• Industry Solutions Marketing Specialist, EMEA -

    Location UK-Bourne End
    Job ID
    46043
    Function
    Marketing
  • Overview

    Zebra Technologies is a global leader within the High-Technology arena.  With the most recognized brand in the Enterprise Asset Intelligence  industry and the most complete product line, Zebra is dedicated to transforming our clients’ business through innovative products, reliable services and – most importantly – our committed employees.  Our solutions are used to improve business processes, increase productivity, improve quality, lower costs and strengthen security.  For more details, please our website www.zebra.com

     

    We’re looking for an ambitious, creative and analytical marketing professional with a strong results ethos to build and execute the overall strategic marketing plan for Manufacturing, Transport & Logistics in EMEA to establish Zebra’s market and brand leadership and penetrate the market to generate new business.

     

    The role works closely with regional and global stakeholders, coordinating a variety of marketing execution and enablement programs and ensuring that the sales teams (inside, direct & indirect) have the knowledge and tools required to generate opportunities and convert leads to pipeline and closed business.

     

    Responsibilities

    PRINCIPAL RESPONSIBILITIES

     

    • Market Planning
      • In conjunction with the regional and global market intelligence resources, define the regional market opportunity for the Manufacturing, Transport & Logistics verticals and related industry solution sets, analyse potential market segments to identify priority areas for growth
      • Architect the industry solutions plan, influencing the best routes to market, including the major themes that will be communicated into target markets, buyers, industry landscape and key issues
      • Orchestrate the execution of a successful annual GTM Strategy and quarterly execution plan across multiple functions; marketing, sales, business intelligence, strategy and services
      • Contribute to Global Solutions Marketing strategy to ensure regional view is correctly represented in upstream global marketing efforts
      • In collaboration with Product Marketing Team define integrated marketing plans industry solutions (pre-launch thought leadership, early adopter programs and post-launch ramp)

     

    • Subject Matter Expertise
      • Accountable for overarching ‘storytelling’ and content development, particularly high value CTA assets for thought leadership, lead generation and account based marketing programs
      • Act as an evangelist for Manufacturing Transport & Logistics to internal and external audiences to provide expert knowledge to help shape the development of messaging, positioning and content
      • Contribute into the global product lifecycle management process to provide input on regional vertical markets including regulatory, economic and social trends.

     

    • Thought Leadership
      • Generate regular Thought Leadership content vis blogs, bylines, points of view, webinars
      • Manage the Editorial Calendar for Manufacturing, Transort & Logistics
      • Present at external events including Zebra, Partner and 3rd Party conferences and seminars
      • Establish relations with targeted Industry Associations and Influencers

     

    • Demand Generation & Pipeline Acceleration
      • Brief Demand Centre to develop and execute integrated campaigns that drive measurable lead generation and pipeline acceleration for industry solutions
      • Develop the best possible marketing mix to support EMEA Revenue and Market Share targets made of the right balance of Telemarketing, Events, ABM, Integrated Local and Global Campaigns
      • Coordinate global content for buyer roles to consume in a variety of formats including whitepapers, brochures, social media, web pages, webinars and face-to-face events
      • Partner with Field Marketing and Channel Marketing to initiate joint marketing programs
      • Support the Campaign & Content Managers with comprehensive briefs, messaging themes and product strategy for the vertical always-on digital campaigns and nurtures

     

    • Account Based Marketing
      • Build and execute vertical ABM programs to target Strategic and Multi National Accounts to support deals, increase share of wallet and strengthen access to senior decision makers

     

    • Sales & Channel Enablement
      • Develop - and then tell - the industry narrative to both internal and external audiences
      • Lead or assist in the creation of enablement content for direct and indirect sales (playbooks, calling scripts, customer-ready presentations, demos for events)
      • Contextualise solution positioning and messaging for specific vertical markets in EMEA, share industry insights and intelligence to drive sales effectiveness and productivity

     

