Director, Channel Marketing

  • London, Greater London, England, United Kingdom
  • Marketing
  • Full-time
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A Partner focused Strategy

The VP Channel Marketing Role is responsible for building the go-to-market strategy, marketing plan and revenue contribution globally across all geographic regions (NA and EMEA). Reporting to the SVP Growth Marketing, the VP Channel Marketing will own the partner marketing strategies and the execution of all marketing programs to grow the partner network and impact. They are expected to work cross-functionally and collaborate with the channel sales, marketing and channel program teams to build a fully integrated channel go-to-market strategy. 

With a strong focus on marketing ‘TO’ and ‘THROUGH’ our partners, the channel marketing function creates and runs the co-marketing strategy, including awareness and education programs to Coveo's partners, joint marketing programs (digital and field) and works with our global marketing team (digital, PMMs, Content, Brand, Acquisition ) to build the go-to-market plan for Coveo’s Integration and SI partner ecosystems.  They work closely with the Coveo Alliances teams to build strong relationships and educate key contacts inside the Partner sales and marketing organizations, and will build joint campaigns using the full range of marketing channels.

This role is a front line senior leadership role that is a high impact, bonus carrying position that plays an integral part in the success of the overall Channel and Marketing teams and Company. 

Key Responsibilities include, but not limited to

  • Leadership and management of the channel marketing team including resource management, hiring, mentorship, and performance management
  • Evaluate, create, and drive the overall channel marketing strategy for the field and company.
  • Create To and Through co-marketing strategies and campaigns with our Tier 1 and Tier 2 partners globally and define the go-to-market strategy overall: including but not limited to live events, webinars, roundtable discussions, partner days, partner sales plays and partner QBRs. 
  • Collaborate with channel sales teams and marketing teams to drive value of the ‘better together’ message with our partners to our current and prospective customers, identify opportunities and assist where possible in current partner sales deals.
  • Partner with our global digital team in planning and executing channel digital campaigns: Including partner search optimisation, partner email campaigns and nurture and content syndication.
  • Working with our Global Product Marketing and Content teams, be the partner content marketing engine. Define, develop or create partner centric content to aid with onboarding, training, education and selling: including: partner case studies, partner testimonials, blogs, videos, sales presentations and product sheets. 
  • Increase awareness and generate leads globally through partners mutually to increase revenue, share of voice and market share
  • Educate partner managers and the partner community on global and regional marketing initiatives, including product marketing, digital activations, campaigns, content and PR initiatives
  • Work with our Channel Program teams to ensure timely and relevant communications are deployed to keep our partners abreast of program and product enhancements
  • Manage global partner co-marketing budget, performance metrics and tracking systems for regular analysis and reporting on impact
  • Work closely with Partner Managers to ensure partners are successfully enabled, and engaged.
  • Maintain and expand relationships across the partner ecosystem
  • Own, manage and track the regional pipeline achievement to meet quarterly goals. This includes forecasting, measuring, analysing and reporting on the impact on marketing activities (campaigns and events) on partner sales pipeline, revenue and engagement activity

You speak business and tech?

We have leading technology to sell, a world-class marketing team to help you and all the tools you need to be successful. To be successful in this role, you’ll need self-motivation, a strong ability to focus and a dedication to success. Self-driven and passionate people thrive at Coveo! 

The Ideal candidate has: 

  • 10 plus years’ prior global channel marketing  leadership experience in Enterprise Software driving partner marketing revenue and growth with key Systems Integrators and Business partners through an enterprise sales force.
  • Rich experience in marketing large partnerships in the B2B or B2B2C software industry, particularly within an Integration and SI ecosystem
  • Preferably deep knowledge of the SF and or SAP ecosystem generally, and the SF and or SAP SI and ISV community
  • Managerial experience, with aptitude and desire to manage and mentor a  high-performing channel marketing team.
  • Ability to thrive in a fast-paced, high-growth environment
  • The ability to get things done, build consensus, and execute, working in concert with internal stakeholders.
  • Strong capabilities in building and executing channel strategies and geography, creating and presenting co-marketing plans, setting milestones, measuring performance and being accountable for results to executive channel management. 
  • Strong leadership and influencing skills: the ability to obtain results in an organization that he/she does not control.
  • Self-starter, street smarts, and hugely motivated
  • Technically oriented with business acumen
  • Highly collaborative and team spirited
  • Charismatic.  Building lasting relationships is key

Do we have a fit? 

Send us your resume and a cover letter, and convince us that you are a must-have rather than a nice-to-have.

Even if your background does not check every single box above, please consider applying. Experience comes in many forms but passion goes a long way and we appreciate that skillsets are transferable.

Join the CoveoLife!

We know that applying to a new role takes a lot of work and we truly value your time.

Coveo makes business personal. Coveo uses AI technologies and intelligent search to personalize every digital experience for customers, partners, dealers, and employees. Coveo combines unified content, unified interactions behavioural data and machine learning to deliver relevant information and recommendations across every business interaction, making websites, e-commerce, contact centres and intranets efficient, effortless, content-rich, thus boosting conversion. Coveo is also embedded in many leading business applications from vendors including Microsoft Dynamics, Salesforce, ServiceNow, Sitecore, Xero and more.

If it were easy, someone else would have done it. All of our colleagues at Coveo find the drive to continuously seek new challenges and test roads no one else has ever explored. This ethos has allowed us to become a world leader in an innovative industry and to create a collaborative, diverse and trusting place to work filled with amazingly talented and passionate people. This is also why Coveo was named Employer of the year AND Company of the year 2019 by the Quebec Chamber of Commerce!

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