ABM Program Manager

Job description

The Marketing Practice Overview

We firmly believe that The Marketing Practice (TMP) is the best place for B2B marketers. We are one of the fastest-growing and most-awarded B2B marketing agencies in the world, working with exciting companies like Microsoft, Salesforce, Xerox, Citrix and O2 Business on global programmes from our four international offices. Clients come to us for our expertise in account-based marketing, demand generation and channel marketing; as well as for our mindset of creating value and inspiration for our clients, all the time. We always put our clients and their results first.

There are heaps of opportunities for ambitious, committed marketers to succeed and grow at TMP – whether that means taking the next step on your career ladder, working with experts across marketing disciplines to develop new skills, or on-the-job learning with our bespoke TMP Academy training programme.

Summary of role

We’re looking for an Account-based Marketing (ABM) enthusiast to join our Client Services team and help lead a large, international ABM program.

We believe we have an opportunity to lead the way with ABM. It’s already about half of our work globally, and we have a number of success stories from our work in Europe in particular. We believe we have a unique understanding of what it takes to be successful in ABM, driven by our strategic, sales-driven brand of B2B marketing.

The ABM Program Director will help us take this to the next level in the US, and be part of a client success story that’s been 3 years in the making and is already seen as a market-leading example of ABM. The program is now maturing and there’s an opportunity to bring consistency, scale and innovation that will achieve even greater things.

As a Program Director, you’ll be a trusted advisor for ABM for our clients and internal teams, an expert in how to deliver consistently strong outcomes from ABM programs. You’ll be involved in all elements that will make the program a success and ensure we have the right processes and plans in place to run a successful program. You’ll have a strong operational focus on how to make ABM programs more programmatic and scalable.

You’ll be experienced in the complexity of running large scale programs ($1m+), both from an operational and performance point of view. Your job will be to work with a multi-disciplinary team to orchestrate our ABM efforts for the client, whilst also working with our other teams around the world to co-ordinate and ensure consistency.


Job duties and responsibilities

  • Responsible for all aspects of the ABM program, from brief to delivery, and for ensuring ABM best practice is established throughout
  • Setting up and governing best practice processes and systems to provide consistency and scale in our delivery
  • Help to educate the Client Service teams in your area of specialism, building greater expertise in ABM in the team to support scale
  • Setting realistic targets and outcomes for the program to ensure alignment between TMP and the client
  • Constantly looking for new ways to optimize and improve the program to ensure the required outcomes are met, introducing innovation and creativity to the process
  • Guiding and advising the client directly on the best approach to delivering ABM excellence
  • Supporting financial management by helping create accurate resource plans and revenue forecasts, and ensuring the program is on-track to be delivered on-budget and profitably
  • Supporting the Client Director in developing new opportunities to grow our work with the client, based on a foundation of excellence and strong outcomes

Skills and Experience

  • Expert knowledge of ABM, with a pragmatic and logical approach to work. We’re particularly looking for someone with experience of delivering large-scale ABM programs either client or agency-side, and with good knowledge of best practice and ABM technology
  • A detailed orientated individual, with a history of strong project management, that can define and apply quality management principles and processes
  • Developed presentation and relationship building skills; able to lead, manage and influence multiple teams with effective communication
  • Thorough knowledge of the ICT marketplace; key vendors and value propositions
  • Able to learn quickly, interrogate and assimilate complex information
  • A calm and positive attitude, able to problem solve issues presented by more junior team members and virtual team members
  • Experience working agency or client side in complex B2B environment with proven track record for delivering strong ROI from marketing initiatives
  • Experience leading large-scale projects and virtual teams
  • Experience of Account-based marketing, per the technical requirements
  • Experience in managing key client and partner relationships and comfortable communicating both internally and externally
  • Experienced project management capability, ideally project management qualifications and basic understanding project and client management software (Office suite, Smartsheet, Salesforce)

About The Marketing Practice

The Marketing Practice was founded in the UK in 2002 to fulfill a vision of a marketing agency that is “fanatical about sales focussed marketing that delivers tangible sales results”. In 2016 we opened our US agency based in Seattle and have since grown it to a team of 50 and revenue of $6m+.

As a company, we are leading the development of B2B marketing. While our clients are among the most experienced and sophisticated marketers in the IT and Services industries, they are also increasingly relying on our knowledge, ideas and delivery. They look to us to deliver integrated marketing programs that really make a difference to their business results (often changing the way that marketing is delivered and perceived).