Thought leader who drives client engagement, generates high-quality business leads and builds brand value together with our partner network.
Location: Boston, full time. Post-Covid travel to the office 2-3 days a week is required.
You will lead the marketing efforts in the Americas and will report into the Chief Marketing Officer. Together with a small, talented team of marketeers you will build the function into a predictive, content driven lead generating engine, while creating brand-value consistently.
Our mission is to accelerate the world's transition to local manufacturing and digital distribution. We're investing to accelerate our momentum and we're looking to grow our global team and expand and create a lasting footprint in the 3D Printing market. If you constantly strive for excellence, are passionate about innovation, and want to work with a collaborative, energetic team - then Ultimaker is for you.
WHAT PART WILL YOU PLAY IN CHANGING THE WORLD?
You are incremental in realising Ultimakers growth strategy. Your lead generation pipeline allows Ultimaker to thrive. You help our Sales team and partner network (distributors and resellers) to close more deals and create an enthusiastic end loyal end-customer base of brand ambassadors.
You help weed out time-wasters and deliver quality leads, who are educated on Ultimaker’s offer and are ready to hear more.
Ultimaker started it’s operations in the US in 2016 and has grown to a 25 million business, gained 25%-30% market share and has built a partner network of 1 distributor and 45 resellers.
Ultimaker and it’s Channel Partners will in the future focus on customer objectives (instead of product pitches) so they create more sustainable value, which results in bigger, sticker deals, and ultimately, a more differentiated market position.
REPORTING LINE AND KEY STAKEHOLDERS
You report into the CMO, Nuno Campos and manage a team of 3 (Channel Marketing Director, Digital Marketing Director, Marketing and Events Manager).
You are a member of the commercial leadership team, consisting of your two pears in EMEA and APAC and work directly with the Demand generation and Content teams (HQ based). You develop the go-to-market strategy for the Americas in concert with the VP Amercias Channel.
In support of Ultimaker’s growth mission in North America, you are responsible for revenue generation and you will work to achieve financial growth through lead generation, working directly with Sales, Marketing and Product Leadership, you will create and execute the marketing strategy and define long-term organizational goals. Additionally, you will identify new business opportunities, expand to new areas and maintain extensive knowledge of current market conditions. You know how to align marketing and sales teams to drive impactful online and offline strategies, ensuring a viable deal flow.
WHAT DOES YOUR SUCCESS LOOK LIKE
Your key outcome is a revenue growth in the North America 3d Printing market of 30%, grow the business from 25 million US Dollars to 50 million in the coming 5 years and create a sustainable footprint for Ultimaker to maintain a market share of 30% in the North America market.
In the first year 80% of the role will focus on short term revenue and 20% focus on long-term brand-value creation.
First and foremost your are accountable for revenue results, not leads. Increasing the number of new visitors, new emails acquired, MQL’s it's great. But what we love are SQL’s, Opps, and Closed/Won Opps!
Key components of your success:
CREATION MARKETING STRATEGY : You are right at ground zero, defining the commercial, revenue generation strategy, structure and focus in the channel business in North America. You set the short- and long-term demand generation targets, you create strategies to boost financial gains and market share and you evaluate the effectiveness of demand generation programs to drive brand awareness and pipeline generation.
You successfully identified sources of value in product/service markets; segmented the market to address differing needs; positioned a product/service to leverage the company's advantage; and developed a communication mix that communicates this position fully to the market and drives measurable results. You developed and executed marketing programs that increased demand and brand identity:
- You developed outbound campaigns targeting accounts showing purchase intent.
- You actively contributed with insights and improvements to HQ led inbound demand generation.
- You worked with channel partners to launch up-sell and cross-sell campaigns for existing customers.
You are a key player in the Marketing leadership team, building and executing the global Marketing strategy and you you drive alignment across marketing, and sales teams.
CREATION UNIFIED PARTNER PLAN: You know which type of partner and which partner tactics will help Ultimaker best serve it’s customers in the region. You have created a plan from channel leaders as to the best distribution strategy to scale market coverage with an optimal level of company resources.
You have identified which company objectives rely on channel management, you have assessed your current route-to-market strength and you understand your ability (and need) to scale across multiple dimensions.
You have defined your growth strategies for each desired business outcome and cascaded accountability throughout your organization.
BUILD PARTNER ROAD-MAP TO THE IDEAL ECOSYSTEM: You fully understand Ultimaker’s partner ecosystem in North America and you know how to adjust it for optimal performance. You have gained the trust of the partners, who represent the extended reach of Ultimaker.
SUSTAINABLE VALUE CREATION FOR CUSTOMERS: You work in close relationship with customers at all levels on how 3d Printing and technology innovation enables business transformation, support their strategic priorities and how to get more out of their 3d Printing investments with very tangible and sustainable business outcomes.
MARKET AND COMPETITOR KNOWLEDGE You have researched new & adjacent markets for expansion including cultivation of comprehensive business cases to define opportunities and necessary resources for success.
DATA INSIGHTS: You have introduced a measurement frameworks and routinely benchmark the (campaign) results against the desired forecast & progress each month. You are able to take insights from analytics tools used to identify root causes. You identify and monitor execution of growth marketing eperimentations (trhu HQ). You rapidly iterate on strategy based on findings and take action where required.
BUILD A STRONG TEAM: You continuously strive for a scalable high performing NA marketing organisation. Lead, coach, build and develop the Marketing team in NA. Instilling a proactive approach in Ultimaker’s channel team.
