ROLE OVERVIEW
The Account-Based Marketing (ABM) Marketing Manager is responsible for designing and executing account-based marketing programs that accelerate pipeline and revenue from IFS's highest-value target accounts across South & Central Europe (DACH, France, Iberia and Eastern Europe).
Working in close partnership with Regional Sales Directors, Industry Marketing and Global Campaigns, this role develops personalised, multi-channel engagement strategies for named accounts and buying groups, ensuring marketing investment is focused on the opportunities with the highest commercial potential.
This role is the regional owner of the ABM strategy and execution framework and acts as the primary marketing partner for enterprise sales teams pursuing strategic accounts.
Reports to: Marketing Manager Net New – South & Central Europe
Location: Germany or France (preferred)
KEY RESPONSIBILITIES
Account Strategy
Develop the regional ABM strategy aligned to regional sales priorities such as Strategic, Enterprise and nominated T100 accounts.
Build and maintain named account lists with Sales Leadership.
Segment accounts into Tier 1 engagement programmes.
Identify buying committees and key personas within strategic accounts.
Campaign Development & Execution
Design personalised 1:1 campaigns.
Coordinate digital, executive engagement, events, direct mail and customer advocacy activities.
Develop account-specific messaging and value propositions.
Sales Partnership
Participate in Sales account planning sessions and align marketing activities to strategic opportunities.
Support deal acceleration and expansion campaigns.
Enable sales with market intelligence, account intelligence, engagement insights and personalized assets.
Measurement & Optimization
Track account and buying group engagement.
Measure influence on pipeline creation and acceleration.
Optimize programs using campaign performance and sales feedback.
Budget & Vendor Management
Manage ABM program budgets and ensure cost-effective execution.
Coordinate with agencies, data providers and technology vendors, including ABM platforms.
SUCCESS METRICS
Marketing sourced pipeline from named accounts
Marketing influenced pipeline
Target account engagement score
Buying committee penetration
Pipeline velocity improvement
Win rate improvement
Average deal size
Sales satisfaction
REQUIRED EXPERIENCE
6+ years B2B enterprise marketing.
3+ years executing enterprise ABM programs.
Experience working alongside Enterprise Sales teams.
Knowledge of account-based marketing platforms.
Experience in enterprise software, SaaS or industrial technology.
Skills
Proven success in ABM or strategic B2B marketing within an enterprise software / SaaS environment.
Strong understanding of complex sales cycles and multi-stakeholder buying processes.
Experience with ABM platforms, marketing automation and CRM.
Data-driven mindset with the ability to translate insights into action.
Excellent stakeholder management and collaboration skills in a matrix environment.
Business-level English, plus German or French preferred.