Field Marketing Manager

About the Position

An exciting opportunity for an experienced, forward thinking, data-driven and passionate marketer, to join a fast-moving and dynamic global demand gen team. The APJ Field Marketing Manager will support growth and revenue generation in the region of APJ and is responsible for the development and execution of the B2B marketing strategy for the defined countries. The path to success requires alignment with and championing of company goals, overall go-to-market strategy, vision, key initiatives and campaign delivery.

This critical role will report to the Director of Global Marketing and will be part of the Demand Generation function of the marketing organisation. The role will require regular communication and cross functional collaboration with key stakeholders in Global Marketing as well as local Field Sales and Channel Sales teams to maximize marketing investment and influence revenue.

Responsibilities

Work directly with APJ Regional Sales Leaders, APJ Regional Sales Managers, and Channel Partners, including Managed Services and Tech providers, supporting each team in their revenue target with marketing influence pipeline.

Own, build and execute integrated field marketing strategy for the APJ territory - focused on driving quarterly pipeline for key geos including Japan and Singapore.

Responsible for the Japanese website, to update, translate and regularly publish new content. Coordinate website maintenance with the web team and coordinate content with the global demand gen team.

Responsible for managing local PR relationships as part of the integrated marketing strategy. Build marketing campaigns that caters to two key buyer personas: CISO / AppSec Leaders and DevOps/Software Engineering that have direct go-to-market tactics as well as yearlong Channel Partner joint marketing plans.

Responsible for planning and executing regional events, including industry events, Partner events, Contrast hosted events, trade shows, webinars, roundtables, customer forums, workshops, according to requirements, budget, target audience and sales focus.

Responsible for setting KPIs and metrics for each programme and delivering as a team with Field Sales, SE, CSM and the rest of the global marketing team.

Manage an integrated plan which includes internal cross-department collaboration prior to event/webinars, overall onsite/virtual experience, and post event/webinar strategy.

Support the Field Sales team with marketing programmes with select Channel Partners and key Technology Partners that aim to generate and influence pipeline generation and grow the Contrast brand.

Work closely with internal teams to ensure content, messaging, and demos are consistent and on-brand and delivered to set objectives.

Facilitate stakeholder meetings up to and including C-Level executives to determine stakeholder needs and level of engagement with strong executive presence.

Work cross-functionally with SDRs, sales, product marketing, customer success and many others to execute agreed upon marketing plansAlign territory marketing activities to support the sales goals for leads and opportunitiesSupport the Marketing and Sales Ops teams to manage measurement of every event program’s impact through SFDC reporting, evaluate event/campaign ROI, and present recommendations for improvement and ensure department consistency in reporting

Actively work with the Global Demand Gen and Digital marketing teams on paid and social ad creation to drive MQLs to SALs, localising campaigns as well as running your own regional campaigns to support local sales initiatives.

Manage programmes plans tightly to ensure no steps are skipped and within set budgets.

Craft and localize language specific / country specific / account specific assets and messages for regions that have that requirement

KPIs/metrics/outcomes

Develop APJ field marketing strategy that supports pipeline and revenue goals - defining scope and metrics for each programme and tracking and reporting on those metrics quarterly.

Lead the development and execution of co-marketing/co-selling programs, joint events, and joint content initiatives with key Channel Partners, Technology and MSSP Partners.

Execute, track and report all marketing programmes to set KPIs:

- Net New and Expansion Pipeline numbers by territory and RSMPipeline tracking by marketing program, including sales plays and integrated marketing campaigns

- # of MQLs and SALs generated from each marketing tactic utilized in each marketing programs

- Lead conversion throughout the funnel

Drive revenue in target accounts identified in the ideal customer profile with a split between new business and customer expansions.

Increase the number of engagements and touchpoints going deep and wide into the ICP.

Contribute to the development of one (1) customer per quarter who commits to and/or executes on at least one externally-facing activity (webinar, case study, etc).

Maintain the Japanese company website for accuracy, brand awareness and part of the local lead generation tools.

Build/localise digital campaigns that drive brand awareness and lead conversions in the local market.

Qualifications

7+ years of field marketing, marketing programmes management, in the technology industry preferred.

Knowledge of and experience in Application Security would be valuableProficiency in key tech tools like: Hubspot, Linkedin, Google, Salesforce

Excellent written and communication skills in both English and Japanese

Ability to work closely with distributed field sales teams and channel sales teams.

Ability to work across time zones with Global Demand Gen team, Product Marketing and Global Comms teams to develop and execute integrated plans and key company initiatives.

Ability to execute quickly and flexibly pivot projects as needs change.

Ability to work in a fast-paced environment and seek feedback from relevant stakeholders.

Travel as needed to execute regional campaigns and events as required.

About Contrast

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.