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Account Marketing Manager - Wien, Österreich - Thales

Thales

Geprüftes Unternehmen

Wien, Österreich

vor 1 Monat

Geschrieben von:

Anna Müller

beBee Recruiter

Beschreibung

In fast changing markets, customers worldwide rely on Thales.

Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other.

In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

MISSIONS & RESPONSIBILITIES

GATHER DATA AND INSIGHT ON THE ACCOUNT TO:

Understand the account's environment (their competition, their customers), relevant trends, the budget and procurement pipeline, the addressable market and the relative competitive positioning
Understand the customer's strategy, priorities, pains and gains and how that can lead to additional growth opportunities for Thales
Identify opportunities for additional recurring revenue, cross selling and upselling by mapping and leveraging Thales installed base
Carry out stakeholder mapping to track organizational and personnel changes, as well as to understand Thales advocates / detractors within the account or new stakeholders to be targeted in support of Thales growth ambition (white space support for instance)
Personalize the customer's journeys (purchasers, influencers, endusers)
Provide a view on potential suitable ecosystem partners who would support Thales' growth aspirations with the account

BUILD IMPACTFUL VALUE PROPOSITIONS

Understand the account's environment (their competition, their customers), relevant trends, the budget and procurement pipeline, the addressable market and the relative competitive positioning
Understand the customer's strategy, priorities, pains and gains and how that can lead to additional growth opportunities for Thales

Identify opportunities for additional recurring revenue, cross selling and upselling by mapping and leveraging Thales installed base

Carry out stakeholder mapping to track organizational and personnel changes, as well as to understand Thales advocates / detractors within the account or new stakeholders to be targeted in support of Thales growth ambition (white space support for instance)
Personalize the customer's journeys (purchasers, influencers, endusers)
Provide a view on potential suitable ecosystem partners who would support Thales' growth aspirations with the account

DEFINE AND EXECUTE ENGAGEMENT PLAN

As part of the Account Plan and in support of Thales' business objectives and strategic initiatives, build and execute the Account's "Engagement Plan", coordinating Thales interactions with the account, by:
defining and customizing marketing objectives & actions according to the different identified account targets and initiatives

- defining when and how to best deliver the customized Values propositions and messages along the account's buying journeys
- selecting the most appropriate customer engagement approaches (innovation workshops, ROI simulation, etc.) for each objective in collaboration with country/region marketing, Content & Digital Marketing and Communications
- building a holistic & coherent view of all the GBUs/BLs campaigns targeting the customer in coordination with the Segment Team (including needed adjustments and personalization)
- developing dedicated customer events, demonstrations, co-creation opportunities to enhance the customer experience

Lead Accountbased content customization and development, leveraging Segmentbased content and orchestrating the Account's team and the country/region marketing team contributions
Ensure constant coordination with the account manager and the account team members as well as with key members of the Segment Marketing Teams and BLs' marketing
Liaise with Segment Mktg Team, Content & Digital Mktg teams, Communication teams and external specialist agencies to personalize/create integrated sales and marketing accountfocused campaigns

MEASURE AND OPTIMIZE PROGRAMS

Align with Segment Marketing all best practices, customer developments and innovations to adjust the engagement plan, feed the segment marketing with customer insights and trends, helping refine segment strategy & marketing plan
Track, measure, and report on all Account Marketing activity, business results and successes regarding Account objectives
Share lessons learned within Account Marketing community

KEY DELIVERABLES