ROBUST EXECUTION: Processes are followed and documented. A culture of learning is pervasive, with in-depth feedback collected along with essential processes. The focus of execution excellence has shifted from “Are we able to execute?” to one of continuous improvement. Strong alignment exists between goals, investments, and commitments.
WHAT DO YOU BRING
- Academic degree in marketing, advertising or related field (preferred).
- 15+ years experience in marketing, strategy and operations in technology & industry solutions (including both hardware as software within the B2B Enterprise SaaS/Software environment;
- Clear understanding of executing outbound and inbound campaigns against KPIs;
- 5+ years of experience across Demand Gen, Digital Marketing, and Events;
- You have international experience, working in the North American market and working for a global organization;
- Extensive experience in setting strategic direction, Go-To-Market, strategic partnerships and indirect and direct sales operating models.
- Detail-oriented with ability to drive multiple projects across cross-functional teams.
- You have experience in building up and scaling out business in new area’s or sweet spots;
- You have a successful track-record in leading, building, developing and inspiring high-performing teams resulting in consistently delivering successes, profitable growth and exceeding goals & objectives. As people manager / coach you have a passion to see them grow in their roles and have significant impact to their customers & partners based on a “customer first”, “out-of-the-box” and “can do” attitude.
- Based on strong business acumen you quickly convert customer needs into potential opportunities.
- You establishing and enabling a diverse partner-ecosystem and strategic alliances to win the market-opportunity which is crucial for winning great deals together & gaining market share.
- You balance between strategic thinking, sales execution and operational excellence and make sure to capture both short- as long-term growth opportunities to ensure sustainable success.
Additionally you bring:
AN ENTREPRENEURIAL MINDSET AND AMBITION - The intensity and pace of the scale up journey can create a challenging and often stressful environment in which to operate; not all relish this shift and many don’t succeed but for those that understand and fulfil the scale up expectations, the rewards of the journey can be significant and not just in personal wealth creation terms. You are a self-starting, self-motivating, highly organized individual with a strong work ethic.
YOU CHALLENGE - You make sure all Ultimaker business propositions establishes profitability and identifying commercial, financial and economic risks from business propositions. You provide robust but constructive challenge to business stakeholders, communicating clearly the commercial implications of proposals. You forecast future performance based on knowledge of past performance and identifying corrective action where required.
TEAM PLAYER AND TRANSPARANT COMMUNICATOR. You will work with different people to make your campaigns come to life across a multitude of digital channels. Collaboration, patience, communication, being easy to work with and laughter are key.
DATA-CENTRIC - You use data as an asset.You know how to use data to drive, manage and optimize marketing performance. You are a stable personality; build trust and you show guts if and when applicable. Analytically strong, involved, having a helicopter view, setting priorities while being able to manage various projects in parallel.
AGILE, FLEXIBLE AND WITH SPEED - It used to take months to develop and launch a single campaign; but that is not the case in today’s marketing landscape. You don’t over think it and look for ‘quick wins’. You get into the market fast. Test and learn. Refine and adjust over time.
You are able to adapt to constant shifts in the industry, are willing to try and fail and to keep up to date on the latest trends/tactics.
RESILIENT - Marketing is hard. Everyone thinks they can do it. Everyone seems to question what you’re doing. Budgets are cut or you don’t have enough budget to begin with. You push through the roadblocks to achieve success over time.
TECHNOLOGIST - You use technology to drive demand. You have a genuine curiosity for new technologies, ways of working and understand the importance of the orchestration of marketing programs, process and technology to drive demand. Our tech stack includes Salesforce, SalesCloud and Marketing Cloud, 6sense, Hootsuite, Miro, Smartling.
YOU ARE HANDS ON AND RESULTS DRIVEN - You operates in a structured and goal oriented fashion inspired by a fast changing environment while respecting Ultimaker’s past, first and foremost aimed at accelerating the growth and value creation of Ultimaker. You are decisive and provide direction. Key words are hands-on, strategic capabilities and proven experience in taking a business from “immature to mature”. You combine the skills of having a helicopter view with not being afraid to dive into the details.
YOU CREATE AN ENIRONMENT OF TRUST - You know that building relationships and developing trust are crucial. You stick to an open door policy and try to make time and listen to what your colleagues have to say. In order to do that, you encourage them to speak freely to you and to always say their opinion. They should never be afraid to question company numbers and to be critical components of the business.
THE BENEFITS OF WORKING WITH US
- A competitive salary in line with your experience;
- Ultimaker makes contributions to your pension;
- We pay for your daily commute;
- 11 days of paid leave per year;
- Use of an Ultimaker 3D printer;
- An open, family atmosphere, and a fun work environment;
- Work in a young and energetic team;
- A convenient location within walking distance of public transport and near the highway;
- Room to expand your knowledge by following courses and going to meetups.
Ultimaker has been in operation since 2011, and over the years has grown to become a market leader, creating powerful, professional and accessible desktop 3D printers. With offices in the Netherlands, New York, Boston, and Singapore, plus production facilities in both Europe and the US, Ultimaker’s team of more than 400 employees continually strives to accelerate the world’s transition to local digital manufacturing by offering the highest-quality 3D printers, software, and materials on the market.
We are ordinary people with extraordinary plans. Creating high-quality products is our driver. Our passion and creativity help us to make the unbelievable believable. Join us and together we can make it happen!
Interested in working at this young, fast-growing, technology advanced company? We are looking forward to receiving your resume and motivation letter in English.
Agency calls will not be appreciated.