Senior Manager, Partner Marketing
The Senior Manager, Partner Marketing role will be focused on xSP accounts (Internet and Content Service Providers), Carriers, and New Channels and will be personally responsible for driving bookings by analyzing the partner’s business, market factors, and consumer behavior, and then proposing, negotiating and executing best practice marketing initiatives. This individual will also collaborate closely with sales on new business pitches and will be expected to add value by researching the target account and develop marketing recommendations to sales including the “Why Norton” pitch customized for that partner’s business.
This role requires a business development-savvy self-starter with the ability to switch between thinking strategically and executing brilliantly. In addition, a focus on driving towards results, marketing excellence, effectiveness at building relationships, experience collaborating in new business pitches, skilled at driving cross-functional teams towards a decision, and being comfortable presenting to executives are needed for success. Prior experience driving customer acquisition and monetization through targeted marketing programs with Internet/Content Service Providers, Carriers and New Business partners is preferred.
Key Responsibilities:
- Personally responsible for building a joint, revenue generating, customer acquisition marketing plan with xSP, Carriers and New Channels partners and owning all aspects of the marketing relationship
- Provide thought leadership and marketing strategy to assist sales in pitching for new business including developing a solid understanding of the target account and providing recommendations on the “Why Norton” pitch and approach. Provide all marketing content for RFIs, RFPs and contracts
- Review current marketing best practices globally, roll them out with partners as well as establish new best practices
- Implementation of all partner marketing activities, including overseeing creative and messaging to convert paid subscriptions from free trials, or drive upsells from a free inclusive product
- Develop creative, innovative quarterly marketing promotions through partner call centers, website and retail stores to drive Norton sales
- Conduct ongoing analysis of the business. Identify gaps and opportunities and bring one idea every quarter to help exceed bookings numbers
- Host and drive quarterly marketing meetings with partners and extended cross-functional teams. Review the previous quarters’ marketing activities with results against plan, and revise marketing plan as necessary for the coming quarters to map against goals
- Perform quarterly end-to-end audits of the customer experience and identify specific areas of optimization across the customer acquisition flow, creative and messaging, and then work in partnership with the respective internal and partner teams to drive optimization
- Develop strong, trust-based relationships with partners as well as cross-functional teams within Norton including sales, product management and ecommerce marketing
- Develop and present compelling executive level presentations
- Develop an understanding of other Norton sales channels and identify opportunities to conduct 3-way partnership deals
- Evaluate corporate marketing initiatives including PR and programs to bring new, strategic marketing opportunities to partners
- Become an expert on your area of business
Qualifications:
- Previous experience driving customer acquisition and driving monetization through xSPs, Carriers and New Business partners in the consumer segment
- Previous experience working in a business development role within a marketing organization with the ability to transition seamlessly between thinking strategically and executing brilliantly
- Proven experience developing joint partner marketing plans to meet objectives and quota
- Proven ability to champion new ideas to the account, sales and management teams and then execute upon ideas
- Analytical mindset with expertise in redefining the current state of business into the optimal state around business process, strategy, customer experience and monetization
- Powerful verbal communicator who inspires excitement and confidence combined with excellent written communication skills
- Strong judgment skills proven by ability to vet ideas and decisions against bigger business objectives and support decisions with data
- A passion and enthusiasm for partnerships and a desire to overachieve
- Approaches work with dynamism, drive and focus
- Extremely detail orientated and organized
- Self confident and self aware with gravitas, presence and credibility
- Works independently without close supervision
- Holds self accountable
- Predilection for continual self development
Technical Skills:
- 8+ years experience in partner marketing management with Tier 1 Strategic Alliance type partnerships with OEMs/xSPs/ISVs/Hardware Partners/Carriers/Channel Partners
- Expertise handling challenging negotiations and getting past “no” while maintaining positive relationships with partners
- Comprehensive background executing revenue generating call center/online/offline programs
- Thorough forecasting, project tracking, ROI analysis, budget management
