Field & Channel Marketing Manager, APAC

We are seeking a Field & Channel Marketing Manager that has experience marketing networking technology to end user customers and to and through Channel Partners (Distributors, Value Added Resellers, Managed Service Providers, etc). The ideal candidate will be a self-starter and team player who will work closely with our direct and channel sales teams to develop the strategy, define the programs and tactics, develop and execute local marketing campaigns, field events and channel events to drive sales of BlueCat's Intelligent Network Operations portfolio (Network Observability, Unified DDI, Network Assurance software). This includes identifying and managing field events, helping create localized marketing materials, building relationships with key partners in the region, and working closely with direct and indirect channel sales teams in the region.

This is an individual contributor role (e.g. non-managerial) that will report to the Sr. Director of Partner Marketing and Demand Generation. This role will focus on the Asia Pacific market as a first priority and may also support the Middle East as a second priority.

The ideal candidate will be located preferably in Singapore. Australia is also a possibility. Extensive travel will be required within the Asia Pacific region (50% travel).

Key Responsibilities:

Field Marketing:

• Plan and execute regional marketing events (e.g., conferences, field events, product demonstrations) with direct sales teams and channel partners.
• Work with regional direct and channel sales teams to identify and recruit potential customers.
• Implement regional channel partner and demand generation marketing programs.
• Analyze marketing programs and events and make recommendations to improve performance.

Channel Marketing:

• Develop and execute marketing campaigns TO channel partners (resellers, distributors, managed service providers, etc.) in your assigned territory.
• Collaborate with partners to create and implement joint marketing campaigns to drive incremental revenue THROUGH channel partners.
• Work with our regional channel sales and enablement teams to ensure channel partners are properly trained and motivated to offer BlueCat products to end users.
• Manage marketing budgets for field and channel activities for your region.
• Develop and manage marketing materials (e.g., brochures, presentations, online content) needed for your region. Identify gaps and work with other parts of the marketing organization to ensure your region has the marketing materials and content needed.
• Track marketing campaign performance and reporting on key metrics.
• Focus on both new logo customers and upsell campaigns with existing customers, both with and through channel partners.
• Build and maintain relationships with key stakeholders (key assigned channel partners, BlueCat channel sales partners, account executives and solution architects).

Examples of Specific Tasks:

• Develop field and partner event marketing strategies and manage logistics for Asia Pacific
• Work with our key technology alliance relationships staff in region (e.g. Cisco).
• Create, maintain and manage the regional marketing plan for Asia Pacific.
• Work with our Revenue Operations team to provide key reporting on the efficacy of marketing and channel programs in region.
• Review and provide input into channel partner Market Develop Fund (MDF) requests.
• Assist with localized marketing materials, including translation, positioning, as needed.

General Marketing:

• Analyze market data to identify opportunities for growth within Asia Pacific.
• Work with direct and channel sales teams to develop and execute regional sales strategies.
• Manage budgets for both field and channel marketing activities in Asia Pacific.
• Build and maintain relationships with channel partners.
• Execute lead generation campaigns to and through channel partners.
• Track and report on the success of your regional marketing initiatives.

About BlueCat Marketing

You'll be joining a nimble, data-driven marketing team where you can explore your creativity, propose and execute new ideas within a critical technology industry (we power the networks of the world's fortune 100s!) that drive your and our success. We strive for excellence in our respective disciplines, and we also take the time to celebrate our successes.

As a Senior Field/Channel Marketing Manager your day-to-day responsibilities include:

Field/Channel Partner Marketing

• Develop and execute channel partner-based strategies focused on onboarding and enabling partners
• Create and execute co-marketing plans that support the delivery of joint pipeline and business.
• Lead strategic marketing planning sessions and marketing QBRs with channel partners.
• Define and develop our channel partner events strategy – to include conferences, partner events, partner Sales Kick Offs and other regional events (e.g. regional seminars).
• Manage event vendors, agencies, and suppliers as needed.
• On-site event management including logistics, shipping, manning the event, ensuring leads are captured, managed and communicated.
• Providing reporting on pipeline created, number of Sales Qualified Leads, Pipeline and Closed Won new deals.

Demand Generation/Digital Marketing

• Collaborate with our Corporate Demand Gen team to identify opportunities, plan, and execute digital marketing campaigns using social media channels (e.g. LinkedIn) TO channel partners and end users and jointly channel partners to their end users.
• Leverage, modify and, as needed, create content/campaigns that drive channel partners to be successful at selling BlueCat to their end users.
• Create channel partner recruitment campaigns to help our Asia Pacific sales team land new channel partners as needed.
• Track and report channel partner marketing campaign metrics including Sales Qualified Leads, Pipeline and Closed Won new deals.

Content Marketing

• Working with our product marketing team, develop channel partner facing marketing materials that speak to channel partner unique needs and desired business outcomes in their preferred language.
• Leverage existing and develop and deliver new content tracks using tools like Pathfactory for consumption by channel partners and end users.
• Be the champion to ensure that channel partners in different geos have content that is localized to their preferred language. Work with our corporate marketing team and localization agency to ensure that required localized content is delivered on time and within budget.

Professional Qualifications

• 4+ years (minimum), 6+ years (preferred) in a field/channel partner marketing role (preferably experienced in partner marketing, digital marketing campaigns, partner events for enterprise software or networking technology companies.
• Experience marketing to, with and through a broad spectrum of Channel Partners (e.g. Distributors, Resellers, Managed Service Providers.
• Experience operating within a global organization, working across time zones and cultures.
• Experience with marketing automation to clone and update programs (Marketo preferred)
• Experienced using Project Management software to track key activities, deliverables, dependencies (we use Monday.com)
• Experience managing a marketing budget for partner marketing.
• Strong financial and analytical judgement and understanding of how to prioritize.
• Ability to analyze analytics dashboards and data in Salesforce, and identify key takeaways from the data, to drive conversation with regional stakeholders about results in-region.
• Experience with Confluence or other tools to document and communicate projects.

Personal Characteristics

• Team player that can also work independently and is self-directed/managed
• Highly organized and detail oriented
• Able to multi-task
• Open, transparent and a great collaborator
• Willing to show vulnerability, not afraid to ask questions
• Aptitude and curiosity to learn our technology and industry.
• Impeccable integrity and high ethical standards.
• Entrepreneurial mindset, high energy, can-do attitude, adaptable and results-driven.

What you'll get from us:

Fast growth for BlueCat means fast growth for you! With the world's biggest and hottest logos as our clients, we are a well-established business that still operates with the fun culture of a start-up. We get to work hard and still have all the fun without all the risk! Experienced leaders make sure we keep going to the moon and beyond.

While we're growing together, we'll have your back with solid compensation/bonuses, education budgets, corporate discount for gym memberships for you and your family, daily, team and company socials, choice of hardware, flexible hours, hackathons, and a company culture that values curiosity, clarity, collaboration, transparency and ownership.

While we have a beautiful HQ in Toronto, Canada, we support hybrid (for local employees) and fully remote work model (for employees not in Toronto).

Joining BlueCat means you'll be joining a company that's been certified as a Great Place to Work for the sixth year in a row! In addition to that, we've been included in the 2022 lists for the Best Workplaces for Inclusion and Best Workplaces for Women.

In addition, we offer a range of appealing perks, including:

A Professional Development Budget

Dedicated Wellness Days and Wellness Week

A Lifestyle Spending Account

An Employee Recognition Program

Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team!

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.