Director, Regional Field Marketing, APAC

Director, Regional Field Marketing, APAC

Location: APAC territories with preference in Sydney, Brisbane, or Singapore (Hybrid or Home-based)

Position Summary:

The Director of Field Marketing, APAC is a critical role within the Global Go-To-Market (GTM) team, responsible for driving pipeline and revenue growth in partnership with Sales and helping position Bentley Systems as the preferred infrastructure engineering software in region. Reporting to the Head of Global GTM, you will take an active, hands-on approach to the development and execution of the GTM strategy at the local level and will manage a team of regional marketers to drive all field marketing activities. You will be responsible for leading a unified Sales and Marketing plan for APAC, ensuring that marketing campaigns, local and virtual events, and pipeline development and acceleration activities are highly aligned and customized for targeted growth territories. The successful candidate for this role will be a strong cross-functional collaborator, partnering with regional Sales leaders, Channel team and in-region Channel Partners, and working closely with other Marketing leaders, including the Product Marketing and Digital Marketing teams to ensure coordinated GTM planning and execution.

Responsibilities include, but are not limited to:

• Create go-to-market plans, working with regional Sales leaders, industry leads and demand gen team, to support market opportunities for targeted revenue growth.
• Lead regional APAC marketing team in local demand creation, providing local/regional customization of corporate-led initiatives, from demand creation to product launches.
• Identify and execute events, including in-person, virtual and hybrid to support demand generation efforts.
• Provide localized guidance to the APAC sales leadership and Partner Marketing team on strategic go-to-market opportunities.
• Drive new and scalable revenue growth of Bentley enterprise business and develop repeatable playbooks for mid-market, SMB and channel GTM plans.
• Work directly with the APAC Sales leaders to align marketing activities with sales efforts.
• Use best-in-class GTM practices to drive pipeline acceleration, working with Sales and other parts of marketing to develop and execute integrated and innovative marketing strategies, from events to demand campaigns.
• Develop and execute specific user (customer) outreach activities that help drive consumption of Bentley products within target accounts. 
• Use Account-based marketing (ABM) methodologies to drive deep user (customer) engagement on a one-to-one and one-to-few basis; working closely with the ABM team to target accounts and specific opportunities within those accounts and then develop the initiatives to target them, including cross-sell and up-sell efforts.
• Develop and execute industry solution marketing campaigns in region, working in tight alignment Industry Marketing leaders.
• Maintain strong relationship and coordination with internal Communications and PR teams to help drive efficiencies with regional PR agencies/partners that align with regional GTM priorities.
• Support Channel Partner marketing and sales efforts as identified within region to expand growth in designed territories, aligning with both regional Sales and Channel leaders to present a coordinated and strategic approach to generate new revenue opportunities and awareness of Bentley products and services.
• Collaborate with Digital Marketing and Demand Gen teams to measure, analyze and adjust campaign execution for continuously improved performance and consistently report on campaign performance and KPI metrics to key stakeholders including Sales and Channel leaders, and other internal executive stakeholders.
• Own quarterly and annual KPIs for the field marketing team in APAC region, collaborating with regional Sales leaders and other executives to set appropriate success metrics that align with both corporate and regional initiatives and growth plans.
• Attract, develop, and retain diverse and best-in-class field marketing team in APAC region.

Requirements:

• Minimum 10 years marketing experience preferably in technology/software industry with a proven background in strategy, planning and execution of demand generation and pipeline acceleration campaigns and activities.
• Minimum 5 years experience in effectively leading a regional/field marketing team.
• Understand market dynamics and conditions specific to APAC region, with ability to identify, adjust and communicate changing market opportunities and risks.
• Must possess functional marketing skills for the development of successful marketing strategies and innovative programs, both direct and indirect, including but not limited to digital marketing, ABM and industry marketing.
• Strong collaboration and Influencing skills with proven expertise in building and managing relationships with Sales leaders, Marketing peers, C-level executives and other key stakeholders that are critical to successful GTM programs and achieving goals.
• Must bring strategic and analytical approach to GTM planning as well as tactical execution to drive performance; should have a track record of leading major strategic initiatives with focus on core business growth, and ability to address both short-term opportunities and long-term objectives.
• Exhibits exceptional leadership skills with the ability to lead and inspire changes in thinking and approach throughout a regional team.
• Strong project and time management skills are critical with ability to manage multiple parallel initiatives across target territories and accounts.
• Approximately 20% travel.
• An undergraduate degree in marketing or business is preferred, and a post-graduate business degree (MBA) is desirable.
• Strong written and verbal communication skills are essential, including fluency in regional language(s) and English.