SENIOR ABM/ABX CONSULTANT

Overview

Join our team as a Senior ABM/ABX Consultant and play a pivotal role in driving strategic growth initiatives for our clients. As a key member of our dynamic consultancy team, youll have the opportunity to lead transformative Account-Based Marketing (ABM) and Account-Based Experience (ABX) campaigns, shaping the future of B2B marketing with Demandbases cutting-edge ABX platform. If youre passionate about delivering impactful solutions and driving client success, we want to hear from you.

Job Brief

We are seeking a Senior ABM/ABX Consultant to lead and execute ABM/ABX strategies for our clients using Demandbases innovative ABX platform. In this role, you will collaborate closely with internal and external stakeholders to develop and implement tailored ABM/ABX campaigns that drive revenue growth and increase customer engagement. As a subject matter expert in ABM/ABX, you will provide strategic guidance, optimize campaign performance, and deliver actionable insights to our clients.

Responsibilities

• Lead the development and execution of comprehensive Account-Based Marketing (ABM) and Account-Based Experience (ABX) strategies for clients across various industries using Demandbases ABX platform.
• Collaborate with cross-functional teams to define target account lists, develop personalized content, and execute multi-channel ABM/ABX campaigns.
• Utilize Demandbases ABX platform and other marketing automation tools to orchestrate campaign delivery, track performance metrics, and measure ROI.
• Provide strategic guidance and recommendations to clients based on ABM/ABX best practices and industry trends, leveraging insights from Demandbases ABX platform.
• Analyze campaign performance data from Demandbases ABX platform, identify areas for optimization, and drive continuous improvement in ABM/ABX program effectiveness.
• Serve as a trusted advisor to clients, providing thought leadership and insights on ABM/ABX strategy, tactics, and execution with expertise in Demandbases ABX platform.

Skills & Requirements

• Bachelors degree in Marketing, Business, or related field; MBA or relevant certifications preferred.
• 5+ years of experience in B2B marketing, with a focus on Account-Based Marketing (ABM) and Account-Based Experience (ABX) strategy and execution.
• Proven track record of leading successful ABM/ABX campaigns, driving revenue growth, and achieving business objectives.
• Strong analytical skills and proficiency in data-driven decision-making.
• Excellent communication and presentation skills, with the ability to effectively communicate complex concepts to diverse audiences.
• Experience working with marketing automation platforms (e.g., Marketo, HubSpot) and ABM/ABX tools (e.g., Demandbase, 6Sense, Terminus).
• Ability to thrive in a fast-paced, client-facing environment and effectively manage multiple projects simultaneously.

Frequently Asked Questions

• What’s the definition of ABX?

  Account-Based Experience (ABX) is an evolved approach to B2B marketing that extends beyond traditional Account-Based Marketing (ABM). It focuses on delivering personalized and cohesive experiences across the entire customer journey, encompassing marketing, sales, and customer success efforts. ABX emphasizes the importance of holistic account engagement and alignment with the unique needs and preferences of each target account.

• Why do you think ABX is a good strategy for a company?

  ABX aligns perfectly with the vision of creating meaningful and impactful experiences for clients. By adopting an ABX strategy, we can tailor our approach to each account, driving deeper engagement, stronger relationships, and ultimately, greater business outcomes. ABX allows us to differentiate in the market and deliver unparalleled value to clients by addressing their specific challenges and objectives.

• Describe the process for launching an ABX program.

  Launching an ABX program involves a strategic and systematic approach. It begins with a thorough assessment of our target accounts and their unique needs and preferences. From there, we develop personalized content and messaging tailored to each account segment. We then leverage technology and automation tools to orchestrate multi-channel campaigns and track engagement metrics. Continuous optimization and refinement are key components of our ABX program, ensuring that we adapt and evolve our strategies based on real-time feedback and insights.

• If you had an unlimited budget and could buy any technology to help execute your ABX strategy, what would it be?

  While having an unlimited budget would certainly provide flexibility, the most important factor in selecting technology for our ABX strategy is its ability to seamlessly integrate with our existing systems and support our specific goals and objectives. That being said, I believe investing in a comprehensive Customer Data Platform (CDP) would be invaluable. A CDP would enable us to consolidate and analyze customer data from various sources, allowing for more personalized and targeted ABX initiatives. Additionally, advanced analytics and predictive modeling capabilities would help us identify and prioritize high-value accounts, maximizing the impact of our efforts.

• How do you gauge engagement with and movement within target accounts?

  Gauging engagement and movement within target accounts requires a combination of qualitative and quantitative measures. We utilize a variety of metrics, including website engagement, email open rates, content consumption, and social media interactions, to assess account engagement. Additionally, we track key milestones and behaviors indicative of progression through the buying journey, such as demo requests, meeting attendance, and proposal reviews. By analyzing these metrics in conjunction with historical data and industry benchmarks, we can effectively gauge account engagement and identify opportunities for further engagement and conversion.