Job DescriptionECAM Marketing | Strategic Account-Based Marketing ManagerRole summaryThe Manager, Account-Based Marketing is the dedicated marketing partner to ECAM's Strategic sales team, the highest-producing revenue team in the sales organization. The role exists to do two things: accelerate new closed-won deals in named strategic accounts, and drive measurable expansion (new sites, new regions, new use cases) inside the accounts we already serve.
This is a senior, hands-on strategist, as well as a campaign coordinator. The person in this seat owns the strategic named-account marketing plan end to end, works inside the Strategic team's deal reviews and account plans, and is held to the same pipeline and RMR outcomes as the sellers they support.
What's in it for You: - Competitive Salary: $150,000.00
- Work site location: Dallas, TX
- Work Schedule: Full-time
- Report to: Vice President, Marketing
- Comprehensive benefits: medical, dental, and vision insurance plans, 401(k) with employer matching contributions, paid time off (PTO) policy, paid holidays, disability coverage, and life insurance options.
Key Responsibilities: - Strategic ABM strategy and account selection
- Build and own the strategic named-account marketing plan: target-account list, tiering (1:1, 1:few, 1:many), and the quarterly play calendar, agreed jointly with Strategic sales leadership.
- Develop account intelligence for Tier 1 accounts: buying committee maps, site footprint and expansion whitespace, incumbents, procurement and security requirements, and trigger events (new projects, permits, M&A, leadership changes).
- Define the ideal expansion profile inside the existing strategic base and prioritize accounts by expansion potential and risk.
- Deal Acceleration:
- Partner with AEs on active Tier 1 pursuits: executive briefings, tailored business cases and ROI models, security and compliance packages, pilot-to-rollout narratives, and deal-stage content that moves opportunities through the funnel faster.
- Design and run 1:1 and 1:few programs that engage the full buying committee (operations, security, finance, procurement, legal), not just the champion.
- Orchestrate executive engagement moments with the VP, Marketing and leadership, including on-site visits, GSOC tours, and executive roundtables.
- Account Expansion:
- Build the expansion playbook for strategic accounts: multi-site rollout plans, regional land-and-expand sequences, cross-sell of fixed and mobile deployments, and adoption of platform capabilities.
- Work with the Content & Customer Marketing Manager to turn strategic results into referenceable proof that is reused in the next pursuit.
- Sales partnership and operating rhythm
- Sit in Strategic team pipeline and account reviews as a standing member; carry marketing actions for each Tier 1 account.
- Maintain a shared account plan per Tier 1 account with the AE: goals, buying committee coverage, next plays, and owners.
- Coordinate strategic tie-ins with the Field & Events Marketing Manager (hosted dinners, trade-show meetings, regional events) and with the Senior Product Marketing Manager on account-specific narratives and competitive positioning.
- Programs, Channels, Vendors:
- Manage direct mail, gifting, and intent-data vendors; own the ABM technology stack in partnership with Revenue Operations.
- Build and maintain the strategic asset library: executive decks, industry one-pagers by vertical (construction, critical infrastructure, multi-family, commercial real estate), ROI calculators, and security and NDAA-compliance documentation.
- Measurement and Reporting
- Define, with Revenue Operations, how ABM influence and sourcing are attributed in Salesforce, and report monthly on account engagement, pipeline created and accelerated, win rate, cycle time, and expansion RMR in target accounts.
- Run a quarterly review with Strategic sales leadership on what worked, what to stop, and where to invest next.
Qualifications:- Required
- 10+ years in B2B marketing, including 5+ years owning account-based marketing programs for a strategic sales team with long, multi-stakeholder sales cycles.
- A track record of measurable results you can speak to in detail: pipeline created and accelerated in named accounts, win-rate or cycle-time improvement, and expansion revenue in an installed base.
- Experience embedded with quota-carrying strategic sellers, operating in their deal reviews and account plans, and earning credibility with sales leadership.
- Fluency in strategic buying: building business cases and ROI models, navigating security, procurement, and legal review, and engaging operations, finance, and executive buyers.
- Hands-on command of the ABM stack: Salesforce, a marketing automation platform, LinkedIn and programmatic account targeting, intent data, and direct mail or gifting platforms; comfortable defining attribution with Revenue Operations.
- Strong writer and presenter who can build an executive deck or a one-page business case without waiting on an agency.
- Comfortable as a senior individual contributor who gets leverage through sales, agencies, and shared global teams rather than direct reports.
- Preferred
- Experience marketing recurring-revenue services or managed services (RMR/ARR models), or hardware-plus-service offerings with multi-site deployments.
- Familiarity with physical security, remote video monitoring, construction, critical infrastructure, multi-family, or commercial real estate buyers.
- Experience with customer marketing or customer success programs focused on expansion and retention.
