Field & Channel Marketing Manager

SOTI

2d•Hybrid

About The Position

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world. SOTI is looking for a passionate marketer to fill an important role in North America. This is truly an exciting opportunity to take ownership and drive marketing across one of SOTI’s most important regions. The Field & Channel Marketing Manager role will be responsible for building, executing, and reporting on integrated marketing campaigns that effectively and efficiently generate sales leads and pipeline across North America, with a primary focus on joint initiatives with value-added reseller (VAR) partners. Reporting to the Manager, Field and Channel Marketing, Americas, this role works at the intersection of marketing, sales, and channel strategy. The successful candidate will partner closely with both external reseller marketing teams and internal SOTI Channel Account Managers (CAMs) to ensure joint marketing plans are fully aligned and executed in lock-step with each reseller’s sales objectives, account plans, and strategic business goals. Success in this role requires the ability to quickly build trust, credibility, and strong working relationships with both internal and external stakeholders. The ideal candidate brings strong sales and business acumen, a deep understanding of the SaaS sales cycle, buyer personas, and product positioning, and a proven ability to translate strategy into demand-generating execution, while acting as a trusted partner to sales and channel teams. This hands-on role comes with a high degree of autonomy. The incumbent will be encouraged and empowered to be inventive in identifying new routes to market, while also rolling up their sleeves to plan, execute, and optimize programs that drive measurable business outcomes.

Requirements

Minimum of 5 years’ experience building and supporting field, channel, or demand generation marketing programs, ideally in a B2B SaaS or technology environment
Bachelor’s degree in Marketing, Business, or equivalent experience
Proven experience working directly with sales teams, channel organizations, and external partners, with a demonstrated ability to build trust, influence without authority, and maintain strong stakeholder relationships
Strong business and sales acumen, with the ability to understand account strategies, sales priorities, and how marketing influences pipeline and revenue outcomes
Deep understanding of the end-to-end sales cycle, buyer personas, and the role marketing plays at each stage of opportunity progression
Experience developing and executing reseller and customer marketing programs that create demand and accelerate opportunities
Excellent project management skills, with the ability to manage multiple initiatives, stakeholders, and timelines simultaneously
Exceptional interpersonal and communication skills, with the ability to gain alignment, manage expectations, and build rapport across functions and organizations
Strong analytical mindset with a fact-based approach to decision-making and optimization
Ability and willingness to travel and work flexible hours as required

Responsibilities

Develop, implement, and manage integrated, scalable annual field and channel marketing plans for North America, targeting reseller partners and end customers to generate net-new contacts, leads, pipeline, and revenue
Partner closely with Channel Account Managers to ensure joint marketing initiatives align with sales strategies, account plans, target personas, and revenue goals for each value-added reseller, building strong rapport and credibility as a strategic marketing partner
Collaborate directly with reseller marketing teams to design and execute co-branded, joint lead generation campaigns, establishing trusted, long-term relationships that enable effective collaboration and execution
Work as part of the regional americas marketing team to ensure alignment with overall marketing goals, messaging, and go-to-market priorities
Work with shared services to support campaign execution across multiple channels
Translate product value propositions, competitive positioning, and buyer pain points into effective sales enablement assets such as case studies, presentations, and materials for strategic customer and partner engagements
Apply a strong understanding of SaaS buyer personas and sales cycles to design campaigns that support opportunity creation, acceleration, and close
Gather market intelligence and analyze competitor initiatives to inform strategy, messaging, and prioritization of demand generation tactics
Manage budget and work cross-functionally to execute campaigns efficiently and deliver ROI
Build and manage a demand generation calendar across regions and partners to create transparency and alignment with sales and channel stakeholders