Regional Channel & Field Marketing Manager
Remote, USA / Remote, Canada
Marketing /
Regular Full Time /
Remote
WatchGuard embraces a Flexible Work Philosophy. Most of our employees can choose to work from the office, at home, or any combination of the two. We’ve built a global workforce of outstanding team members and a flexible culture built on trust, collaboration, and belonging.
About the Position
As the Regional Channel & Field Marketing Manager, you will play a key role in providing strategic leadership and efficient management of the WatchGuard partner ecosystem, focusing on assigned Cooperative (co-op) marketing funds earning and strategic growth partners in North America. Your responsibilities include driving tangible field results, cultivating successful collaborations, and optimizing business impact for WatchGuard and our partner network. Leveraging your expertise in cross-functional collaborations and utilizing internal and external tools and resources, you will ensure a consistent, efficient, and optimal approach to achieving our goals.
A Day in the Life
No two days are ever the same in the life of a Regional Channel & Field Marketing Manager. One day, your focus may be crafting co-marketing initiatives aimed at driving new revenue with an assigned partner, driving cross-sell and upsell impact. Then, you'll dive into reviewing campaign performance metrics with an assigned partner, evaluating the success of a recently executed co-marketing campaign geared towards generating new revenue. Next, you're on a call with a WatchGuard Channel Account Manager to discuss an assigned partner growth and development plan and next step action items. You will be participating in meetings with internal teams including the global marketing team to share standard methodologies or the WatchGuardOne team to understand resources and provide feedback and direction. You may close your day out on a call with a partner conducting a run of show for an upcoming webinar we are working on together and aligning the speakers from both organizations.
Who You Are
- A strategic marketing professional with at least 8 years of field marketing or channel marketing experience.
- Dedicated to delivering results with a commitment to action-oriented analysis, a can-do attitude, and an unwavering focus on driving business impact.
- Experienced in developing and implementing marketing programs.
- Skilled at prioritizing multiple and simultaneous demands, projects, and requests; comfortable negotiating and making decisions in times of ambiguity, adversity, and change.
- Well versed and have excellent knowledge of the technology channel and have worked with worked with partners in your career.
- You are experienced with ABX tools, marketing automation (Marketo), database management, and CRM (Salesforce) tools.
Position Responsibilities: Partner Ecosystem Marketing Management
- Develop and execute a comprehensive co-marketing strategy for assigned North America platinum, gold, silver co-op earning and strategic partners to grow pipeline.
- Collaborate with Channel Account Managers (CAM) to increase co-optimization and revenue.
- Expand assigned partner marketing engagement capability and achieve cross-sell objectives through co-op funded partner programs.
- Collaborate with assigned partners and CAMs to create a comprehensive 6-month Joint Go-To-Market (GTM) Plan.
- Build one-page rolling co-sell marketing plans in collaboration with partners and CAMs for all platinum, gold, and co-op earning assigned partners.
- Participate in Quarterly Business Reviews (QBRs) for all platinum (Executive Business Reviews), gold and co-op earning assigned partners.
- Plan and execute co-sell partner events and campaigns, including trade shows and local technology council events.
- Drive the adoption of co-op best practices and optimize business impact.
- Plan and optimize co-op fund usage based on your in-depth knowledge of partner go-to-market strategies and objectives.
- Influence product/campaign strategies based on partner financials, priorities, and industry landscapes.
- Identify and pursue growth opportunities through partnerships aligned with WatchGuard's goals.
- Align co-op plans and activities with WatchGuard's strategic priorities, promotions, and investments.
- Develop, justify, and manage a MDF partner marketing budget with performance metrics.
Position Responsibilities: Partner Engagement and Delight
- Create and maintain strategic agendas for marketing cadence calls with partners.
- Enable assigned partners with effective content and optimize it for regional consumption.
- Continuously evaluate and identify opportunities for improvement, foster collaboration, and enhance team collaboration.
- Cultivate and engage in trusted senior executive-level partner relationships. Provide expert advice as marketing thought leaders and align partners on marketing best practices.
Position Responsibilities: Management of co-op earning platinum, gold partners, and strategic growth partners
- Continuously gather knowledge and insights from partners to optimize experiences and share best practices across the team.
- Collaborate with CAMs and target high-value partners to manage MDF funds and increase sales opportunities.
- Assist partners in effectively executing co-op funded initiatives and implementing best practices.
- Streamline the co-op claims process and provide claims training through the partner center.
- Measure the success of co-op initiatives and conduct regular reviews.
- Act as the voice of the partner ecosystem, providing feedback and insights on industry trends for internal and external stakeholders.
- Accountable for the execution and optimization of the marketing mix to deliver key performance indicators and targets including MQL’s and SQL’s with and through our partners.
Experience
- 7+ years of experience in partner and field marketing experience, with a successful track record in driving growth and managing marketing budgets.
- Ability to lead and think strategically as you provide marketing direction to the sales, sales leadership, and assigned partners.
- Ability to motivate sales and partners, keeping them informed about products, competitive advantage, and our go-to-market strategy.
- Ability to collaborate seamlessly with marketing, partners, sales, engineers, content, and demand generation teams.
Compensation
The base salary range for this position is $130,000 - $145,000 USD per year, exclusive of benefits. This position is also eligible for a bonus of 5% of the base salary. Your base salary compensation will be based on your individual skills, education, and experience. Please keep in mind that the above range is the full base salary range for this role; hiring at the maximum of the range is not typical in order to allow for future salary growth.
U.S. Benefits
· Under our Flexible Work Philosophy, most employees can work from an office, at home, or any combination of the two.
· Comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance
· Healthcare FSA
· FSA with employer contribution
· 13 holidays, including a floating holiday, Juneteenth, and your birthday
· 15 days of paid annual leave
· 9 days of paid sick time
· Paid parental leave
· 401(k) with employer match
Other Perks
· Education assistance program
· Dependent Care FSA match
· Adoption assistance
· Fertility care support
· Backup care for family and pets
· A growing network of employee resource groups
· Employee referral program
· Virtual boot camp
· Employee Assistance Program
Why Work for WatchGuard?
WatchGuard is a global leader in network security and intelligence, advanced endpoint protection, multi-factor authentication, and secure Wi-Fi. Our award-winning products and services are trusted worldwide by more than 18,000 security resellers and service providers to protect more than 250,000 customers. Our technology keeps our customers ahead of increasingly sophisticated hackers and has fueled record revenues at WatchGuard.
WatchGuard is headquartered in Seattle, Washington, with team members working remotely and in offices worldwide.
Our company culture places an intense focus on our customers and employees. From the newest employee to our CEO, you'll find that each person at WatchGuard embodies our Core Values: Accountability, Community, Belonging, Action, Innovation, and Customer-Centric. Learn more about our company culture at www.watchguard.com/wgrd-careers.
WatchGuard provides equal employment opportunities for all qualified employees, regardless of their race, color, national origin, religion, ancestry, creed, pregnancy, age, sex, sexual orientation (including gender expression or identity), marital status, mental or physical disability, honorably discharged veteran or military status or any other category protected by federal, state or local laws. Our equal employment opportunity (or EEO) policy focuses solely on the talent, hard work, contributions, and actual results achieved by each WatchGuard employee and on the potential of employment candidates to make such contributions. We consider focusing on an employee's protected characteristics rather than on talent, hard work, and actual work results to violate our EEO policy. As an Equal Opportunity Employer, we are committed to a diverse workforce. WatchGuard participates in E-verify.
WatchGuard is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Please let us know if you need assistance or accommodation due to a disability.
