Senior Marketing Manager (6 month Contract)

Sophos is accelerating toward a signal-driven, AI-powered go-to-market. We need a senior operator who has built ABM or ABX programs before, understands the shift from static account lists to predictive, intent-led orchestration, and can design the APJ framework from the ground up, fast.

You will own the end-to-end ABX framework for APJ: account selection, tiering, buying group engagement, building AI-augmented orchestration, and the measurement model that ties marketing activity to revenue outcomes. You will also lead a rotating portfolio of high-impact special projects across events, analytics, and operations.

This role sits at the intersection of regional and global. You will work closely with APJ field and sales teams to drive ground-level execution while partnering with global functions who own the underlying infrastructure, content, data, and platforms. It also sits at the intersection of human strategy and machine capability, the best candidate will know how to combine both.

This is not a “run the plays” role. We need someone who designs the playbook, builds the AI-enabled engine behind it, and works cross-functionally to bring it to life.

ABX Strategy & Framework (Primary Focus)

• Design the Sophos APJ ABX framework from the ground up: ICP refinement, dynamic account tiering, buying group mapping, signal-based prioritisation, orchestration model, and reporting cadence.
• Define and operationalise 1:1, 1:few, and 1:many motions aligned to sales priorities, pipeline targets, and account-stage signals.
• Shift the program from static account lists to always-on, signal-driven targeting — using real-time intent data (funding rounds, hiring surges, tech stack changes, engagement spikes) to dynamically prioritise accounts and trigger personalised plays.
• Build buying group engagement strategies: set minimum multi-threaded engagement thresholds per tier (e.g. 3+ contacts per Tier 1 account before opportunity creation), and design outreach that reaches the full committee, not just the primary contact.
• Partner across sales, demand generation, content, analytics, operations, and channel marketing to operationalise the framework including data standards, SLAs, handoffs, and feedback loops.
• Support the build of the ABX measurement model: account progression scoring, engagement quality, pipeline influence, velocity, and revenue contribution. Move the team beyond vanity metrics to revenue-stage reporting.

 

2. AI-Augmented Marketing Operations

• Act as the AI practitioner for the APJ marketing team — identifying, piloting, and scaling AI tools across the ABX workflow.
• Leverage AI and predictive analytics capabilities within the existing stack determine how to automate account prioritisation, content personalisation, and campaign optimisation.
• Build and maintain AI-assisted workflows for: signal monitoring and account scoring, personalised content and sequencing at scale, campaign performance analysis and optimisation loops.
• Evaluate agentic AI capabilities (AI agents for audience segmentation, workflow automation, and campaign orchestration) and recommend adoption where they accelerate pipeline without sacrificing precision.
• Review and provide a point-of-view on the full martech and AI stack; recommend changes where tools fall short or new capabilities create meaningful advantage.
• Stay current on the evolving AI-buyer dynamic as buying groups increasingly use AI tools to research and shortlist vendors, ensure Sophos’s content and signals are optimised for both human and AI-mediated discovery.

 

3. Cross-Functional Leadership & Influence

• Operate across local and global: drive regional execution on the ground while partnering with global teams who own marketing infrastructure, content, data, and platforms.
• Influence without direct authority aligning regional field and sales teams and senior global stakeholders, navigating competing priorities across time zones and reporting lines.
• Build a shared ABX operating rhythm with Sales, Ops, and extended teams with joint funnel metrics, account review cadences, and escalation paths that keep the program moving.

 

4. Special Projects

• Lead a rotating set of high-impact projects across events, data, analytics, and operations.
• Scope will be defined collaboratively based on where the team needs the most leverage. We want someone who steps into ambiguity, defines the problem, and delivers.

• Hands-on experience using AI tools within a marketing or GTM context with actual workflow integration.
• Working knowledge of predictive intent and account scoring capabilities within platforms like 6sense, Demandbase, or equivalent.
• Familiarity with generative AI tools for content personalisation, campaign briefing, data analysis, or reporting (e.g. Claude, ChatGPT, Gemini, Jasper, or similar).
 
Desirable
• Cybersecurity, SaaS, or enterprise technology industry background.
• Experience marketing to CISO, IT Director, or security buyer personas.
• Channel or partner marketing exposure, particularly in the MSP/MSSP segment.
• Familiarity with agentic AI tools or AI workflow automation (n8n, Make, Zapier AI, or platform-native agents).
• ITSMA or Demandbase ABM certification.
• Experience in APAC or Japan market contexts: multi-market complexity, localisation requirements, and regional GTM nuance.