marketing team in your given area.
Track general business indicators, including market share, attach rates and competitors marketing and sales program activities
Analyse and develop differentiation against competitors.
Work with local agencies for final content creative and production on all content, including promotional content and campaigns
Facilitate Dutch Distributors with effective business development / marketing programs
Builds, Maintains and Leverages Strategic Marketing Alignment with our Distributors.
Owns the Marketing relationship: Senior level engagement with Distributors Marketing organisation
Development of long term strategic marketing objectives, aligned with the EMEAR account plan
Advocate of Cisco vision, thought leadership and transformation initiatives
Set the marketing direction for the account
Alignment into Partner Plus and driving Prestige SC
Builds & Accelerates the Cisco Distributor Community
Build a (2Tier) Partner Community within and from out of the Distributor Landscape focussed & dedicated to Cisco
Regularly brief the involved teams on new Cisco campaigns, DG targets and progress.
Involve, Align & Execute with DAM, vPAM & the Commercial Team
Develops & Enables 2T Partner Training & Events
Best practise sharing
Minimum qualifications/ Desired skills:
5+ years of channel development / marketing experience in the technology industry, preferably in the Distribution segment
Experience working with distributors Ingram Micro, Tech Data, Comstor, Azlan
Digital Marketing, SEO and Marketing Automation experience is strongly desired
Solid understanding of the small business and mid-market market
Ability to demonstrate awareness of the latest marketing trends (outward focused)
Broad technology awareness with a passion and specific knowledge for Distribution channel engagement
Ability to collaborate, lead and work under pressure in a fast-paced matrixed organization
An established track record of developing impactful content from conception through to execution.
Highly creative with a proven ability to develop and manage engaging and original campaigns through different channels.
Strategic and tactical expertise in social media.
Experienced in all stages of creating a successful content campaign i.e. planning, strategy, execution and distribution.
Excellent organization and project management skills (deadlines, vendor/agency management, budgets).
Ability to operate with a high degree of autonomy.
Comfortable collaborating with global/regional/local colleagues as part of a physical or virtual team
Self motivated and has the ability to motivate and influence others