Sr. Manager, Marketing - Federal

Washington, DC, United States

The Sr. Manager of Federal Marketing is responsible for establishing the Federal Field Marketing function, building out the team and then leading all GTM demand generation strategies to drive pipeline for Optiv + ClearShark with a goal of supporting growth of the business.

The candidate will design, build and direct a team of Federal Marketing Managers and will be accountable for all field marketing activities driving brand and capability awareness, opportunity generation, and help advance Optiv + ClearShark’s mission in the federal sector. It is expected that once the function is fully built out over the next 3 years, this team will be approximately 8 to 10 people supporting over a hundred engagements annually.

This critical role will be responsible for establishing, managing, and driving Optiv + ClearShark’s field marketing strategies through multiple outreach channels, strategies and tactics oriented towards prospective government customers, current customers, internal Optiv + ClearShark constituents, as well as Optiv + ClearShark’s vendor community. This role will directly touch and influence thousands of end customers and vendor partners and is vital to establishing Optiv + ClearShark as an industry leader in the Federal Cybersecurity solutions space.

The Sr. Manager, Federal Manager will report directly into the VP, Marketing and will be expected to provide direct input and support into the Optiv +ClearShark leadership team, all the way through to Board level.

This role will lead our team of Federal Marketers as well as be accountable for continuous evaluation of the overarching Marketing capability in support of identifying gaps in process and/or capability, and then assisting in the build out of processes, resources, and strategies to continue to fill these gaps, in support of the overall growth of the team and business. This role will also own and manage the Optiv + ClearShark field marketing budget, including the plan to solicit and secure critical marketing development funding from our vendors and partners. This role will also oversee the execution of our overall event and vendor-marketing strategy and ongoing sales support, as well as MDF proposal and process management, with support from the VP, Marketing. The ideal candidate will have exceptional leadership, communication, and project management skills with deep and direct knowledge of the US Federal government, to succeed in a fast-paced environment, as well as experience building and leading teams as a people manager.

How You'll Make An Impact

Manage a team of 2 Managers.

Build and lead best-in-class federal marketing team to create and execute in-market campaigns, programs, and events that build brand awareness, source demand, and provide ROI through follow-up lead engagement and management.

As a Senior Marketing Manager, you'll own the strategy, execution and optimization of integrated initiatives that drive awareness, engagement, and expansion into key large federal accounts supporting growth of the business.

Develop, and manage the Optiv + ClearShark field marketing budget.

Work with channel community to solicit, contract, optimize and leverage partner marketing development funds (MDF) with a goal fo attracting more than $1M MDF annually.

Work closely with the Federal Sales/Business Development Team to drive and ensure alignment of efforts to support near-term opportunities and long-term growth strategies.

Identify needed capabilities and then develop processes, templates & strategies to establish and then optimize the overall federal marketing team in their perspective regions.

Lead the implementation of repeatable, process-driven event selection, management, and execution strategy to grow our federal business.

Monitor and track all marketing activities to enforce accountability and responsiveness, maximizing ROI of marketing spend.

Prepare and deliver plan reviews, provide executive summaries, influence, and educate executive management as required.

Develop and communicate field marketing plans with key stakeholders in the Optiv + ClearShark organization.

Lead & execute our large-scale federal market-based events and activities, as well as support in planning and execution of our smaller events in select areas.

Gather feedback and insights from sales, services, and engineering leaders to identify opportunities and challenges around marketing and share this feedback with the corporate marketing team to improve the development and execution of marketing strategies.

Collaborate with cross-functional departments to ensure alignment of field marketing strategies.

Develop and monitor key performance indicators (KPIs) to measure success, focused on driving store traffic and written sales from store support.

Make recommendations around employment hiring, improvement plans, transfers, promotions, corrective actions, terminations, pay adjustments, etc.

Manage resources to optimize equipment, facilities, employees, methods, and materials.

Demonstrate the Company’s Core and Growth Values in the performance of all job functions.

What We’re Looking For

10+ years of experience in marketing to public sector organizations, specifically to the U.S. Federal government and working closely with sales organizations is required.

Bachelor’s degree in marketing or related field, or equivalent work experience.

A team player who has ability to work in a fast-paced, deadline driven environment delivering results and quality services.

Strong organizational skills and discipline will be key attributes for success in this role that will involve simultaneously completing multiple tasks accurately while meeting aggressive deadlines.

Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.

Experience working with Salesforce, ABM tools and marketing automation tools (Hubspot, Pardot, Marketo).

Exceptional writing and editing skills.

Proven budgeting skills with demonstrable experience in managing budgets greater than $1M.

Strong organizational skills, with the ability to prioritize multiple projects and communicate statuses with stakeholders.

Ability to lead in cross functional team environment.

Ability to think creatively and develop and apply new approaches, programs, and techniques.

Strong problem-solving skills, ability to drive strategy, act on your feet and make critical decisions.

Solid track record interfacing with internal and external constituents.

Ability to manage vendors effectively.

Excellent understanding of branding, marketing, and advertising principles.

Strong attention to detail and ability to execute flawlessly.

Proven agility and ability to pivot easily when directions and priorities change on short notice.

Ability to perform well under strong demands in a fast-paced environment.

What You Can Expect From Optiv

A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.

Work/life balance

Professional training resources

Creative problem-solving and the ability to tackle unique, complex projects

Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.

The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.

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