Responsibilities
- Drive and track India's annual marketing-sourced pipeline and marketing-qualified account targets within an account-level, intent-based measurement model, segmented by industry and regional sales territory.
- Identify and resolve gaps in marketing-qualified account to sales opportunity conversion by analyzing account fit, BDR follow-up speed, and qualification quality in collaboration with sales and BDR leadership.
- Conduct weekly pipeline reviews with regional vice presidents and BDR leads, reporting on conversion rates, pipeline coverage, and segment-specific shortfalls, with accountability for closing identified gaps.
- Lead account-based and segment-specific marketing initiatives targeting key enterprise accounts in financial services, IT/ITeS, global systems integrators, and public sector.
- Develop and lead co-marketing programs with India-based global systems integrators that are underrepresented globally, creating a scalable model for other APJ markets.
- Leverage intent data platforms such as 6sense to identify accounts by buying stage and coordinate timely BDR outreach following marketing qualification.
- Supervise the India Marketing Campaigns Manager, including onboarding, performance, campaign delivery, and professional growth.
- Represent India’s marketing function in the APJ leadership team, contributing to regional strategies while ensuring local execution aligns with national priorities.
- Plan and manage high-impact events in India, including executive roundtables and industry forums, within a defined budget to drive conversion.
- Lead India’s participation in global marketing campaigns by adapting existing global content rather than creating new materials where feasible.
- Manage and allocate the India field marketing budget across channels including ABM, events, digital advertising, and content, prioritizing high-performing segments.
- Deliver accurate, auditable reports on marketing-sourced pipeline, volume of marketing-qualified accounts, and conversion rates, ensuring alignment with CRM and intent data systems.