    • Zebra Experience Centre
      • Integrate vertical storytelling into the Zebra Experience Centre to enhance customer visits
      • Maintain industry solutions and related training and enablement to optimise usage
      • Lead customer and partner visits and tours, as needed
      • Initiate a series of end-user Industry Solution Days with Sales and Partners

     

    • Case Studies & Customer Testimonials
      • In conjunction with the PR/AR team and Sales Create, produce and maintain case studies and videos for Manufacturing, Transport & Logistics, acting as a key member of the Global Customer Reference Program
      • Work closely with Sales & Field Marketing to build a continuous pipeline of new success, collaborating with PR, Social and Demand Centre to optimise their impact

     

    • Agency & Budget Management
      • Where appropriate Manage external agencies to drive best-in-class outputs
      • Manage activities within budget and timescales
      • Write campaign briefs for new campaigns including messaging, positioning and solution alignment
      • Track and maintain budget spend, POs, receipting and supplier invoicing to deadlines and complying with processes and policies
    • Other
      • Support and execute against other activities as required

     

    SUCCESS METRICS

    • MQLs, solution pipeline, revenue – marketing influenced & driven
    • Successful sales and channel adoption of enablement materials
    • Thought leadership/reputation, customer reference pipeline
    • Market Share growth

     

    Qualifications

    ESSENTIAL SKILLS AND ATTRIBUTESBACKGROUND / EXPERIENCE

    • B2B High Tech Marketing Experience
      • Senior marketing professional with 7 years+ in a B2B technology environment
      • Bachelor’s degree, ideally in a science, engineering, business or marketing discipline a plus
      • Hands-on experience of developing, delivering, managing and measuring marketing programs
      • Demonstrable experience of Industry Marketing and/or Solutions Marketing
      • Strong all-rounder equally accomplished at Strategy, Planning and Execution
      • Understanding of direct sales and indirect channel models, sales enablement experience a plus
      • Ability to technically understand how products fit in to create and deliver a solution
    • Results Oriented
      • Good understanding of Content Marketing, Solution Selling and B2B Buyer Journey
      • Accountable with a strong sense of ownership, committed to achieving high-impact programs and tangible outcomes, ensuring every marketing pound spent drives revenue and brand preference
      • Ability to step back from tactical requests and identify how best to add value and impact
    • Project Management
      • Solid project management skills and meticulous attention to detail
      • Well organised, able to effectively set own priorities and follow-through on deadlines
      • Proactive, hands-on, able to stay calm under pressure and problem solve on the spot
      • Willing to balance necessary administrative processes with overall program ownership
    • Excellent Communicator
      • Strong verbal, written and visual communication skills, able to articulate ideas and concepts
      • Copywriting and editing skills
      • Effective at running virtual and in-person meetings that deliver clear, actionable outcomes
    • Teamwork & Collaboration
      • Collaborative working style, strong team player, desire to add value to Sales, Services & Channel
      • Good interpersonal skills with ability to motivate and influence without authority, striving for a win-win outcome wherever possible
    • Customer Facing
      • Credible evangelist for Zebra’s vertical markets, products and solutions
      • Enjoys being the voice of the company at events and engaging with journalists and influencers
      • Comfortable working directly with strategic clients and channel partners
    • Systems, Tools & Processes
      • Proficiency with Salesforce, marketing automation, ABM and BI tools a plus

     

    DESIRABLE SKILLS

    • CIM or IDM or other recognised marketing qualification
    • An active interest in Business Technology
    • Creative
      • Puts forward creative ways to truly engage target audiences (internal, channel and end-user)
      • Equally comfortable working with a blank canvas or enhancing existing approaches
    • Analytical
      • Ability to work with and analyse data across multiple systems and formats
      • Underpins decision making with research and insights
    • Problem Solver
      • Sees challenges as an opportunity to add value and improve existing practices
      • Adopts a flexible and agile mind-set; has a high tolerance to change

     

    LOCATION & TRAVEL

    The role will be based at Zebra’s EMEA Headquarters in Bourne End, Buckinghamshire (UK).

     

    The candidate must be able to travel (domestically and international) as and when required, approximately 15-20% of time.

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