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Marketing Manager

Ahmedabad, India Office, Ahmedabad, India Office, IN, 380006

Marketing

Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.

Job Purpose

 

To lead the team in the formulation and execution of the Middle-East and Africa (MEA) marketing strategy. Lead the team to execute world class awareness, press, lead generation and new business development, customer retention and channel marketing programmes.  Execute individually on the marketing plan for the Africa part of the region ensuring join up and efficiency with the team member owning execution on the activity for the Middle-East.

 

Provide demonstrable contribution to the results of the business of Sophos in MEA and work alongside the senior leadership team for the region working closely with the RVP Sales MEA.

 

As a member of the EMEA Marketing Team, input in to and support the overall business strategy for the region, working with your colleagues across the region.

Provide insight and strategies for evolving Marketing at Sophos through feedback from MEA market needs and performance.

 

Main Duties

 

  • Devise, maintain and present a 12-month rolling marketing strategy for MEA to the RVP Sales MEA and NEMEA & WE Director Marketing, drawing on the Corporate Marketing team to ensure consistency of approach.


Meeting Company and Marketing Objectives through Field Marketing Excellence

  • Working with the region’s Sales leadership team, create and deliver the Regional Marketing strategy that meets the region’s business goals through the delivery of World Class Field marketing.
  • Support the regional GTM plan for all products, product launches and regional campaigns in region
  • Set campaign goals and track against those goals for campaign plans


Expand Sophos visibility and awareness - Develop a region-appropriate awareness strategy including:

  • Introduce creative, cost-effective corporate advertising campaigns
  • Work closely with the PR Manager for MEA ensuring you are aligned on the strategy to drive awareness in the region
  • Maximize exposure/return at industry and other events


Demand Generation Programs:

  • Increase lead generation, improve lead scoring and management process, and billings yield
  • Work with the EMEA SDR Manager to meet or exceed the goals set for Marketing Waterfall for the region – in line with Regional Billings growth
  • Meet or exceed the goals set for ROMI (either direct or passport model) for all marketing investments.  Continuously review the marketing mix to ensure optimal execution (events vs on-line etc)
  • Identify bottom 5 – 10% of underperforming programs and agree a regional strategy to improve or stop to reinvest in other activities
  • Report monthly/bi Q and Q results for region and any corrective actions required
  • Partner with the central digital team to develop our overall digital awareness and demand strategy


Drive Channel Best initiative through enhanced “Channel To” and “Channel Thru” programs

  • Show visibility of Channel Thru investments and demonstrate return on investments.  Participate in the measurement of MDF programs and new partner leads
  • Report on how Channel Thru investment are supporting region’s NN goals. 
  • Set goals and track against partner recruitment & enablement
  • Make strategic investment decisions on all marketing investments to/through channel
  • Embrace the new Sophos Rewards and MDF tracker platforms with a goal of 100% of MDF request and all SPIFFs to be managed through the platform (as regional situations allow)
  • For SPIFFs and other incentives, monitor, track and report on results and returns.  Marketing is accountable for investments & results
  • Ensure excellence in execution for Partner enablement activities including regional Partner roadshows & and  Summits.


Operational Excellence and Communication of Marketing Plan

  • Ensure that region’s field budget expenditure meets the plan for each quarter and provide best value for Sophos.  Work with the Marketing Director NEMEA & WE to make any adjustments/phasing changes as necessary.  Ensure POs and accounting rules are met.
  • Ensure visibility of the Region’s marketing activities and outcomes driving an effective internal communication strategy.
  • Ensure you are aware of and follow compliance requirements, contract rules and all other internal marketing policies.
  • Ensure all vendors have an appropriate SoW and/or contract in place and appropriate use of SCRaP and other internal approval processes

 

Broader Contribution & Innovation

  • Meet the regional targets set for each of the Campaigns
  • Aim to share regional best practice and demonstrate a quarterly example of best practice application through the year
  • Initiate and promote examples of originality in marketing approach. Share these ideas with the broader team with a view to encouraging wider adoption of successful activity.
  • Advise and help drive Sophos’ overall marketing strategy through partnership and collaboration with other marketing areas (Operations, Corporate, Product Marketing etc).  Raise any concerns and help drive to resolution.
     

Team Leadership and Development (depending upon experience)

  • Recruit, train and develop a small marketing team within region.
  • Create and maintain an open, engaged, collaborative and innovative culture, encouraging and enabling effective working between team members and also within Field/Corporate teams
  • Encourage, advocate and demonstrate Marketing and Sophos core values
  • Ensure that personal development is prioritized and that all team members have an active development plan.
  • Encourage and establish ‘stretch’ projects for hi potential team members and actively seek opportunities for development/extension work within the team.

 

 

Organisational Responsibility

 

  • This position will report to the Regional Director Marketing, NEMEA & WE who is based in Oxford, England. with close liaison to RVP Sales for MEA who is based in Ahmedabad, India. Shared business partnership with local Sales leaders for Africa is required.
  • Depending upon experience direct management of a team of 1 or 2 with a variety of seniority and experience.

 

 

Skills & Experience

Experience

Essential:

  • Excellent Knowledge of the Technology market or related industry and its dynamics
  • Experience in complex, strategic channel management preferably including 2 tier distribution
  • A minimum of 7 years’ experience working in a Marketing Manager position
  • Track record of working proactively with sales and channel teams
  • Experience working within a global organisation with colleagues based in multiple countries
  • Developing fully costed programmes/campaigns managing to budget and ROI metrics
  • Experience of working within emerging & developing markets

Desirable:

  • Background in Cybersecurity
  • Experience of team leadership/management
  • Experience working across the Middle-East and/or Africa

 

Skills and Abilities

Essential:

  • Written, verbal & presentation communication
  • Senior influencing and negotiation skills

Desirable:

  • Spokesperson/Media training

 

Behavioural Traits

Essential:

  • Communication
  • Influencing & Negotiating
  • Leadership and team-working
  • Planning and organising
  • Initiating action
  • Judgement

Desirable:

  • Influencing
  • Tenacity
  • Attention to detail
  • Creativity

 

Qualifications

Essential:

  • Degree or equivalent
  • Marketing qualification

Desirable:

  • Member of professional body

 

 

Equal Opportunities

Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.

If you choose to explore this 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.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.