Marketing Manager / Account-Based Marketing (ABM)

Job description

ROLE OVERVIEW The Account-Based Marketing (ABM) Marketing Manager is responsible for designing and executing account-based marketing programs that accelerate pipeline and revenue from IFS's highest-value target accounts across South & Central Europe (DACH, France, Iberia and Eastern Europe). Working in close partnership with Regional Sales Directors, Industry Marketing and Global Campaigns, this role develops personalised, multi-channel engagement strategies for named accounts and buying groups, ensuring marketing investment is focused on the opportunities with the highest commercial potential. This role is the regional owner of the ABM strategy and execution framework and acts as the primary marketing partner for enterprise sales teams pursuing strategic accounts. Reports to: Marketing Manager Net New – South & Central Europe Location: Germany or France (preferred) KEY RESPONSIBILITIES Account Strategy Develop the regional ABM strategy aligned to regional sales priorities such as Strategic, Enterprise and nominated T100 accounts. Build and maintain named account lists with Sales Leadership. Segment accounts into Tier 1 engagement programmes. Identify buying committees and key personas within strategic accounts. Campaign Development & Execution Design personalised 1:1 campaigns. Coordinate digital, executive engagement, events, direct mail and customer advocacy activities. Develop account-specific messaging and value propositions. Sales Partnership Participate in Sales account planning sessions and align marketing activities to strategic opportunities. Support deal acceleration and expansion campaigns. Enable sales with market intelligence, account intelligence, engagement insights and personalized assets. Measurement & Optimization Track account and buying group engagement. Measure influence on pipeline creation and acceleration. Optimize programs using campaign performance and sales feedback. Budget & Vendor Managemen t Manage ABM program budgets and ensure cost-effective execution. Coordinate with agencies, data providers and technology vendors, including ABM platforms. SUCCESS METRICS Marketing sourced pipeline from named accounts Marketing influenced pipeline Target account engagement score Buying committee penetration Pipeline velocity improvement Win rate improvement Average deal size Sales satisfaction REQUIRED EXPERIENCE 6+ years B2B enterprise marketing. 3+ years executing enterprise ABM programs. Experience working alongside Enterprise Sales teams. Knowledge of account-based marketing platforms. Experience in enterprise software, SaaS or industrial technology. Skills Proven success in ABM or strategic B2B marketing within an enterprise software / SaaS environment. Strong understanding of complex sales cycles and multi-stakeholder buying processes. Experience with ABM platforms, marketing automation and CRM. Data-driven mindset with the ability to translate insights into action. Excellent stakeholder management and collaboration skills in a matrix environment. Business-level English, plus German or French preferred. IFS is a billion-dollar revenue company with 7000+ employees on all continents. Our leading AI technology is the backbone of our award-winning enterprise software solutions, enabling our customers to be their best when it really matters–at the Moment of Service™. Our commitment to internal AI adoption has allowed us to stay at the forefront of technological advancements, ensuring our colleagues can unlock their creativity and productivity, and our solutions are always cutting-edge. At IFS, we’re flexible, we’re innovative, and we’re focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society’s greatest challenges, fostering a better future through our agility, collaboration, and trust. We celebrate diversity and understand our responsibility to reflect the diverse world we work in. We are committed to promoting an inclusive workforce that fully represents the many different cultures, backgrounds, and viewpoints of our customers, our partners, and our communities. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view. By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world. We’re looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs. With the power of our AI-driven solutions, we empower our team to change the status quo and make a real difference. If you want to change the status quo, we’ll help you make your moment. Join Team Purple. Join IFS.