CHANNEL & FIELD MARKETING LEADER-META

Rockwell Automation is the largest company in the world dedicated to industrial automation and information. Here, we connect the imaginations of people with the potential of technology to make the world more intelligent, more connected, and more productive. From improving the production of medicines that boost human health to reducing waste in an oil and gas plant, the work we do changes how we live.

We truly believe we are doing things never before possible. And we need the brightest minds to help make that happen - the makers, the forward thinkers, the problem solvers. That's where you come in.

We are a global leader in industrial automation and digital transformation. We connect the imaginations of people with the potential of technology to expand what is humanly possible, making the world more productive and more sustainable. Headquartered in Milwaukee, Wisconsin, we employ approximately 23,000 problem solvers dedicated to our customers in more than 100 countries.

Aligned to our mission - to expand human possibility - we are looking for a Channel & Field Marketing Lead - META (Middle East, Turkey and Africa) to build, plan and execute winning strategies that deliver value to our customers and partners to drive sustainable growth now and into the future.

You know there is tremendous opportunity in this industry and in this region, and that we have the deep expertise, market presence, and innovative products to realize this opportunity. You will be both an accomplished strategist and proven practitioner well-positioned to unlock this value in a fast-paced, innovation-driven, global environment.

The ideal candidate is a motivator, strategic thinker, inspirer and change agent who can skillfully deliver rapid, sustainable, and measurable value to our business, our customers, and partners.

This position is located in the UAE and will report to the EMEA Channel & Field Marketing Leader.

What you will do

The Channel & Field Marketing Lead META has a dual responsibility while they are connected.

On the one hand as Channel Marketing Lead META he or she is responsible for supporting the setting of regional channel marketing strategy and ensuring its execution for one or more partner types, including brokers, agents, value-added resellers (VARs), distributors, systems integrators, independent software vendors (ISVs), EPC, ... In broad terms, he or she is responsible for helping to find new partners, creating demand either for or in conjunction with partners, and enabling these partners to sell more successfully in line with the EMEA strategy.

On the other hand, as Field Marketing Lead META, he or she is responsible for assisting the planning process, organizing, and executing programs that generate demand and/or advance existing opportunities to drive sustainable growth in the region. He or she will act as liaisons between the different marketing functions, global or regional, marketing or sales. (inside sales, demand center, industries...) and his/her region-countries.

Beyond that, the Channel & Field Marketing Lead META will manage a team spread in the region as a people manager (1 person in Turkey - 1 person in South Africa)

Channel Marketing

• Leverage or Develop offers that will be used to recruit new channel partners

• Leverage or Develop the right partner program (e.g. by vertical, market segment) in line with the current regional go-to-market model, and promote it to new or existing channel partners

• Leverage or Create partner-ready demand creation programs designed to drive new opportunities into the pipeline

• Assist in delivering partner learning modules for upcoming product launches or releases, and promote certification to partners and their customers

• Analyze program results and make recommendations for future improvements

• Leverage, Develop or Co-Develop supplier-to-partner marketing programs to raise awareness and mindshare for supplier channel initiatives

• Identify, leverage, and develop effective marketing and sales tactics - using both internal and agency resources - for use on the Web site and in campaigns

• Develop and Manage an end-to-end market development funds (MDF or other acronyms) process including proposal management, review, acceptance/rejection, and proof of performance

Field Marketing

• Execute, localized pipeline creation and acceleration programs jointly with sales

• Research, choose, design, and manage live events to be included as tactics in the overall marketing mix, and ensure there is a cohesive pre-event, at-event and post- event strategy to increase engagement and response rates.

• Ensure and drive a digital first mindset in all tactics

• Interface with sales to determine sales enablement needs, and work with the regional portfolio and industry marketing to develop tools, programs in a box, training, and content

• Forecast, measure, analyze and report on impact of programs

• Proactively engage with the direct and indirect sales teams to coordinate, communicate, and optimize the impact of marketing activities

• Evaluate, select and manage vendors that contribute to local demand creation programs including events venues, digital services, ...

Education/Background/Experience

• Bachelor's degree. MBA strongly preferred.

• 10 years or more in channel marketing (e.g. budgeting, planning and program execution)

• Marketing experience within the b-to-b channel (e.g. reseller or distributor)

• 10 years or more in b-to-b marketing

• 5 or more years of field marketing leadership experience

• Proven experience working with sales teams and supporting programs to drive awareness and sales

• Ability to demonstrate track record of success in all key areas of responsibility

• Highly motivated individual who thrives in a fast-paced team environment and is readily adaptable to changing market and organizational requirements

• Ability to consistently produce results on time and within budget

• Ability to align tactical plans with strategies

• Modern and integrated marketing experience

Competencies

• Deep understanding of direct sales organizations and partner ecosystems, and how they must work together

• Packaging and delivery of channel demand programs to partners

• Different approaches to marketing to, through and for partners

• Channel budgeting and funding processes

• Channel incentive program structures (e.g. MDF, co-op, volume discounts) and best practices for their implementation

• Target segmentation analysis, budgeting and building business cases for new customer acquisition

• B-to-b sales cycle and how to identify opportunities to maximize demand creation, pipeline contribution and sales opportunity acceleration

• How to clearly articulate a market-specific value proposition and tailor it to fit a variety of program requirements

• Demand creation performance measurement

• How to market to a range of b-to-b buyers using a wide variety of offers (e.g. white papers, case studies, webcasts) and delivery mechanisms (Social, Web, Inbound, outbound, ..)

DoW/Success Metrics

• Number of campaigns delivered - To, With and/or Through

• Percentage of partners using prescribed assets

• Net new partners recruited

• MDF, co-operative funds or volume incentive utilization rate

• Contribution from channel to pipeline

• Inquiry/response rate - Demand waterfall conversion metrics

• Database - contacts growth/health

• Demand program performance/ROI - Pipeline creation, acceleration impact