Senior Specialist – Customer Marketing Sourcing and Qualification

Senior Specialist – Customer Marketing Sourcing and Qualification

Requirements

• Expertise in identifying and sourcing potential customer advocates through various channels and techniques.
• Ability to evaluate and prioritize customer stories based on predefined criteria and marketing objectives.
• Strong interpersonal skills to build and maintain relationships with internal stakeholders and customer accounts.
• Skilled in effectively gathering the pertinent information needed to evaluate the strength of a customer story.
• Proficiency in documenting, managing and maintaining a well-organized pipeline of qualified customer advocates.
• Ability to work closely with cross-functional teams to align lead sourcing efforts.
• Aptitude for developing and executing sourcing strategies that align with ServiceNow’s overall marketing goals.
• Meticulous approach to evaluating potential advocates and ensuring the accuracy and completeness of pipeline data.
• Must have 2-5 years experience in Marketing and/or Sales and an interest and aptitude for learning about technology.

Responsibilities

• Proactively identify customer advocates across various industries, regions, and solution areas.
• Partner with internal teams across sales, product management and marketing to gather insights and referrals for potential customer advocates.
• Meet with sales teams to gather details and document the customer’s story. Evaluate and prioritize stories based on their relevance, impact, and alignment with ServiceNow’s marketing goals.
• Document and maintain a well-organized and up-to-date pipeline of qualified customer advocates, enabling the team to develop a steady stream of the most impactful success stories.
• Cultivate relationships with account teams of potential advocates to educate them about the Customer Marketing program and garner their support with securing advocates.
• Develop and execute a comprehensive sourcing strategy to identify potential customer advocates.
• Utilize various channels, such as internal referrals, customer events, marketing activities and online research to discover compelling customer stories.
• Establish clear qualification criteria to evaluate the suitability of potential customer advocates.
• Assess factors such as the customer’s industry, use case, business impact, and willingness to participate.
• Conduct in-depth interviews with internal sales and customer success teams to uncover details of a customer story and develop a Customer Story Brief.
• Gather the details of the customer’s story, including what outcomes they have achieved.
• Build strong relationships with internal stakeholders within the customer marketing org.
• Collaborate with Sales, Customer Success, and Product Marketing teams to align sourcing efforts with their objectives and uncover valuable customer story information.
• Maintain a well-structured and regularly updated pipeline of qualified customer advocates.
• Track the progress of each potential advocate and ensure a balanced representation of industries, regions, and product lines.
• Seamlessly hand off qualified advocates to the story development or customer reference team for further engagement and content creation.
• Provide relevant background information and context to support the customer onboarding or storytelling process.

Preferred Qualifications

No preferred qualifications provided.