James Hancock

• Align with the sales leadership team and account executives to build and deliver marketing activity to help them achieve their objectives
• Work alongside key partners (AWS and Google Cloud) to develop joint activity
• Working in collaboration with the wider ecosystem (ABM marketing, industry marketing, product marketing and PR & communications) to create an integrate plan

Key Achievements

• Delivered the first MongoDB .local event series in ANZ - 530 customer attendees between Sydney and Auckland
• Built the first account based marketing (ABM) programs in ANZ targeting the financial services and retail industries
• The activity I delivered contributed to 56% marketing influenced pipeline
• Designed and delivered study groups to educate the APAC Field marketing team on best practices in account Based Marketing (ABM) and content availability

• Worked with AWS partners to identify joint marketing activities that will meet the partner's business goals and build integrated marketing plans to achieve those goals
• Support Partner Marketing Development Fund (MDF) utilisation and work with partners to plan MDF activities
• Secure partner commitment and drive GTM execution of joint and partner led GTM plans
• Evaluate partner GTM plans to pressure test performance KPIs such as traffic, marketing qualified leads, sales qualified leads, pipeline etc
• Support partners with execution requirements to ensure smooth delivery and tracking of performance
• Collaborate with cross functional teams such as enterprise marketing, business development as well as demand generation teams across APJ

Key Achievements

• Worked with partners to achieved 73% MDF utilisation, up from 52% for the same time in FY21.
• Assisted partners in planning and delivering activity to achieve $21m in enterprise pipeline against a target of $19m.

• Develop an integrated marketing strategy aligned to sales objectives and goals to drive audience acquisition and pipeline development
• Develop thought leadership to help position ConnectWise within category, position as a thought leader and drive inbound leads
• Measure the performance of, make changes to and optimise content to drive digital account profiling, contact acquisition and pipeline creation
• Development of a named account nurture program
• Industry marketing targeting managed service providers
• Drive an increase in ROI from marketing activities through a focus on lead management, measurement, tracking and closed loop marketing campaign execution

Key Achievements

• Delivered $8.2m in pipeline against a target of $7.5m.
• Developed and dthe 'Modern Business Series' integrated program which delivered 1655 downloads

• Responsible for the go to market plans for Oracles ERP, EPM and Supply Chain solutions
• Liaise with sales management and key stakeholders across ANZ and APAC to develop a marketing strategy which aligns to sales plays and objectives
• Development of industry and persona based integrated programs leveraging industry associations, digital, social media and sponsorships targeting enterprise and mind market accounts
• Leverage partners and industry associations to expand market reach
• Drive an increase in ROI from marketing activities through a focus on lead management, measurement, tracking and closed loop marketing campaign execution

Key Achievements

• Delivered $32m in pipeline against a $30m target.
• Highlight - Built an integrated program to target the 'procurement persona' which had never been targeted before which achieved $3.1m in pipeline.

• Development and alignment of regional marketing strategy to sales objectives
• Develop an industry specific marketing strategy to suit the high growth nature of Asia Pacific and the individual needs of the regional markets
• Plan and execute strategic integrated marketing campaigns to engage with prospects throughout the customers buying lifecycle
• Develop and rollout a regional digital acquisition strategy
• Named account nurture program development
• Content creation and localisation
• Track and report on program effectiveness against defined KPIs
• Relationship management of external agencies and 3rd party service providers

• Single point of contact between worldwide product & worldwide marketing and country marketing - assisting country marketing with activity development and messaging
• Develop and roll out the regional digital acquisition strategy
• Develop and support partner marketing activity
• Sales pipeline analysis and development of activities to reduce pipeline leaks
• Identify market trends and provide key market insights to key regional and worldwide stakeholders

Key Achievements

• From Jan to Sept generated $16m in pipeline against a target of $23m
• Mentor to the 3 Field Marketing Managers

• Undertake market research to understand specific country requirements and develop plan and appropriate industry specific messaging to deliver integrated multi-channel lead generation programs
• Single point of contact between worldwide product and worldwide marketing and country marketing - assisting country marketing with activity development and messaging
• Understand buying cycles and develop communication plans and content that maps against the buyer's journey
• Develop partner marketing activities and provide partner support

Key Achievements

• This was initially a 12 month contract role however it was extended based on the results I achieved
• Delivered $9.5m in pipeline for the APAC region against a $6.1m target.
• Was asked to join the Global Demand Generation board in the UK to help scale the programs I implemented within ANZ.

• Development and management of outbound lead generation campaigns
• Development of industry specific campaigns and assets
• Support the sales team through the development of sales enablement tools
• Database analysis and data mining for proposed campaigns
• Managing the lead qualification process and flow of leads throughout the organisation
• Campaign reporting and analysis providing future recommendations and insights to key stakeholders (sales, marketing, product)
• Sales pipeline analysis identifying reasons for lead / opportunity leaks and provide recommendations to reduce pipeline leaks

• Conceptualise, develop and manage integrated acquisition and up-sell campaigns to increase brand awareness and achieve sales targets
• Brand management
• Work with creative agencies, printers, mail houses and internal stakeholders to develop relevant enablement tools
• Implement process improvements to streamline campaign delivery and maximise campaign ROI without negatively impacting results
• Develop and present campaign reporting, analysis and insights
• Be accountable for all campaign and project expenditure

• Manage, coach and support the Singapore team of 6, grow existing client expenditure and source additional revenue streams while managing internal sales targets
• Work with client's senior management to develop strategies and develop campaigns that would predominately focus on lead generation initiatives
• Develop and implement detailed activity briefs outlining campaigns strategy, target audience, creative execution, timings and budgets
• Be the central point of accountability in developing integrated campaigns into Singapore, Hong Kong, China and Malaysia for key clients
• Provide key learnings, insights and recommendations into campaigns in order to increase future campaign ROI