Senior Marketing Manager (6 Month Contract)
hace 1 día
Oxford
About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at Sophos is accelerating toward a signal-driven, AI-powered go-to-market. We need a senior operator who has built ABM or ABX programs before, understands the shift from static account lists to predictive, intent-led orchestration, and can design the APJ framework from the ground up, fast. You will own the end-to-end ABX framework for APJ: account selection, tiering, buying group engagement, building AI-augmented orchestration, and the measurement model that ties marketing activity to revenue outcomes. You will also lead a rotating portfolio of high-impact special projects across events, analytics, and operations. This role sits at the intersection of regional and global. You will work closely with APJ field and sales teams to drive ground-level execution while partnering with global functions who own the underlying infrastructure, content, data, and platforms. It also sits at the intersection of human strategy and machine capability, the best candidate will know how to combine both. This is not a “run the plays” role. We need someone who designs the playbook, builds the AI-enabled engine behind it, and works cross-functionally to bring it to life. • Design the Sophos APJ ABX framework from the ground up: ICP refinement, dynamic account tiering, buying group mapping, signal-based prioritisation, orchestration model, and reporting cadence., • Define and operationalise 1:1, 1:few, and 1:many motions aligned to sales priorities, pipeline targets, and account-stage signals., • Shift the program from static account lists to always-on, signal-driven targeting — using real-time intent data (funding rounds, hiring surges, tech stack changes, engagement spikes) to dynamically prioritise accounts and trigger personalised plays., • Build buying group engagement strategies: set minimum multi-threaded engagement thresholds per tier (e.g. 3+ contacts per Tier 1 account before opportunity creation), and design outreach that reaches the full committee, not just the primary contact., • Partner across sales, demand generation, content, analytics, operations, and channel marketing to operationalise the framework including data standards, SLAs, handoffs, and feedback loops., • Support the build of the ABX measurement model: account progression scoring, engagement quality, pipeline influence, velocity, and revenue contribution. Move the team beyond vanity metrics to revenue-stage reporting., • Act as the AI practitioner for the APJ marketing team — identifying, piloting, and scaling AI tools across the ABX workflow., • Leverage AI and predictive analytics capabilities within the existing stack determine how to automate account prioritisation, content personalisation, and campaign optimisation., • Build and maintain AI-assisted workflows for: signal monitoring and account scoring, personalised content and sequencing at scale, campaign performance analysis and optimisation loops., • Evaluate agentic AI capabilities (AI agents for audience segmentation, workflow automation, and campaign orchestration) and recommend adoption where they accelerate pipeline without sacrificing precision., • Review and provide a point-of-view on the full martech and AI stack; recommend changes where tools fall short or new capabilities create meaningful advantage., • Stay current on the evolving AI-buyer dynamic as buying groups increasingly use AI tools to research and shortlist vendors, ensure Sophos’s content and signals are optimised for both human and AI-mediated discovery., • Operate across local and global: drive regional execution on the ground while partnering with global teams who own marketing infrastructure, content, data, and platforms., • Influence without direct authority aligning regional field and sales teams and senior global stakeholders, navigating competing priorities across time zones and reporting lines., • Build a shared ABX operating rhythm with Sales, Ops, and extended teams with joint funnel metrics, account review cadences, and escalation paths that keep the program moving., • Lead a rotating set of high-impact projects across events, data, analytics, and operations., • Scope will be defined collaboratively based on where the team needs the most leverage. We want someone who steps into ambiguity, defines the problem, and delivers., • 7+ years in B2B marketing, with proven ABM/ABX leadership at a mid-to-senior level. You have built frameworks before--- not just run campaigns., • Demonstrated ability to drive influence in a matrixed, global organisation. Comfortable aligning regional field teams and senior global stakeholders; skilled at moving work forward without direct authority., • Deep familiarity with ABM/ABX platforms (6sense, Demandbase, or equivalent) and the broader GTM tech stack, including Salesforce, Eloqua/Marketo, and BI tooling., • Strong analytical capability: fluent in pipeline metrics, comfortable in the data, confident defending numbers to sales and executive audiences., • Operator mindset: you can ship, measure, and iterate. You don’t wait for perfect conditions., • Excellent written and verbal communication with ability to brief an executive, a salesperson, and a designer in the same hour., • Hands-on experience using AI tools within a marketing or GTM context with actual workflow integration., • Working knowledge of predictive intent and account scoring capabilities within platforms like 6sense, Demandbase, or equivalent., • Familiarity with generative AI tools for content personalisation, campaign briefing, data analysis, or reporting (e.g. Claude, ChatGPT, Gemini, Jasper, or similar)., • Cybersecurity, SaaS, or enterprise technology industry background., • Experience marketing to CISO, IT Director, or security buyer personas., • Channel or partner marketing exposure, particularly in the MSP/MSSP segment., • Familiarity with agentic AI tools or AI workflow automation (n8n, Make, Zapier AI, or platform-native agents)., • ITSMA or Demandbase ABM certification., • Experience in APAC or Japan market contexts: multi-market complexity, localisation requirements, and regional GTM nuance., • Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach., • While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship., • Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit, • Employee-led diversity and inclusion networks that build community and provide education and advocacy, • Annual charity and fundraising initiatives and volunteer days for employees to support local communities, • Global employee sustainability initiatives to reduce our environmental footprint, • Global fitness and trivia competitions to keep our bodies and minds sharp, • Global wellbeing days for employees to relax and recharge, • Monthly wellbeing webinars and training to support employee health and wellbeing #LI-Remote We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr
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