Senior Account-Based Marketing Manager

About the Company

ServiceNow originated from an engineer's initiative to automate repetitive tasks, igniting a mission to help people focus on significant work by eliminating busywork. Currently, ServiceNow leads in AI-driven business transformation, integrating AI, data, and workflows to enhance productivity for 85% of Fortune 500® companies, fostering a culture of seamless technology and talent collaboration.

Role Overview

This position bridges sales and marketing as a strategic partner to sales leadership, handling a portfolio of ANZ's largest strategic accounts across government, financial services, and major enterprises. Managing both the short-term deals and long-term relationship development with multi-stakeholder, procurement-influenced sales cycles is essential. The candidate will collaborate closely with sales, contributing to both immediate pursuits and sustainable account growth.

Key Responsibilities

• Develop and implement account-tailored pipeline programs targeting the appropriate buyers at critical moments within active deals.
• Engage directly in deal strategy sessions to identify stakeholders, recognize gaps, and design marketing interventions to advance paused pursuits.
• Monitor and report on campaign effectiveness including engagement rates, meetings arranged, and pipeline advancement, ensuring visible marketing impact on deals.
• Create and maintain a multi-year account-based marketing (ABM) strategy aligned with sales and regional marketing leaders focusing on long-term account direction.
• Maintain comprehensive account profiles, detailed personas, and an evolving contact database to enhance buying group insights each quarter.
• Refine segmentation, tactics, and methodologies based on continuous learning to maximize program effectiveness.
• Collaborate with design, digital teams, and external agencies to develop tailored content and assets for targeted sales contacts.
• Utilize AI technologies to enhance targeting precision, personalize engagement at scale, and free time for strategic initiatives.
• Serve as a liaison between account teams and broader marketing functions to ensure full marketing resource support for accounts.

Required Qualifications

• Over 10 years of B2B marketing and/or sales experience in high-technology or enterprise software sectors, with a minimum of 5 years specializing in account-based or territory marketing.
• Proven experience collaborating with senior sales leaders on complex, multi-stakeholder deals as a strategic peer.
• Strong expertise in buying group methodologies, audience segmentation, and data-focused account planning.
• Exceptional communication skills suitable for executive reporting on account and pipeline performance.
• Demonstrated success managing ABM campaigns in environments with complex procurement, especially in government, defense, or regulated financial services sectors.
• Practical knowledge of CRM platforms such as Microsoft Dynamics or Salesforce coupled with pipeline analytics capabilities.
• Experience applying AI tools for enhanced account targeting and scalable personalized marketing campaigns.
• Competency in budget management, with tangible experience overseeing and reporting program finances.
• A strategic and inquisitive mindset balanced with a proactive, hands-on approach to execution.
• Bachelor's degree completion is mandatory.

Additional Information

Work Environment: ServiceNow supports flexible and trusting work arrangements classified by work personas, which depends on job nature and location. Eligibility for work modes may be verified using third-party services.

Equal Opportunity: The company is an equal opportunity employer, committed to non-discrimination based on race, gender, religion, sexual orientation, age, disability, veteran status, or any legally protected characteristic.

Accessibility: Candidates requiring accommodations during the hiring process can request assistance through designated contact channels.

Compliance: Employment may be contingent on export control approvals for roles involving regulated technologies, in line with international regulations such as the U.S. Export Administration Regulations (EAR).