Director, Field and Ecosystem Marketing

OVERVIEW:

We are seeking a strategic, field-oriented Director of Field & Ecosystem Marketing to drive revenue growth through our global partner ecosystem and regional field programs. This is a high-impact leadership role responsible for turning field engagement and ecosystem partnerships into scalable growth engines.

This leader will architect and execute integrated go-to-market strategies across GSIs, ISVs, VARs, BPOs, TSDs, Channels and hyperscaler alliances — tightly aligned with regional sales priorities and enterprise expansion goals.

The ideal candidate blends field marketing excellence with deep ecosystem expertise, bringing operational rigor, executive influence, and a strong track record of driving measurable pipeline impact.

LOCATION: San Mateo, CA

RESPONSIBILITIES:

Field & Ecosystem GTM Strategy

●      Develop and execute a global Field & Ecosystem Marketing strategy aligned to revenue and pipeline targets.

●      Partner with regional sales leaders to build integrated quarterly and annual field marketing plans.

●      Identify priority industries, solutions, accounts, and geographic growth plays.

●      Drive triangulated GTM motions across ecosystem partners and hyperscalers.

●      Ensure alignment between global strategy and regional execution (NA, EMEA, LATAM, APAC).

Field Demand Generation & Pipeline Acceleration

●      Design and scale integrated field programs including: Executive roundtables, Industry roadshows, Account-based marketing, Co-sponsored events, Digital-to-field activations

●      Activate ecosystem partners (GSIs, ISVs, Channels, BPOs, Hyperscalers, VARs, etc) in revenue-driving campaigns.

●      Drive structured pipeline acceleration motions (MQL → SQL → Closed Won).

●      Partner with Sales, Alliances, BDR teams, and RevOps to ensure measurable follow-through.

●      Own budget governance, MDF alignment (where applicable), and ROI accountability.

●      Support major industry conferences and ecosystem sponsorships.

Ecosystem Content, Messaging & Activation

●      Develop “Better Together” messaging frameworks and co-branded assets.

●      Create executive-level solution briefs, industry POVs, case studies, and landing pages.

●      Build repeatable campaign toolkits for field teams and partners.

●      Lead ecosystem communication cadence (newsletters, win wires, partner spotlights).

●      Support sales enablement materials to strengthen co-sell positioning.

Executive & Cross-Functional Leadership

●      Serve as marketing lead across strategic ecosystem and regional field priorities.

●      Align closely with: Channel & Alliances, Regional Sales, Product Marketing, Corporate Marketing, Revenue Operations

●      Present pipeline impact, ROI metrics, and GTM strategy updates to senior leadership.

●      Influence regional field priorities and partner activation strategy.

Program Operations & Performance Measurement

●      Establish dashboards and KPIs to track:

      - Marketing-sourced pipeline

      - Partner-influenced revenue

      - Event and campaign ROI

●      Implement structured intake and campaign planning frameworks.

●      Optimize programs based on conversion data and partner engagement metrics.

●      Build scalable, repeatable field and ecosystem marketing playbooks.

REQUIRED EXPERIENCE & SKILLS:

Must Have:

●      Minimum 10 years of B2B marketing experience, including 5+ years in Field, Channel, or Ecosystem Marketing required.

●      Deep experience working with:

    - Global System Integrators (GSIs), Resellers / VARs/ ISVs

     - Hyperscalers (AWS, Microsoft, Google Cloud)

     - Field and Industry events

     - Account Based Marketing

●      Proven success driving measurable pipeline growth through field and ecosystem programs required.

●      Strong understanding of co-marketing, co-sell, and triangulation strategies required.

●      Previous experience managing regional and global marketing budgets with ROI accountability required.

●      Demonstrated ability to operate cross-functionally and influence senior stakeholders.

●      Previous experience supporting global regions (North America, EMEA, APAC) required.

●      Travel up to 25%.

Preferred:

●      Experience building field marketing programs from scratch or transforming underperforming ecosystems.

●      Strong executive storytelling and presentation skills.

●      Experience with ABM platforms and marketing automation systems.

●      Comfort operating in high-growth, matrixed environments.

Education:

• Bachelor’s degree in marketing required.

Depending on specific professional experience and geographical location of individuals, the salary for this position ranges from $175,000 - $185,000. Additional wage/bonus/commission and benefit details will be shared during the formal interview process for this full-time employment opportunity.