Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
About the Position
This is an exciting opportunity for an experienced, forward-thinking, data-driven, and passionate marketer to join a fast-moving, dynamic, and creative demand gen team. The EMEA Field Marketing Manager will support growth and revenue generation in EMEA and is responsible for the development and execution of the B2B marketing strategy for the defined countries. The path to success requires alignment with and championing revenue goals and timely execution of go-to-market strategies while driving the company vision, brand, and messaging into key markets.
This critical role reports to the EMEA Director of Marketing. Maximizing marketing investment requires regular communication and cross-functional collaboration with key stakeholders in the field, channels, alliances, MSSP, product council, and a wider corporate marketing team.
Work directly with Regional Sales Leaders, Regional Sales Managers, and Channel Partners, including Managed Services and Tech providers
Build and execute an integrated field marketing strategy for EMEA territory - focused on driving a consistent pipeline generation for key EMEA geos including, UK&I, DACH, Nordics, Benelux, and the Middle East - utilizing a full, Direct and Channel Partner go-to-market strategy
Build marketing programs catering to two key buyer personas for Contrast Security - CISO and DevOps/Software Engineering with direct go-to-market tactics and yearlong Channel Partner joint marketing plans
Responsible for planning and executing end-to-end event marketing programs, including industry events, Contrast events, trade shows, webinars, roundtables, customer forums, and workshops, according to requirements, budget, target audience, and key company objectives
Responsible for setting KPIs and metrics for each program and delivering as a team with Field Sales, SE, CSM, and the rest of the global marketing team
Manage an integrated plan that includes internal cross-department collaboration before event/webinars, overall onsite/virtual experience, and post-event/webinar strategy
Plan key programs with select Channel Partners in key EMEA geos and key Technology Partners that aim to generate and influence pipeline generation, grow the Contrast brand, and drive revenue
Work closely with internal teams to ensure content, messaging, and demos are consistent, on-brand, and delivered to set objectives
Facilitate stakeholder meetings up to and including C-level executives to determine stakeholder needs and level of engagement with a strong executive presence
Work cross-functionally with SDRs, sales, product marketing, customer success, and many others to execute agreed-upon marketing plans
Align territory marketing activities to support the sales goals for leads and opportunities
Support the Marketing and Sales Ops teams to manage measurement of every event program’s impact through SFDC reporting, evaluate event/campaign ROI, present recommendations for improvement, and ensure department consistency in reporting
Actively work with the Global Demand Gen and Digital marketing teams on paid and social ad creation to drive MQLs to SALs
Manage program plans tightly to ensure no steps are skipped and within set budgets
Craft and execute language-specific / country-specific / persona-specific / industry-specific / account-specific assets and messages for campaigns with that requirement
Develop a field marketing programs strategy that supports pipeline and revenue goals for each sales territory in North America - defining scope and metrics for each program and tracking and reporting on those metrics quarterly
Lead the development and execution of co-marketing/co-selling programs, joint events, and joint content initiatives with key Channel Partners, Technology, and MSSP Partners
Drive revenue in target accounts identified in the ideal customer profile with a split between new business and customer expansions
Increase the number of engagements and touchpoints deep and wide into the ICP
Contribute to the development of one (1) customer per quarter who commits to and/or executes at least one externally-facing activity (webinar, case study, etc.)
Execute, track, and report all marketing programs to set KPIs:
Net New and Expansion Pipeline numbers by territory and RSM
Pipeline tracking by marketing program, including sales plays, integrated marketing campaigns, and other key product initiatives
# of MQLs and SALs generated from each marketing tactic utilized in each marketing program
Lead conversion throughout the funnel
7+ years of field marketing, marketing programs management in the technology industry preferred
Knowledge of and experience in Application Security
Proficiency in key tech tools like Hubspot, Linkedin, Google, and Salesforce
Excellent written and communication skills
Ability to work closely with distributed field sales teams and channel sales teams
Coordinate closely with Demand Generation, Product Marketing, and Global Comms teams to develop and execute integrated plans and key company initiatives
Ability to execute quickly and flexibly pivot projects as needs change
Ability to work in a fast-paced environment and seek feedback from relevant stakeholders
Travel as needed to execute regional campaigns and events as required
We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.
What We Offer
Flexible paid time off
The onboarding, training, and tools to allow you to excel from day one
A team who are generous with their knowledge and time, who work collaboratively and provide each other a platform to succeed
A competitive salary package that includes stock options
We are changing the world of software security. Do it with us.
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.
Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.